Associate Director, Sales Analytics; Field Execution - PrEP

Overview

Associate Director, Sales Analytics (Field Execution - PrEP) – United States - California - Foster City. Regular, Commercial/Sales Operations.

• In this role, the Associate Director will be responsible for managing the tasks and activities supporting one or more therapeutic areas. Act as a high-level individual contributor who is a key member of the Sales Analytics team, managing cross-functional projects and leading components of departmental projects of varying complexity. May manage, monitor, and/or review progress and accuracy of work of one or more contractors/vendors.
• Strategic Planning & Performance Tracking
• Lead development of data-driven insights to inform field force strategy and execution.
• Inform Sales force size and structure recommendations for different phases of the product life cycle.
• Lead performance/KPI development and field reporting, enabling a thorough understanding of regional performance and opportunities based on a variety of inputs.
• Conduct analytics projects to inform issues including field force targeting and strategy, product bag mix strategy to optimize portfolio, sampling strategy and analytics, physician level sample allocation, etc.
• Identify, define and conduct ad hoc analysis to support evolving business requirements and provide timely business insights across multiple therapeutic areas.
• Develop performance reporting and diagnostics, including design and implementation of field-facing dashboards and reports.
• Evaluate potential new secondary data sources and analytics methodologies to elevate the impact of business analytics.
• Operationalize new data sources through collaboration with data strategy and governance and IT teams.
• Field force training and training sustainment on analytics tools for performance evaluation and opportunity assessment for execution.
• Manage and deploy quarterly targeting and segmentation (e.g., new sales team build, realignments/reorganizations, data refresh assessments).
• Foster a culture of operational excellence and continuous improvement.
• Uphold Gilead Core Values and Leadership Commitments.
• Actionable Insights
• Lead the integration of insight and analysis from diverse sources to inform material decisions through robust opportunities and market context; consolidate data into actionable brand opportunities.
• Provide objective quantitative analyses and lead the development of business cases to determine key opportunities and address critical business issues for the brand and/or therapeutic area.
• Collaborate with Advanced Analytics to use predictive AI/ML techniques to surface opportunities such as likely patient alerts, next best action for execution efficiency; support operationalization and field adoption through collaboration, education, trainings, and change management.
• Deliver effective presentations of findings and recommendations to multiple levels of leadership.
• Stakeholder Management
• Interact with a broad range of internal customers including VP, Field leadership, Brand leadership, Integrated Insights, Data Strategy and Governance, Commercial Learning and Development, IT.
• Establish and maintain business relationships with key stakeholders within the Commercial organization; understand internal customers’ business needs.
• Serve as a cross-functional subject matter expert and seek input on decisions impacting business operations.
• Manage relationships with Sales, Marketing, and Commercial Operations; manage external consulting resources from a project delivery and timeline perspective.

• 10+ years of experience and a Bachelor’s degree in business administration, economics, finance or related fields, or 8+ years with MS/MA or MBA.
• Demonstrated ability to pull together insights from multiple sources and develop strategic guidance for field teams that lead to business decisions or actions.
• Strong business acumen and excellent communication and interpersonal skills.
• Proven ability to work in a matrix environment, gain consensus, and influence cross-functional teams to drive business action.
• Proficiency in secondary data analysis with knowledge of industry data sources (e.g., IQVIA, SHA, DRG, Lab Corp).
• Strong working knowledge of software systems (MS Excel, Access, MS Word & PowerPoint, Tableau, etc.).
• Excellent organizational, planning and project management skills with ability to manage cross-functional projects.

• MBA or Master’s degree preferred; concentrations in healthcare, general management, analytics, and data sciences.
• Pharmaceutical or healthcare-related experience highly desirable.
• Consultative/Analytics background preferred.

Note:

This description reflects the duties of the role and does not guarantee a job offer or continued employment. EEO statements and employment requirements may apply per company policy.