Manager Sales Force Effectiveness in Basking Ridge, New Jersey at DSI

Date Posted: 12/29/2019

Job Snapshot

Job Description

Join a Legacy of Innovation 110 Years and Counting!

With over 100 years of scientific expertise and a presence in more than 20 countries, Daiichi Sankyo and its 15,000 employees around the world draw upon a rich legacy of innovation and a robust pipeline of promising new medicines to help people. In addition to a strong portfolio of medicines for hypertension and thrombotic disorders, under the Group’s 2025 Vision to become a “Global Pharma Innovator with a Competitive Advantage in Oncology,” Daiichi Sankyo research and development is primarily focused on bringing forth novel therapies in oncology, including immuno-oncology, with additional focus on new horizon areas, such as pain management, neurodegenerative diseases, heart and kidney diseases, and other rare diseases.

Job Summary:

This position is accountable for and leads all efforts in developing and supporting all Field Sales tools designed to increase the effectiveness of Sales and Sales Management and provides analytic support for business, franchise, sales organization (institutional, oncology, reimbursement, managed care). This position performs all activities related to the development, validation and implementation of Sales Operations related Sales Force Automation (SFA), dashboards, analyses and ad-hoc queries that support Sales Operations, Sales Management and Field Sales. Provide analytic support and recommendations to senior sales management regarding various sales initiatives / targeting efforts. This position develops and maintains reporting and validation testing standards for the department, and monitors compliance with these standards. This position also provides support and oversight of third-party vendors and Market Research/Planning Analysts for the development of reports, analyses, and ad-hoc queries. Per assigned business responsibility, this position interacts with field and home office personnel to understand the business information needs, make recommendations and documents necessary reporting requirements. Additionally, this position acts as the key “go to person” for resolving reporting and report testing issues. This position works closely with Field Sales through regular feedback meetings and surveys to continually improve systems and tools aimed at increasing Field effectiveness and company performance. This position interprets key business reports providing business insights/cause effect pertaining to the reported information. Through full ownership of the above systems, this position will make decisions with input from key stakeholders on the types of reports, testing standards and metrics to be utilized throughout the Sales organization.

  • Lead and develop Field sales analytic solutions for sales management and sales representatives in support of business initiatives. Analysis includes but is not limited to trends, Call Plan Achievement, Reach, Frequency, etc. Data includes syndicated and other secondary third-party data sources as well as internal company-generated data.
  • Using knowledge of platforms such as Veeva and IQVIA Mobile Intelligence, lead the development and release schedule including enhancements of SFA and Field Coaching Report system for all Sales teams. Work with IT and external vendors to ensure specifications are met and testing is complete prior to go-live.
  • For production reporting and dashboards, work with IT and/or third-party vendors lead development considering scope, effort, timelines and costs. Maintain documentation related to report requirements and test scripts. Overseeing the review of technical documentation created by third-party vendors and Information Technology.
  • Proactively identify solutions to field needs with existing report data. Lead the review of recommended solutions with field leadership for confirmation and development of action plans. Build training documents to ensure optimal use of tools.
  • Lead development of test scripts own user acceptance testing process. Develop and unit test reports and tools as per the requirements. These reports and tools will often be addressing more complex business issues and will support inline products and/or existing sales forces and near-term launch products in development.
  • Work with other reporting analysts as the lead Sales Operations contacts to our vendors and ensuring data quality of our dashboard reporting
  • When appropriate lead efforts with IT to move non-production reports into a production environment and process.
Successful candidates will be able to meet the qualifications below with or without a reasonable accommodation.

  • Qualified candidates must have a Bachelor’s degree from an accredited college or university; preferably in Business Administration, Quantitative Methods, Information Management or a related field. MBA preferred.
  • Minimum of 4-5 years of experience as an analyst or manager in sales reporting with increasing levels of responsibility, preferably in a Sales Operations function in the pharmaceutical industry. Minimum of 3-4 years of experience preferably in report development and/or sales analytics.
  • It is essential that you have superior analytic skills and ability to synthesize a large quantity of data into actionable conclusions and recommendations along with excellent customer service, communication, presentation, and interpersonal skills. Must be proficient in the application of software, including extensive experience with report writing applications such as Power BI, MicroStrategy or similar tools and the Microsoft Office Suite. Must be able to manage multiple projects effectively using multi- disciplinary resources to meet project and timeline demands.
    • Demonstrated analytical skills.
    • Microsoft Office, Veeva products (a plus), Power BI or similar
    • Software development lifecycle.
    • Experience interacting with outside vendors and internal stakeholders
    • Systems experience with 2 of 4 of the following: decision support, data warehousing, Field Sales dashboard reporting and sales force automation).
    • Knowledge of Pharmaceutical Syndicated Data (a plus), such as IQVIA and/or Symphony products.
    • Knowledge of analytical software, SPSS, SAS or similar, is required.
    • Ability to synthesize large data sets into presentable, actionable results for sales representatives and management.
Ability to travel up to 10%

Daiichi Sankyo, Inc. is an equal opportunity/affirmative action employer. Qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.