• Partner with Senior Management to ensure sales force organization structure, training and incentives are aligned with business strategy

• Zambon China business forecast data collection and analysis

• Business development plan data analysis support

• Champion key strategic initiatives across the business team(e.g., Business dada platform management, Sales Force Targeting and Routing, Business Intelligence/Reporting, Incentive Compensation Design/Administration, Sales Force Automation, etc.)

• Evaluate deployment of sales force and sales management against key performance metrics (e.g., reach and frequency, calls/day, sample utilization, sales manager days in field, etc.)

• Develop the sales force excellence strategy and core measurements to assess the effectiveness and efficiency of the sales team

• Play a key strategic liaison role between Zambon China headquarter and field force

Analytics

• Perform complex business and financial analysis (e.g., customer segmentation, marketing ROI, customer promotion responsiveness, etc.) that yields actionable insights that increase market share, sales and margin

• Identify key business questions/issues, formulate hypotheses, collect data necessary to evaluate the hypotheses, perform analysis and summarize conclusions/ recommendations with minimal guidance

• Support senior management in the development and delivery of business reviews

• Utilize data from various sources and market intelligence to develop market and market share forecasts; track and report actuals, explaining variances versus forecast

• Assist business team with conducting pre- and post-performance analysis (i.e. P&L, ROI) on key sales and marketing initiatives

• Assist business team with conducting National, District, Territory and Channel analysis to identify trends, issues and/or opportunities; consult with sales management on key issues/opportunities

• Measure outcomes (i.e. market share, sales) and correlate with activity metrics (i.e. calls, samples) to evaluate the impact of field sales efforts and identify Best Practices

• Deploy methods to assess the awareness, recall, retention and overall effectiveness of core messaging being deployed by the marketing and sales team

• ROI related data analysis

Reporting

• Lead the development and maintenance of automated, end-user business intelligence reporting tools for use by Sales, Marketing and cooperate CE team

• Provide guidance to the business team in the design and development of National, District and Territory level market share and sales reports

• Establish, measure and report sales force KPIs to assess achievement of sales call objectives (e.g., number of calls, target reach and frequency, recording of call notes, sample placements, etc.) and sales target promotion responsiveness

• Produce (and refine, as necessary) monthly Zambon China KPI Dashboard to help senior management assess business performance versus goals

• Develop ad hoc reports for HCP, Retail and Hospital businesses

任职要求：

• Bachelor of Arts or Bachelor of Science required; MBA preferred

• Proven leader with three or more years of experience in the pharmaceutical/medical device industry in a sales, sales operations, marketing or consulting role, with at least three years of advanced business analytics experience (e.g., predictive analytics, regression techniques, time series models, scoring, scenario-based models, statistical and econometric models, probabilistic estimation, etc.)

• Comprehensive knowledge of and experience with pharmaceutical data sources is a must, including knowledge of physician level sales and prescribing data, account level sales data, patient utilization data, and sales force promotional data (i.e. calls, reach and frequency, samples, etc.)

• High-energy, self-starter that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action, demonstrates good executive presence, and has a high degree of commitment to meeting deadlines and objectives

• Outstanding strategic thinking and analytical skills—proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations and recommend a point-of-view to senior management

• Exceptional oral and written communication skills, with the ability to interact effectively with all levels of management and the sales force

• Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall

• Strong working knowledge of accounting, finance and statistics concepts (i.e., ROI, P&L)

Advanced knowledge of and experience using Microsoft PowerPoint and Excel

职能类别： 其他