Sr Manager, Sales Analytics & Operations

Arbeitsbeschreibung

Responsibilities

The responsibilities for this role include, but are not limited to:

• Ensure the delivery of relevant, timely, and impactful insights derived from multiple internal and external data sources (e.g., Veeva CRM, IQVIA, Close-Up, Big Data).

• Ensure that navigation and analytics tools (e.g., Tableau, Power BI) are available, meet diverse business needs, and are intuitive and user-friendly for Commercial teams within the affiliate.

• Support the Commercial Operations Lead in the annual brand planning process by defining the planning calendar, fostering stakeholder engagement, coordinating cross-functional discussions, and providing relevant data to support brand performance narratives.

• Enable Business Intelligence through the democratization of analytics across the organization.

• Deliver reliable, accurate, and strategically positioned analyses, insights, and reports to commercial functions to inform and influence management decision-making.

• Analyze performance data and provide actionable insights on key drivers of business performance.

• Lead or deliver reliable and accurate analyses and reports to internal stakeholders to support decisions on critical strategic initiatives.

• Design and implement repeatable analytical processes that leverage existing systems, tools, and data infrastructure.

• Own data and reporting requirements within defined areas of responsibility, managing monthly and quarterly reporting cycles to support Commercial teams.

• Collaborate closely with cross-functional partners, particularly IT, to assess reporting and operational requirements, document system enhancements, and implement system changes.

• Develop analytical models that streamline analysis and controls while preserving data integrity and analytical rigor.

• Manage ongoing relationships with data vendors, consultants, and selected external partners.

• Evaluate the return on investment of external data sources and recommend actions to ensure Gilead leverages high-value, relevant data assets.

• Provide continuous analytical support to field sales teams, including recommendations to optimize physician and managed care coverage methodologies.

• Assess territory-level workload and alignment related to targeting and resource deployment, providing recommendations as required.

• Ensure accurate incentive compensation budget accruals and coordinate closely with FP&A on budget-related matters.

• Provide ongoing analytical support across multiple functions, recommending opportunities to improve sales force utilization and overall effectiveness.

• Define, implement, and monitor productivity and performance indicators used to measure efficiency and execution.

Market Research

• Own and strategically prioritize the Market Research agenda, ensuring alignment with business objectives and senior-level decision-making needs.

• Translate complex business questions into clearly defined research objectives supported by robust and appropriate study designs.

• Ensure all Market Research activities address legitimate business needs and are clearly differentiated from promotional initiatives.

• Lead and manage external Market Research agencies throughout the full research lifecycle, including strategic briefing, fieldwork execution, analysis, and insight delivery.

• Ensure full vendor compliance with applicable codes of conduct, internal Market Research governance, and corporate policies.

• Propose the annual Market Research plan and ensure successful execution of research initiatives (e.g., ATUs, message recall studies, patient and customer journeys), delivering actionable insights to the business.

• Provide senior-level oversight of research timelines, deliverables, and quality standards, ensuring methodological rigor and high-impact outputs.

Skills

• Demonstrates strong analytical and problem-solving capabilities, including the ability to think critically and make informed assumptions when data or information is incomplete or conflicting.

• Possesses a solid understanding of key business drivers and performance metrics within supported areas, applying this insight to deliver market data and analyses that generate business value.

• Exhibits excellent project management skills, with a strong focus on execution and the delivery of measurable, tangible results.

• Capable of developing and delivering high-impact presentations in both small and large forums, clearly articulating proposals to senior management.

• Displays intellectual curiosity and proactively builds knowledge across therapeutic areas, epidemiology, and remains current on country-specific economic and healthcare developments.

• Operates as a strong team player with proven experience working effectively in international and cross-cultural environments.

• Demonstrates cultural agility and adaptability, performing effectively in dynamic and evolving business contexts.

Education and Experience

• Bachelor’s degree in Business Administration, Engineering, Mathematics, Information Technology, Human Sciences, or a related field.

• MBA or postgraduate degree preferred, ideally in Business Administration or Marketing.

• Minimum of 6 years of experience leading Analytics & Insights (A&I) and/or Sales Force Effectiveness (SFE) functions within the pharmaceutical or healthcare industry, particularly in specialty therapeutic areas; experience leading launch readiness processes is highly desirable.

• Proficient in Microsoft Office applications, including advanced Excel; experienced with statistical tools, CRM platforms, information cubes, and data visualization tools such as Tableau and Power BI.

• Fluent in Portuguese and English (required); proficiency in Spanish is desirable.