Lead, Commercial Analytics & Sales Force Excellence (Generics)

The Lead, Commercial Analytics & Sales Force Excellence (SFE) is the enterprise point‑person for transforming data into commercial impact across the Generics portfolio. This leader owns demand and price analytics, customer/account insights, and SFE programs—including target setting, incentive design & governance, territory alignment, account planning, and call planning. The role partners closely with Sales, Trade/Channel, Pricing, Supply Chain, Finance, and Compliance to maximize revenue, gross margin, service levels, and salesforce productivity.

Responsibilities:

1) Sales Force Excellence (≈50%)

• Territory & coverage design: optimize territories by volume/potential, white‑space analysis, equitable workload, and travel efficiency.
• Call planning: establish reach/frequency standards by account tier; deploy dynamic call plans aligned to product focus, supply position, and customer potential.
• Target setting: define top‑down/bottom‑up methods, seasonality, pipeline factor, and supply‑aware overlays; ensure targets are attainable, equitable, and aligned to financial goals.
• Incentive compensation (IC) design & governance: create balanced scorecards (e.g., net sales, gross margin, new product uptake, call activity/quality); run payout modeling, guardrails, and budget controls; publish IC policies and quarterly true‑ups.
• Account planning: standardize account plans (GPO/wholesaler/IDN/chain) with share-of-wallet goals, contracting levers, service KPIs, and cross‑functional action plans.
• CRM excellence: drive adoption and data hygiene in Salesforce/Veeva, define pipelines/stages, activity standards, and coaching insights for front‑line leaders.
• Lead training and change management for new SFE programs and analytics tools.

2) Commercial & Pricing Analytics (≈40%)

• Build and maintain SKU-level forecasts (launch, steady‑state, LOE/erosion curves) incorporating competition, channel mix, service levels/fill rates, GPO and wholesaler dynamics, and supply constraints.
• Lead price and margin analytics: WAC vs. net, chargebacks, rebates, admin fees, and pocket‑price waterfalls; partner with Pricing to recommend actions by product/customer segment.
• Develop customer and market insights: segmentation & potential (wholesalers, GPOs, chains, IDNs, hospitals), share tracking, pipeline impact, and competitive event scenarios.
• Own commercial dashboards and KPI suites (revenue, GM, DOH, service level, forecast MAPE, opportunity pipeline) in Power BI/Tableau; automate “insight to action” workflows.
• Drive analytics for contracting strategies (GPO/wholesale agreements), new product launch readiness, and “limited‑competition” opportunities.

3) Leadership, Governance & Compliance (≈10%)

• Build and mentor a high‑performing team; manage vendors/contractors effectively.
• Establish operating rhythms: QBRs, forecast councils, IC design committees, and SFE working groups.
• Ensure compliance with data privacy (e.g., HIPAA/GDPR as applicable) and relevant industry codes; partner with Legal/Compliance on IC policy and field conduct standards.

Incumbent should be willing to work in person from our Princeton, NJ office