Director, Sales Forecasting

The primary objective of this position is to lead the end-to-end Demand and Revenue forecasting process for the US Immunology Business Unit, overall RINVOQ, SKYRIZI, and HUMIRA brand forecast consolidation. 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 (LBE, Plan, LRP) and launch assessments as well as all associated analytics and supporting presentation materials for review with all levels of brand and Abb Vie leadership.

The individual must develop and maintain a strong knowledge of the business to facilitate optimal decision making through cross functional collaboration with Sales & Marketing Management, Marketing Analytics, Market Access, Commercial Finance, Operations, and external collaboration partners. This position will report to the Finance Director, US Immunology Consolidations & Governance COE, and have a team of three, comprised of two Managers and an Analyst.

This highly visible leadership role offers opportunities to interact with all levels of the organization, including senior leadership.

• Lead the development, maintenance, harmonization, and continuous improvement of forecasting models for all indications within the Immunology portfolios.
• Ensure all Forecast related deliverables (Actuals, Planning, Key Metric, Earnings, Other) are well considered, validated, and delivered in a timely manner, ahead of or consistent with management timelines.
• Develop and maintain a common forecasting and reporting template grounded in a strong understanding of corporate guidance, and act as a key liaison for Immunology Controllers to ensure alignment, consistency, and clarity across all forecasting cycles.
• Understand and drive clear & concise supporting narrative to bring life to the numbers – be able to articulate the ‘why’ and key considerations from a business & strategic perspective, not just through a model (#’s) lens.

• Partner with Pricing, MABI, Market Access, collaboration partners, consultants/external vendors and other cross-functional stakeholders to populate and assess actuals data in the forecasting models. Perform robust quality checks and ask analytical questions to ensure data integrity.
• Complete key financial close schedules (including Price, Pipeline, Demand) for a variety of stakeholders to contextualize financial results for monthly, quarterly, and annual fiscal periods.
• Triangulate the data described above and derive vital takeaways, trends, risks, and opportunities, highlighting them to leadership in a clear & concise manner.
• Synthesize the aggregated data & associated insights from actuals reporting and adjust forecast model variables as needed, accounting for the conclusions from recent data while bifurcating the ‘signal’ from the ‘noise’ in statistical fluctuations.

Lead the LBE, Plan, LRP, and S&OP forecast. This entails:

• Aligning with commercial business partners and finance leaders on pro-forma hypotheses for forecast variables, supported by quantitative evidence as well as qualitative insights on past & future market events.
• Integrate hypotheses into revenue forecasts, ensuring models are calibrated to provide rational & precise outputs.
• (a) comprehensive analytical reports cut from several angles to provide sufficient brand detail to key finance customers
• (b) thoughtful & streamlined presentations to provide leadership with a holistic understanding of the market dynamics and resulting financial outcomes.

• Leverage working knowledge of technical areas, including forecast modeling approaches (regression, patient flow, etc.), financial modeling, market dynamics, primary market research, competitive intelligence, and syndicated data sources.

While the Forecasting Cycles are the primary deliverable and most crucial objective, there are a myriad of secondary deliverables which are also integral to successful performance. These include, but are not limited to:

• Business…