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Reference Number: SK-MSMSAOCA
Location: California, United States

Manager/Senior Manager Sales Analytics & Operations

My client, a research-based biopharmaceutical company based out of the South San Francisco, CA area, discovers, develops and commercializes innovative medicines in areas of unmet medical need. They strive to transform and simplify care for people with life-threatening illnesses around the world.


This company has grown to become one of the world’s largest biopharmaceutical companies, with more than 10,000 employees across six continents. As part of a rapidly growing science-driven organization, their employees are revolutionizing healthcare by bringing urgently needed medicines to their patients.


They are seeking talented individuals who are interested in joining an intellectually stimulating, socially responsible company with an impressive track record of success.  Every employee with them plays a critical and visible role in helping to bring important new therapies to the people who need them.


If this sounds like the type of organization you would like to work for, keep reading. I am currently working on a Manager/Senior Manager Sales Analytics & Operations role for them.  This role will work across multiple functions within the sales analytics and operations space.


  • Pharmaceutical sales operations experience (pharma side or management consultancy), including territory alignments, targeting, etc.
  • Strong technical skills including excel, SQL, Tableau, etc.
  • Experience with IQVIA/IMS data, Symphony data and other syndicated data
  • Strong project management skills
  • Self-starter who can hit the ground running
  • Must be based out of the San Fran area office

TITLE:   Manager/Senior Manager Sales Analytics & Operations               

LOCATION:  South San Francisco, CA                               

RELO:  Yes


In this role, Manager/Senior Manager Sales Analytics & Operations will be responsible for the following duties to support both Pre-launch and Post-launch activities.


  • Pre-launch specific activities (as required)
  • Develop HCP/account level targeting and segmentation strategy using secondary data and market research inputs
  • Leverage targeting and segmentation efforts to build out initial sales force strategy and recommendations
  • Develop supporting recommendations for key tactics including co-pay benefit design, sampling, virtual engagement, e-detailing, etc.
  • Work with cross functional stakeholders on pre-launch activities to ensure alignment of key assumptions and information as we build the commercial organization to support launch
  • Readout recommendations to senior management and leadership to ensure strategic alignment
  • Sales Analytics and Sales Force Strategy
  • Support the sales and marketing leadership teams with relevant analytics and insights at the sales territory, region, area, and national level
  • Work with National and Regional directors on developing analysis to better understand and target business opportunities in their geographies
  • Work with Brand teams to understand their data needs, and setup analysis to measure effectiveness of specific tactics
  • Sales force sizing and design strategy, including annual health-check, opportunity assessments, etc.
  • Support the quarterly sales force targeting. Work with sales management to plan the targeting calendar, coordinate with 3rd party vendor to implement and execute the targeting process, analysis of targeting and call-plan adjustments after each cycle to inform the business on areas to optimize.
  • Prepare quarterly targeting analysis (health-checks) for business reviews with senior management and stakeholders
  • Alignment
  • Support the therapeutic area managers and sales management on alignment changes
  • Conduct analysis, develop maps and recommendations to either support or challenge alignment requests that come in either from the field or via a health check
  • Work with therapeutic area managers to ensure that alignment and workload is optimized for the sales forces. Prepare analysis decks for business reviews with senior management and stakeholders
  • Field Sales Reporting
  • Support reporting enhancement requests that come in from the field or through business changes. This role will be responsible for
  • Working with the therapeutic area brand and sales leadership teams to collect the requirements, rationalize them, and develop a business requirements document that will be used by IT/3rd parties for implementation.
  • Project management from the business side to ensure requirements are being met to implement and deliver reports and dashboards
  • Coordinate with IT, Sales, Marketing, to ensure all stakeholders are aware and aligned on the requirements and project timeline
  • Development of the business side test use cases, and testing document
  • Lead the user acceptance testing phase and ensure proper participation from therapeutic area leads, sales and marketing, stakeholders
  • Data Management
  • Responsible for understanding, documenting, and advising on business rules across therapeutic areas to support sales analytics and reporting
  • Develop a sound understanding of different data assets in use, databases and data warehouses in the IT eco-system that support the different therapeutic areas
  • Research and resolve questions pertaining to data received from vendors
  • Support therapeutic area managers in data blending, and analysis (using a mix of SQL, Alteryx, Tableau, etc.)
  • Collaboration
  • Manage ongoing relationships with 3rd party partners (consultants). Support semi-annual consulting support assessment analysis
  • Coordinate with IT and external data vendors to support reporting and systems requirements


  • Bachelor’s degree required; advanced degree a plus
  • Strong Project and Task management, Analytics and Communication skills
  • Working knowledge of software tools (e.g. MS Excel, Access, MS Word & PowerPoint, etc.)
  • Knowledge of pharmaceutical commercial operations processes (Targeting, Alignment, etc.)
  • Knowledge of SQL, and/or other BI or data blending tools (Alteryx, Tableau, Microstrategy, etc.) is required
  • Knowledge of pharmaceutical syndicated prescriber data (e.g., WKH/SHA, IMS, etc.) is required
  • Candidates in this role are expected to be hands-on with ability to setup and conduct data analysis, project management, conduct data and analytics assessments, prepare and deliver presentations to Director/Sr. Director level audiences.
  • Prior work experience in Pharmaceutical Commercial Operations, or Pharmaceutical Consulting is a plus