The primary objective of this position is to lead the Demand and Revenue forecasting processes for US Toxins, comprised of Botox Cosmetic and upcoming pipeline assets. The position is responsible for driving the development, maintenance, harmonization, and continuous improvement of the various forecasting models used to produce commercial revenue projections for all Planning Cycles (LBEs, Plan, LRP, ADS) and launch assessments as well as associated analytics and supporting presentation materials for review with US AA Commercial and Finance as well as Company leadership. The individual must develop and maintain a strong knowledge of the business to facilitate optimal decision making through cross-functional collaboration with various teams such as Marketing, Sales, MABI, PCS, Field Force Operations, Incentive Compensation, Pricing, Gross-to-Net and Loyalty Programs, Commercial Finance, Operations and Customer Service. This highly visible role offers opportunities to interact with all levels of the organization, including senior leadership in AA and Finance.
Responsibilities
General:
- Lead the Demand and Revenue forecasting process for US Toxins.
- Lead the development and enhancement of forecasting models for US Toxins, ensuring deliverables align with timelines and strategic goals.
- Craft clear narratives to support strategic decision-making, ensuring compliance with legal and corporate guidelines.
- Identify key insights from data analysis, highlighting trends, opportunities, and risks.
- Develop and drive solutions/strategies to enhance operational performance and address issues faced by the business.
Financial Planning & Analysis:
- Oversee the execution of LBEs, Plan, LRP, ADS and S&OP forecasts by aligning with cross-functional stakeholders such as Commercial, Finance and Operations.
- Lead the monthly demand review, analyzing forecasting trends, forecast accuracy, and the forecast proposal with various stakeholders such as Commercial and Global Operations.
- Preparation and submission of the Plan, LBEs, LRP, ADS and S&OP and their related supporting documentation including timely, accurate and complete preparation of all requested documents and backups for corresponding meeting reviews.
- Develop realistic forecasts, monitor drivers of performance, historical trends, and market dynamics to analyze performance, and leverage multiple sources of data such as patient funnel, treatments, market size, market growth, market share, DOH/inventory (including volume and SKU mix analysis) as well as market events to identify patterns, compare with market trends and drive accuracy and predictability of results and key metrics.
- Apply technical expertise to refine forecasting models, supporting strategic business decisions.
- Develop forecasts by understanding key drivers of performance across customers, tiers as well as analyzing volume/SKU mix trends.
- Collaborate with stakeholders to validate and integrate actuals into forecasting models, ensuring integrity and accuracy.
- Develop revenue targets for the sales force in coordination with the Incentive Compensation team
- Develop and maintain financial forecasts for upcoming assets to drive successful launch planning, and execution.
- Develop and maintain financial scenario models through robust understanding of business insights and drivers of performance for revenue and investment analysis, including development of business cases, promotional offers, P&L forecasts, profitability, and ROI analysis as well as RCEs.
- Compile comprehensive reports and presentations, distilling market dynamics and financial outcomes as well as present sales results and future forecasts to Commercial, providing strategic context.
- Prepare financial reports such as sales roll-forward, key opportunities and risks, PPD schedules vs benchmarks with clear narratives and back-up support.
- Prepare ad-hoc financial analysis to support informed decision making.
Business Partnering:
- Engage with cross-functional teams to address business challenges, offering strategic financial insights and solutions.
- Facilitate effective communication with management on forecast processes, issues, and strategic rationale.
- Partner with Global Operations (e.g. Brand Operations, Demand Planning, Supply Planning, S&OP) to align supply and demand forecasts, optimizing inventory, E&O and cash flow.
- Coordinate with GCD and MABI to stay informed on competitor activities and market developments.
- Liaison for US Toxins with various teams such as Gross-to-Net and Loyalty Programs, Field Force Operations, Incentive Compensation and Customer Service.
- Actively participate in driving continuous process improvement, refining forecasting processes to enhance data analysis efficiency and communication.
- Collaborate on ad hoc analyses involving business performance issues, providing clear resolutions.
- Prepare reports to support earnings calls and external communications.
- Support ad hoc requests, lead projects and participate in corporate initiatives.