Sales Analytics Sr. Manager

 

At Alcami, we deliver reliable solutions that unlock the potential of transformative medicines from discovery to commercialization, through trusted partnership with our clients, recognized industry expertise and proven regulatory track record.

 

Are you interested in joining our team?

Job Summary

The Sales Analytics Senior Manager is responsible for all analytical support for the sales force including, but not limited to, incentive compensation, targeting, territory alignment, sales reporting, and field performance management. This individual will use existing data assets, or develop new ones, to extract insights that drive the accomplishment of business goals, improve sales operations efficiency, or provide recommendations on changes to tactics and strategies. This role will have extensive contact across multiple departments and will provide analytical support to all levels including senior management.

On-Site Expectations

• 100% on-site position.
• 1st Shift: Monday - Friday, 8:00am - 5:00pm.

Responsibilities

• Prepare advanced analyses to identify and communicate trends and drivers to the business.
• Routinely prepare and analyze Win/Loss rate: analyze win/loss data from CRM.
• Forecast and support revenue burn from future deals.
• Maintain KPI metrics for Commercial Operations/BD reporting.
• Develop and maintain visual dashboards for sales Operations / BD / across multiple BD teams.
• Responsible for the support, development and ongoing adherence of sales incentive compensation within the scope of the sales teams.
• Involvement in sales compensation plan design for all members of the Sales teams that are eligible under the Sales Incentive Plans (SIP).
• Working with the Sales Operations team - review quarterly incentive compensation payouts.
• Support the Sales and Sales Operations teams with the month end reporting and incentive compensation process. This includes but is not limited to the month end reports for the Sales teams as well as preparing compensation data for review and approval by executive management.
• Support of the Sales Territory Management process. This includes support of the sales organization with territory mapping; deriving tools and documentation that articulates the mapping to the Sales Organization.
• Provide input and insight into commercial discussion as a member of Commercial and Finance teams.
• Develop new processes and workflows to improve sales operations effectiveness.
• Proactively analyze sales performance and provide actionable insights.
• Participates in the evaluation, selection, and implementation of sales-support tools.
• Analyze and report on Sales KPIs by channel and region.
• Support sales tools such as Salesforce and dashboards in Tableau or Power BI.
• Drive continuous improvement and miscellaneous projects as needed.
• Work with key stakeholders on identifying areas for improvement for efficiency and implement those solutions.
• Other duties as assigned.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Finance, Information Systems, or related analytical field preferred.
• Minimum of 3-5 years of experience in sales operation and business development.
• Prior pharmaceutical or CDMO laboratory services work experience preferred.
• Prior life sciences experience required. 

Knowledge, Skills, and Abilities

• Excellent written and verbal communication skills; detail oriented.
• Exceptional organizational and reporting skills.
• Advanced knowledge of Microsoft Windows Office Suite, Salesforce and database management.
• Extremely proficient with Microsoft Excel for data manipulation.
• Strong business acumen.
• Organized with excellent attention to detail and the ability to work in a fast-paced environment.
• Ability to work cross-functionally with sales teams as well as marketing, product, research, and administrative teams.
• Ability to convert analyses and conclusions into easily understandable and persuasive presentations.
• Ability to access data from an array of databases and provide recommendations on effective use in decision-making of disparate data sets.
• High level of personal & professional integrity and trustworthiness with strong work ethic.
• Works independently with a high degree of self-motivation.

Travel Expectations

• Up to 10% travel expected.

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disab