Senior Director of Commercial Operations, Insights and Analytics

Commercial Iselin, New Jersey

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Description

KEY RESPONSIBILITIES

 
Business Insights and Analytics
  • Serve as the strategic insights lead for Helsinn Therapeutics U.S., proactively identifying trends, risks, and opportunities to inform business strategy and drive growth.
  • Deliver high-impact analytics and insights to support business reviews, executive leadership discussions, and Board presentations.
  • Design and maintain dashboards, KPIs, and reporting tools that provide visibility into sales performance, brand health, and commercial effectiveness.
  • Analyze and synthesize complex biopharma datasets to generate actionable insights that inform sales, marketing, and customer engagement strategies.
  • Assess how (and which) AI assets should be utilized to deliver enhanced analytics& insights; scope and execute plan to incorporate AI assets into workflows to improve speed of execution and efficiency
  • Partner cross-functionally to design and execute market research (quantitative and qualitative) to support brand strategy, lifecycle management, and business development initiatives.
 
Forecasting
·        Partner with Commercial Finance to develop, refine, and maintain robust forecasting models for demand, ex-factory units, and revenue, incorporating key inputs such as volume, pricing, discounts, and rebates.
·        Lead cross-functional forecasting processes with Sales and Market Access to ensure accurate inputs for both short-term forecasts and long-range planning.
·        Provide strategic guidance to commercial leadership on forecasting methodologies, assumptions, and analogs.
·        Support Business Development activities through forecasting, scenario modeling, and commercial assessments.
 
Commercial Operations and Data Enablement
·        Own and evolve the CRM ecosystem to ensure accurate, actionable reporting on field activity, customer engagement, and promotional effectiveness at both regional and account levels.
·        Collaborate with CRM and analytics vendors to enhance system capabilities, improve user adoption, and deliver tools that increase field force effectiveness.
·        Lead the integration and management of key data sources (e.g., IQVIA, 867 data), ensuring data accuracy, consistency, and timely availability for commercial decision-making.
·        Oversee customer master data, segmentation, and targeting to optimize sales force deployment and focus.
·        Establish and govern standardized data definitions and reporting frameworks to ensure alignment and consistency across the organization.

Incentive Compensation (IC) 
  • Lead the design, implementation, and continuous evolution of Incentive Compensation (IC) programs for Sales and Market Access teams to align with strategic business objectives and drive performance.
  • Partner with HR, Finance, and external vendors to ensure accurate and timely IC calculations, performance tracking, and reporting.
·        Own governance of the IC process, including management of IC Committee cadence, materials preparation, and approval processes for periodic payouts.
 
People Management
  • Lead and develop a high-performing analytics function, including direct management of the Manager, Data Information & Analytics.
  • Foster a culture of data-driven decision-making, accountability, and continuous improvement within the team and across the broader organization.

Role SCOPE

People Manager within the HTU Commercial team.

 

LOCATION EXPECTATIONS

Based in HTU’s NJ headquarters with hybrid flexibility of 3 days per week on site.

Work experience requirements

Experience:
·   Minimum of 8 years of relevant experience in commercial analytics, data science, or management consulting.
·   Minimum of 4 years in the pharmaceutical industry, including knowledge of pharmaceutical data sets and forecasting models.
·   Proven track record in developing and implementing commercial operations deliverables, building data assets and extracting insights that inform and drive business strategy and outcomes.
 
Skills:
·   Proficiency in analytical tools and software such as Snowflake, Tableau, or similar.
·   Strong experience with data visualization, data management, and analytical methodologies.
·   Experience with field force analytics, including customer segmentation, targeting, and promotional response measurements.
·   Strong knowledge of secondary data sources including syndicated sales, promotional & marketing data, longitudinal patient level data, payer data, and pharmacy / trade data
·   Experience with market research process and development of market insights
·   Experience with pharmaceutical forecasting models and processes
·   Experience with using and leveraging Artificial Intelligence (AI) capabilities to improve existing processes
·   Excellent communication and presentation skills, with the ability to convey complex information effectively to senior leaders and cross-functional teams.
·   Ability to work independently and collaboratively in a fast-paced environment.
Salary:  $220,000 - $250,000
 

Education requirements

·        Bachelor’s Degree required, with a concentration in statistics, economics, finance, or a related quantitative discipline. Advanced degree highly valued.

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