Sr. Analyst, Commercial Enablement

Today, Lonza is a global leader in life sciences operating across three continents. While we work in science, there’s no magic formula to how we do it. Our greatest scientific solution is talented people working together, devising ideas that help businesses to help people. In exchange, we let our people own their careers. Their ideas, big and small, genuinely improve the world. And that’s the kind of work we want to be part of.

Lonza Bioscience has an exciting opportunity for a Sr. Analyst, Commercial Enablement. The Commercial Enablement Analyst is responsible for monitoring, measuring, and analyzing commercial performance data to gain actionable insights that help drive revenue opportunities, address gaps, and provide recommendations for continuous improvements. This supporting function is essential to improving global sales productivity and effectiveness. In this role, you will work closely with sales, marketing, and finance to deliver tactical solutions for supporting the achievement of revenue objectives. Key job functions include performing sales analytics, reporting, metric development, process optimization, setting sales targets, outlook, help build and manage compensation plans, commission tracking, data stewardship, and ongoing sales operations project management.

Role can be fully remote or onsite in Walkersville, MD

Activities are focused on improving sales performance and productivity through better processes, technologies, and methodologies.

Key Responsibilities:

• Partner with Sales, Marketing, Finance, Digital and other stakeholders to develop commercial KPIs and any business intelligence needs
• Deliver regular cadence of standardized commercial reporting to evaluate health of commercial processes/functions in addition to ad hoc sales reporting. Provide insights to the data and recommendations as needed
• Work closely with cross-functional management to review sales process quality and proactively identify opportunities for process improvement
• Monitor and measures the effectiveness and impact of sales tools, including CRM to ensure compliance and gauge ROI
• Investigate and implement platform solutions (tools) for target setting, ICP design and administration, and related other processes
• Assist with all aspects of sales territory planning, quota/target setting, and ICP design and administration
• Support data strategy and governance by performing data stewardship for commercial data

Sales/Business performance data, analysis and reporting may include, but not limited to:

• Sales Hiring & RTV (Open HC, hiring cycle, rep turnover rates, Ramp to volume time)
• Pipeline /Funnel Health (velocity, cycle time, win rates, etc)
• Lead Generation and Conversion Rates
• Quota Attainment
• Deal Volume & Attachment Rates (Cross-selling, Upselling)
• Quoting & Discounting
• Pricing & Erosion
• Commercial Revenue Performance (Sales, Service, Customer Success, Distributors)
• Sales Enablement Tools Adoption
• Sales Revenue Forecast Accuracy
• NPI Forecast & Health

Key Requirements:

• Bachelor’s Degree or above, or equivalent combination of education and experience
• Minimum 5+ years of experience in commercial Sales/Analyst or similar role
• Ability to work cross-functionally in a fast-paced environment
• Must be results-driven with an aptitude to learn new systems and retain technical information
• Excellent communication skills and the ability to build relationships virtually
• Highly effective time management and organizational skills
• Process orientated, with a strong knowledge of selling, marketing, and the customer service process
• Proficient in MS Excel, Salesforce.com, SAP, BW, and PowerBI tools
• Experience in sales forecasting and process engineering
• Ability to navigate complex financial data and systems
• Deep knowledge of data transformation, harmonization, and integration for analytics purposes

Every day, Lonza’s products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically.

People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that come