Lead, Sales Insights

Date: Sep 16, 2024

Department: Business Excellence

Job Type: Direct Employee

Team: Mktg, Market Access, Bus. Excellence & Med. Affair

Contract Type: Permanent

Location: Cary, NC, US

About us

Based in Parma, Italy, Chiesi is an international research-focused pharmaceuticals and healthcare group with over 85 years’ experience, operating in 30 countries with more than 6,000 employees (Chiesi Group). To achieve its mission of improving people’s quality of life by acting responsibly towards society and the environment, the Group researches, develops and markets innovative drugs in its three therapeutic areas: AIR (products and services that promote respiration, from new-born to adult populations), RARE (treatment for patients with rare and ultra-rare diseases) and CAR E (products and services that support special care and consumer-facing self-care).
We are proud to be the largest global pharmaceutical group to be awarded B Corp Certification , a recognition of high social and environmental standards. We are a reliable company that adopts and promotes transparent ethical behavior at all levels.
We are committed to embrace diversity, inclusion and equal opportunities. In fact, we are a global family made up of different cultures, different genders, generations, ethnicities, abilities, sexual identities and many other enriching diversities.

Chiesi USA

Chiesi USA is a specialty pharmaceutical company focused on developing and promoting products for the hospital, adjacent specialty and rare disease markets. We are a B Corp and Benefit company awarded Top Employer status for six consecutive years and certified as a Great Place to Work.
At Chiesi, we share an entrepreneurial spirit and act as a force for good, pursuing high social and environmental standards, to ensure the wellbeing of our people, patients, and communities. We offer a work environment where professionals have the opportunity to build a purposeful career focused on helping others while achieving a fulfilling work-life balance, meeting exciting challenges, and engaging in important and rewarding work.

What we offer

Chiesi offers competitive benefits, services, and programs that enrich the personal and professional lives of our employees. Our shared values of passion, innovation, trust and integrity bring out the individual talents and diverse perspectives of each of our colleagues. Our environment encourages each individual to reach his or her full potential and drive outstanding results. We celebrate that “Every one of us is different. Every one of us is Chiesi.”

Who we are looking for

Purpose

Lead, Sales Insights is a key contributor to the Business Excellence team whose mission is to take a customer-centric, data-driven approach to insight generation supporting our field sales teams and incentive compensation. Reporting to the Head of Business Excellence, this role requires a strategic, inquisitive mindset and keen business acumen. You will be responsible for leading and optimizing our sales operations and incentive compensation programs. This role requires a deep understanding of pharmaceutical sales, incentive compensation, exceptional leadership skills, and a proven track record of driving sales performance and operational efficiency. You will interact with and influence several strategic functions, including Marketing, Sales, Value and Access, Customer Experience, and leadership. This responsibility involves working closely with cross-functional business leaders to identify, prioritize, and develop insightful products and solutions across Chiesi’s CARE and AIR portfolio.

Main Responsibilities

• Support Business Excellence workstreams to ensure effective delivery of Business Intelligence products to meet critical business needs across an evolving portfolio.
• Collaborate closely with other business functions: Including Marketing and Sales to ensure analytic techniques results in significant and useful outcomes for the business.
• Help develop and support business intelligence solutions that achieve our omnichannel ambition and overall promotional efficiency and effectiveness. This includes partnering closely with team members that support omnichannel initiatives to deliver next-best-action suggestions and field & digital integration.
• Sales Operations Leadership:
  • Be a leader with a vision in business intelligence, building and supporting new capabilities. Develop awareness, understanding, and adoption of insight solutions across the US Commercial Leadership Team and their subsequent teams.
  • Lead a team of analysts supporting Sales, Incentive Comp, and leadership.
  • Develop and implement sales execution strategies, policies, and procedures to enhance productivity and drive sales growth.
  • Collaborate with cross-functional teams to align sales operations with overall business objectives.
• Incentive Compensation Management:
  • Design, implement, and manage competitive and motivating incentive compensation programs for the sales team.
  • Analyze sales performance data to develop and adjust incentive plans that drive desired sales behaviors and outcomes.
  • Ensure compliance with all regulatory and legal requirements related to incentive compensation.
  • Regularly review and refine compensation plans to remain competitive within the industry and aligned with company goals.
• Performance Analysis and Reporting:
  • Develop and maintain comprehensive sales and IC performance metrics and dashboards.
  • Conduct regular analysis of sales and IC data to identify trends, opportunities, and areas for improvement.
  • Provide actionable insights and recommendations to senior leadership to support strategic decision-making.
• Team Development and Management:
  • Recruit, train, and develop a high-performing sales operations and compensation team.
  • Foster a culture of continuous improvement, collaboration, and accountability within the team.
  • Set clear performance expectations and provide regular feedback and coaching.
• Process Improvement/Innovation:
  • Identify and implement process improvements to streamline sales operations and enhance efficiency.
  • Utilize technology and tools to automate and improve sales operations workflows.
  • Stay current with industry best practices and trends in sales operations and incentive compensation.
    

Experience Required

Minimum Requirements:

• 8-10 years of pharmaceutical or biotechnology experience working for a biopharmaceutical company or other relevant industry (e.g., management consulting, market research, etc.)
• Experience contributing to large-scale end-to-end business intelligence projects with demonstrated success in improving business outcomes
• Knowledge of IC plan design, maintenance, and evolution.
• Knowledge of data science techniques such as modeling to solve classification, regression, or other predictive analytics problems using appropriate tools.
• Experience or familiarity with business intelligence tools and environments (PowerBI, excel, etc.)
• Knowledge of secondary patient-level data sources including claims, EMR, GPO, IQVIA or other relevant pharmaceutical data.

Preferred Requirement:

• Advanced Degree in a relevant field (e.g., MBA or MS/MA)
• 10+ years of pharmaceutical or biotechnology experience working for a biopharmaceutical company or other relevant industry (e.g., management consulting, market research, investment banking)
• Hospital, Specialty, or retail market sales experience
• Strong understanding of pharmaceutical business processes
  

Education

BA/BS degree in a relevant field

Chiesi USA is an equal opportunity employer committed to hiring a diverse workforce at all levels of our business. All qualified applicants receive consideration for employment without regard to race, national origin, age, sex, religion, disability, sexual orientation, marital status, veteran status, gender identity or expression or any other basis protected by local, state or federal law. This policy applies with regard to all aspects of one’s employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination.