Director, Sales Analytics (HIV Treatment)

Job Description

In this role, the Director will be responsible to deliver timely and actionable insights to inform and shape field strategy and provide ongoing regional insights to enhance competitive fitness and enable execution excellence for the US HIV Treatment Business Unit. This high impact, individual contributor role will determine strategic priorities for the TA, manage cross-functional projects, and lead components of departmental projects of varying complexity.

This role requires leveraging a broad and deep skill set (functional expertise, therapeutic area knowledge, communication skills, leadership and influencing, and executive presence, to name a few) to help drive the success of work across a variety of key stakeholders – including business unit, field leadership, brand and managed markets, marketing leadership, peer functional leads, Integrated Insights Data & Digital, Finance, competitive intelligence, and executive leadership.

Key functions of this role include the following:

Strategic Planning, Performance Tracking and Actionable insights:

• Lead development of data-driven insights to inform field force strategy and execution for different phases of product life cycle

• Lead KPI development, performance reporting including design and implementation of field facing dashboards and reports, enabling effective pre-call planning and a thorough understanding of regional (area, region and territory) performance and opportunities based on a variety of inputs

• Conduct analytics projects to inform a range of business issues including field force targeting and strategy including product/indication bag mix to optimize portfolio, inform go/no go decisions on different tactics, sampling strategy and analytics, physician level sample allocation etc.

• Lead the integration of insight and analysis from a variety of sources to inform business decisions through the delivery of robust and actionable opportunities

• Evaluate potential new secondary data sources and analytics methodologies to continually elevate the impact of business analytics and operationalize new data sources through collaboration with data strategy and governance, and IT teams

• Field force training & training sustainment on analytics tools for performance evaluation & opportunity assessment for execution excellence

• Responsible for leading and deploying quarterly targeting, call plan refinements and segmentation

• Collaborate with Advanced Analytics team to use predictive AI/ML techniques to surface opportunities such as likely patient alerts based on predictive modeling, next best action for execution efficiency; and lead the operationalization and field adoption of outputs through collaboration, education/trainings and change management

• Deliver effective presentations of findings and recommendations to multiple levels of leadership through various communication channels

Stakeholder Management:

• Interact with a broad range of internal customers ranging including and not limited to VP, Field leadership, Brand leadership, Data Strategy and Governance, Commercial Learning and Development, IT, Global Teams

• Establish and maintain business relationships with key stakeholders within the Commercial organization, and consistently demonstrate a thorough understanding of internal customers’ business needs

• Viewed as a cross-functional subject matter expert and sought for advice on decisions that can impact business operations

• Management and relationship development with key stakeholder groups in Sales, Marketing, Integrated Insights and Commercial operations

• Management of external consulting resources from a project delivery and timeline perspective

Leadership, Influence, and Communication:

• Develop trust and be a strategic thought partner

• Collaborate effectively with senior leaders across multiple functions and business units

• Communicate complex dynamics/challenges clearly and concisely to senior leaders

• Provide recommendations with objective and actionable insights to senior and executive management

• Navigate organizational complexity effectively in a professional manner

• Embody a culture of operational excellence and continuous improvement

• Uphold Gilead Core Values and Leadership Commitments

Knowledge, Skills, and Experience:

• Evidence of team and project leadership (interaction with cross-functional partners, conflict resolution, and consensus-driving) and project management (planning, prioritization, objective setting, meeting management, and plan execution) is required

• Prior experience managing external vendors and driving successful implementation is highly desired

• Strong communication/influencing skills, storytelling, executive presence, and the ability to connect the dots across business issues is required

• Proven experience communicating complicated analyses simply and clearly for senior management is required

• Deep understanding of biotech/pharma market trends and best practices to enable forward-looking plans

• Proven history of working and delivering on multiple projects simultaneously, with tight deadlines and changing priorities is required

• Proficiency in secondary data analysis with intimate knowledge of a variety of industry secondary data sources (e.g., IQVIA, SHA, DRG, LabCorp)

• Advanced Microsoft Office skills (specifically PowerPoint and Excel) to present quantitative data in graphical form is required

• Passionate about Insights and analytics

Basic Qualifications:

• Bachelor's Degree & Twelve Years’ Experience
  OR

• Masters' Degree & Ten Years’ Experience
  OR

• PhD & Eight Years’ Experience

Preferred Qualifications:

• MBA or Masters degree preferred. Preferred concentrations in one or more of healthcare, general management, analytics, and data sciences

• Experience with buy and bill, or therapy areas where products are covered by both medical and pharmacy benefit, OTC/consumer products, or long-acting therapies is strongly preferred

• Degree in business administration, economics, finance or related fields

• Pharmaceutical or healthcare related experience required

People leader accountabilities

•Create inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.

•Develop talent - understand the skills, experience, aspirations and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop and realize their purpose.

•Empower teams - connect the team to the organization by aligning goals, purpose, and organizational objectives, and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.