Forecasting Sr. Manager

Other Malvern, Pennsylvania


Job Summary - a concise overview of the job

Responsible for the accurate and timely forecasting deliverables for designated in-line brands.  Provides support to our Specialty and Established Brand business units as required to better predict performance and inform brand strategy and tactics.  Success in this role entails proactive and effective stakeholder management (including the ability to influence without authority), attention to detail, intellectual curiosity, as well as presenting results clearly and concisely to leadership.


All incumbents are responsible for following applicable Division & Company policies and procedures.

Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.

Leads forecasting activities to ensure accurate and timely forecasting deliverables for Specialty and Established in-line brands.  Serves as a proactive Business Insight partner with Brand teams, Finance, Patient Access and Sales. 


Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time



% of Time



§  Develops, enhances and maintains internal forecast models:

o   Responsible for standard trending analyses together with ad hoc event sizing.

o   Creates structured standardized outputs including key assumptions and results.

o   Responsible for keeping inventory of forecast models and bridging changes from scenario to scenario.

o   Delivers on all outputs needed for Finance and supply operations.

o   Measures forecast accuracy and works to improve processes to allow for continuous accuracy improvement.

§  Takes point ownership for summarizing / presenting findings and driving data-driven objectivity into the development of financial and manufacturing forecasts; consistently challenges the validity of forecasting assumptions leveraging range of data sources and analyses to identify most likely outcome.

§  Reconciles the models to help constituents understand the reason for forecast errors and improves the forecasting process on an ongoing basis.

§  Accountable for ensuring all forecasting questions/follow-ups and ad hocs are closed out in a timely manner.

§  Responsible for ad hocs regarding brand performance and source of risks/opportunities given variance in forecasting assumptions vs. actuals registered.

§  Proactively provides analytical insights (as opposed to “business data dumps”) to better predict performance and inform brand strategy and tactics.  Plays the role of ‘data miners’ bringing various data sources together to formulate superior ‘insights’ and ‘hypotheses’ that have a business impact and are pragmatic.  Presents insights and conclusions to Brand and Sales teams. 






Education & Experience

Minimal acceptable level of education, work experience and  certifications required for the job

§  Bachelor’s degree with a quantitative focus in business, finance, engineering, statistics, economics, or any related field from an accredited institution is required.

§  Master’s degree in Business Administration is preferred.

§  5+ years’ experience in Commercial Analytics, Business Analysis, Forecasting, or Sales Operations, preferably within the Pharmaceutical industry or as a Consultant at an agency (e.g. IQVIA, etc.).

§  Experience with Commercial Analytics/Business Analysis models, techniques, procedures and processes and a range of other forecasting models and problem-solving techniques.

§  Experience forecasting specialty products is preferred.


Proficiency in a body of information required for the job    

e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.

§  In-depth knowledge of various pharmaceutical secondary data sources and their limitations (e.g. IQVIA Rx data, claims, EMR data, etc.) is required.

§  Understanding of specialty product distribution channels and data nuances (specialty pharmacy, buy & bill) is preferred.

§  Understanding of other Marketing Science functions (i.e., Primary & Secondary Market Research, Commercial Analytics, Marketing / Sales Effectiveness, Competitive Intelligence and secondary data sources) to maximize deliverables.

§  Sound knowledge of excel programming.




Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific       e.g. coaching, negotiation, calibration, technical writing etc.

§  Keen analytical mind with superior problem solving and technical forecasting skills including time series trending skills.

§  Ability to influence without authority, attention to detail and intellectual curiosity to better diagnose brand performance and underlying brand health.

§  Excellent communication, presentation, and negotiation skills, with the ability to build relationships with Finance, Marketing, Sales, the Brand teams, Sales Operations, Patient Access and Supply Chain, as well as Senior Leadership.

§  Excellent organizational skills, proactively ensuring that the forecasting process is implemented for designated brands.

§  Proven ability to manage on-going processes and projects.

§  Advanced skills in MS Powerpoint, Excel and Outlook; access or other software database skills a plus.


Physical Requirements

Physical & mental requirements     e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc..

§  Ability to sit in an office environment.