Director, Sales Analytics (Regional Insights)

In collaboration with Field Leadership, this role focus on building capabilities by (1) shaping the analytical framework/metrics for ongoing deep dives with ERDs and RDs to surface key regional and HCP/account trends from data (2) help layer on field intel through discussions with RDs and matrix teams as needed to develop a holistic understanding of the local business drivers, opportunities and actionable solutions. 

This role requires leveraging a broad and deep skill set (functional expertise, therapeutic area knowledge, communication skills, leadership and influencing, and executive presence, to name a few) to help drive the success of work across a variety of key stakeholders – including business unit, field leadership, brand and managed markets, marketing leadership, peer functional leads, Integrated Insights Data & Digital, Finance, competitive intelligence, and executive leadership. 

Key functions of this role include the following: 

Strategic Planning, Performance Tracking and Actionable insights: 

• Integrate insights and analytics from secondary data together with insights from customer-facing teams to help identify local and regional opportunities; inform commercial strategy, planned tactics, and execution 

• Perform deep dives on specific topics including key account trends and regional trends to find root causes, identify opportunities, and define actionable solutions 

• Establish strong knowledge of local market levers and available tools to define recommendations applicable to defined area and regions 

• Partner with field leadership to plan and execute key initiatives based on insights and recommendations; also support business planning process 

• Actively participate in recurring area and regional sales team calls/meetings developing field perspectives and improving business planning 

• Recommend and pull through appropriate reporting enhancements to be more pertinent and actionable for the field 

• Create and manage cross-functional (field) collaboration templates and best practices 

• Develop presentations for key business challenges with clear storylines and concise conclusions/recommendations with minimal guidance. Proactively identify critical business success metrics, providing analytical and strategic support 

• Lead development of data-driven insights to inform field force strategy and execution for different phases of product life cycle 

• Lead the integration of insight and analysis from a variety of sources to inform business decisions through the delivery of robust and actionable opportunities 

• Evaluate potential new secondary data sources and analytics methodologies to continually elevate the impact of business analytics and operationalize new data sources through collaboration with data strategy and governance, and IT teams 

• Collaborate with Advanced Analytics team to use predictive AI/ML techniques to surface opportunities such as likely patient alerts based on predictive modeling, next best action for execution efficiency; and lead the operationalization and field adoption of outputs through collaboration, education/trainings and change management 

• Deliver effective presentations of findings and recommendations to multiple levels of leadership through various communication channels 

Stakeholder Management: 

• Interact with a broad range of internal customers ranging including and not limited to VP, Field leadership, Brand leadership, Data Strategy and Governance, Commercial Learning and Development, IT, Global Teams 

• Establish and maintain business relationships with key stakeholders within the Commercial organization, and consistently demonstrate a thorough understanding of internal customers’ business needs 

• Viewed as a cross-functional subject matter expert and sought for advice on decisions that can impact business operations 

• Management and relationship development with key stakeholder groups in Sales, Marketing, Integrated Insights and Commercial operations 

• Management of external consulting resources from a project delivery and timeline perspective 

Leadership, Influence, and Communication: 

• Develop trust and be a strategic thought partner 

• Collaborate effectively with senior leaders across multiple functions and business units 

• Communicate complex dynamics/challenges clearly and concisely to senior leaders 

• Provide recommendations with objective and actionable insights to senior and executive management 

• Navigate organizational complexity effectively in a professional manner 

• Embody a culture of operational excellence and continuous improvement 

• Uphold Gilead Core Values and Leadership Commitments 

Knowledge, Skills, and Experience: 

• Evidence of team and project leadership (interaction with cross-functional partners, conflict resolution, and consensus-driving) and project management (planning, prioritization, objective setting, meeting management, and plan execution) is required 

• Prior experience managing external vendors and driving successful implementation is highly desired 

• Strong communication/influencing skills, storytelling, executive presence, and the ability to connect the dots across business issues is required 

• Proven experience communicating complicated analyses simply and clearly for senior management is required 

• Deep understanding of biotech/pharma market trends and best practices to enable forward-looking plans 

• Proven history of working and delivering on multiple projects simultaneously, with tight deadlines and changing priorities is required 

• Proficiency in secondary data analysis with intimate knowledge of a variety of industry secondary data sources (e.g., IQVIA, SHA, DRG, LabCorp) 

• Advanced Microsoft Office skills (specifically PowerPoint and Excel) to present quantitative data in graphical form is required 

• Passionate about Insights and analytics 
   

Basic Qualifications:  

• Bachelor's Degree & 12 years Experience OR Masters' Degree & 10 Years Experience 

• Degree in business administration, economics, finance or related fields 

• Pharmaceutical or healthcare related experience required 
   

Preferred Qualifications:  

• MBA or Masters degree preferred. Preferred concentrations in one or more of healthcare, general management, analytics, and data sciences 

• Experience with buy and bill, or therapy areas where products are covered by both medical and pharmacy benefit, OTC/consumer products, or long-acting therapies is strongly preferred