Career Category

Sales & Marketing Operations:

Job Description

Commercial Analytics & Insight (CA&I) aims to become an engine of change for the entire commercial organization to provide the highest level of customer excellence, embodying the idea of "To Serve Patients."

As a critical part of CA&I and the strategic partner of the Business Unit, to support developing business strategy and improving brand performance, CA&I is recruiting a Senior Manager to lead the commercial insights, forecasting and analytics / for several inline and pipeline products.

The main purpose of this role is to deliver market and sales analysis to maximize brand value, lead the forecasting process relative to the allocated brand, coordinate any analytics (national and subnational) and deliver strategic insights (via market research, RWD and competitive intelligence) to the relevant teams.

He/she will have responsibilities to translate business needs into analytical plans for primary market research, developing unbiased short and long-term product forecasts, tracking brand performance, and elevating the BAI capabilities in the Japan affiliate.

The responsibilities of the BAI senior manager are the following:

• Oversee Japan Commercial Insights and forecasting activities for dedicated Brands including primary market research, secondary analytics, short and long-term product forecasts, and brand performance tracking.
• Exhibit leadership and expertise in addressing business issues and opportunities through relevant analytical approaches
• Provide an objective and rigorous point of view to sales forecasting and product performance while collaborating with relevant functions (commercial, medical, V&A, regulatory, etc)
• Work to translate the primary market research findings into actionable insights and be able to influence the team’s decision making accordingly
• Manage multiple projects, and plan & manage works to ensure that quality expectations are met on individual projects
• Create insightful, innovative, and practical solutions to complex problems
• Create an environment that supports high performance as the team, and continuously grows as a personal
• Appropriately anticipate and manage the immediate and long-term impact of problems and changing circumstance

The deliverables of the BAI senior manager are the following:

Customer insights and competitive intelligence (CI)

• Define the annual research plan
• Design and execute research in alignment with the business unit
• Provide actionable insights for accelerating marketing and sales activities

Forecasting

• Apply global forecasting models to Japan and update them by inputting assumptions based on quantitative and qualitative data from the Japanese market
• Develop and update local forecasting models, if necessary
• Present forecasting results and align them with the Business Unit Director (BUD)

Performance management /analytics

• Define KPIs (lagging, leading, and engagement) in alignment with the business unit
• Perform the following analytics and provide actionable insights Regular national and subnational analytics (incl. defining reports, tracking KPI, and leading meeting slide updates)
• Deep dive/ad hoc analytics to answer relevant business issues, at the national/sub-national level, including marketing and sales activities
• Real-world data (MDV, JMDC) analytics, leveraging Prospection
• Manage and be the expert of 3rd –party data (IQVIA, MDV and JMDC)

Team Management

• Manage and coach direct reports

Basic Qualifications

Experience:

• Experience in sales forecasting for a minimum of 3-4 years in a pharmaceutical company in Japan, and/or Experience in a management consulting firm or 2+ years

Knowledge, and skill

• Problem-solving skill and decision-making skill
• Analytical skills (statistics, machine learning, Tableau, SQL, and Python)
• Communication skills (interpersonally and organizationally skills with assertiveness)
• English proficiency (business level, including confident and competent presentation skills)
• Project management skills (planning, scheduling, implementation, and stabilization)
• Knowledge of industrial data (JD-Net, IQVIA, Ultmarc, MDV, JMDC, etc.)
• People management

Academic background

• Bachelor / master degree (natural science-related field or MBA is preferred)
• Fluency in English, both oral and written communications

Preferred Qualifications

• Demonstrated ability to translate business questions and needs into meaningful research plans and synthesize multiple data sources to answer business questions
• Experience in a multinational pharmaceutical company in the Japanese marketplace
• Leadership experience in delivering results, shaping the future and developing capabilities in BAI
• Strong leadership with a demonstrated ability to deliver results, champions new innovative methodologies and tools, and manage by influence to strengthen the JAPAC country community
• Success building relationships at all levels and leading cross-functional teams alignment to plan
• Expert in market analysis and forecasting (forecasting models, knowledge frameworks for qualitative competitive analysis, forecasting and analytical tools)

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