Director – Commercial Analytics

Location: Princeton, NJ; Hybrid

Overview:

In this role, you will collaborate closely with the US Head of Commercial Operations to design, implement, and manage data analytics and performance reporting systems. Your main responsibility will be to provide actionable insights that support decision-making and drive improvements in commercial outcomes. As the Director of Commercial Operations & Analytics, you will serve as a key analytics partner for commercial leaders across sales, marketing, and market access in the US. You will offer valuable insights and recommendations to fuel growth, optimize field performance, and analyze market and patient trends. Additional key responsibilities include developing reporting processes and assisting with the coordination of Monthly Business Reviews, focusing on KPIs, forecasting variances, and updates to the Latest Estimate.

Responsibilities:

• Lead the development, maintenance, and continuous enhancement of forecasting models supporting Latest Estimate (LE), annual budget planning, and Long-Range Planning (LRP) processes. Conduct in-depth analysis of market trends and product performance to identify growth opportunities and risks.
• Evaluate overall business performance, including volume, market share, new patient starts, and KPIs, comparing actuals against forecasts and targets.
• Assess performance and activity trends at sub-national levels to uncover opportunities, inefficiencies, and areas for improvement within the sales force.
• Prepare monthly business reviews, utilizing a combination of third-party market data (e.g., prescriber, chargebacks, 867, 852 data) and internal performance metrics to guide executive decision-making.
• (consolidating this and first bullet point into a single bullet) Develop and maintain executive-level dashboards and performance reports by integrating internal KPIs and third-party datasets to monitor business performance, track progress against sales objectives, and support strategic decision-making.
• Lead the commercial analytics and business performance management function, ensuring alignment with organizational objectives.
• Establish data governance standards and reporting best practices to ensure the integrity and consistency of commercial data. Analyze market trends, physician and account-level data, and promotional effectiveness to support segmentation, targeting, and brand strategy.
• Provide support to field teams (sales and key accounts) by addressing data and reporting requests and delivering actionable insights for daily execution.
• Collaborate with cross-functional teams to develop demand forecast models.
• Conduct data analysis, reporting, and generate actionable insights to support commercial brand strategy and execution.

Qualification:

• Bachelor's degree in Business, Finance, Economics, Statistics, or a related discipline; MBA or advanced degree preferred.
• Minimum 12 years of progressive experience in Commercial Operations, Sales Operations, Business Analytics, or commercial excellence within pharmaceutical or biotechnology industry.
• Demonstrated experience leading, developing, and managing high-performing analytic teams.
• Strong understanding of the pharmaceutical industry and familiarity with third-party data sources (e.g., Symphony Health, IQVIA, etc.).
• Ability to translate complex data into actionable business strategies and recommendations.
• Ability to present complex analyses and recommendations clearly and effectively to senior leadership.
• Strong proficiency in Excel
• Exceptional analytical capabilities, including the ability to manipulate large data sets and apply advanced analytical methodologies.
• Experience with BI tools (Tableau, Power BI, Qlik etc.) preferred.