Analytics SME/Practice Lead - Sales & Commercial Analytics - Pharma

Job Description: Analytics, Pharma SME

Job Title:Practice Lead - Sales and commercial analytics

Function: Solutioning / consulting

Travel: 30%

Location: Bangalore, India

Summary of Role/Profile:

Focus of the function-

There are 3 areas that this role will focus on :

- Conceptualize and develop solutions that are relevant to the pharma clients across sub areas of Research and Development Analytics support. This will involve analytics along Clinical Trial Operations, Sub-group analysis and other areas around Regulatory data management.

- Support the business development process through convincing the senior Lifesciences stakeholders regarding analytics solutions related to the 3 areas mentioned above. Target customers will be Clinical Trial Data managers, head of Regulatory affairs or large pharmaceutical companies.

- Execute high end analytics projects on a project basis and lead a team of consultants, some of them being based offshore. The SME will have a 40-50% personal billability target.

- Develop solutions that have direct relevance to customer problems and can help in convincing them regarding high end analytics work in the domain above. These could be standalone solutions, or part of larger BPM or IT solutions.

The role would be interacting extensively with 3 other roles within the organization

1. Sales team - for targeting new customers

2. Account management team - to offer new solutions to existing customers

3. Operations teams - to access technical expertise for building out solutions and doe executing of projects

Why does this job exist-

Sales team sells and builds client relationship. Operating teams drive delivery excellence and focus on ensuring seamless delivery through large teams. Both these teams lack high level of domain expertise and ability to conceptualize solutions.

We want this role to focus on thought leadership so that we can stay ahead of competition in terms of our offerings and services. The SME is expected to understand the business needs of the customer, leverage his experience and knowledge in offering a solution to the customer and execute the project along with a competent offshore team. These projects will form the basis for developing solutions and also training associates, who can then take on larger roles within the practice.

The role will be like a high end consultant for the practice.

How does the role add value-

This role will be key to developing innovative solutions and consulting capabilities within our team. This role will build a highly domain intensive team that can front end new client conversations, understand their need and translate them into solutions. Then use these experiences in building IP that can be leveraged across multiple customers.

In short, this role will help in building out our expertise and new offerings for our customers.

How is this role unique from others-

In most other roles, operations are the core of the responsibilities. This can take its toll on creative thinking and market leading activities. This role will focus on growth and innovative thinking. Most of the investments that this role will receive will be future focused and will define the future trajectory of the practice.

Who are the key relationships for this role-

As explained above, the role will be required to work extensively with the business development and operations team. There will be significant interactions with other COEs within organisation, namely, IT, Pharma BPO etc.

What are the minimum prior qualifications to be an applicant for this role-

PG/ MBA with 8-10 years experience in the pharma industry. At least 3-4 years in the area of new product management support, forecasting and market access.

What are the key initiatives and challenges facing this role in the next six months to three years- Developing strong client oriented solutions with strong business understanding and focus.

Specific Competence (Essential)

- Knowledge of Pharma Industry and market dynamics

- Hands on experience on SAS/R, Python and Advance Visualisation

- Should have worked on projects related to some of the top brands in the US market OR working on some of the promising therapies slated to be launched in the next 2 years.

- Ability to interact and build relations with senior management and key stakeholders

- Ability to apply Analytics to Business Strategy

- Ability to independently manage client relationships and build synergy between the Client and the delivery organization to ensure delivery of tangible benefits to clients

- Strong facilitation, presentation and negotiation skills (internal & external)

- Superb analytical and problem solving skills

- Ability to work in a multicultural environment

- High quantitative abilities (extremely important from a forecasting perspective)

Specific Competence (Desirable)

- Ability to create products and solutions leveraging partners, products or acquisitions

- Ability to create offshore and onshore solutions for clients

- Ability to work through RFP/ RFQ process and develop winning solutions

- Ability to work through complex structure and ambiguity.

Key Roles and Responsibilities Knowledge, Experience and Education External and Internal Contacts

- Partner with existing customers and Global BD teams for deeper penetration and diversification of service offerings amongst customers and prospects respectively

- Understand Clients- Needs & Business Imperatives, & consult on how to use Analytics strategically to drive those imperatives

- Execute Initiatives/Programs/Projects launched in consultation with Clients for delivering real business impact to the customer

- Work closely with delivery and BD teams to meet revenue commitments for the year for the vertical via aggressive prospect management and consultative selling.

Essential

- Prior experience or exposure in the Pharma/ Healthcare industry

- Post Graduate/ MBA for premier School.

- 12-18 yrs of work experience.

- At least 3-4 years in the area of R&D analytics support or part of a clinical data management group.

- Experience of working in a consulting firm - Large or a specialized boutique firm

Desirable

- Consultative selling experience desired

- Understanding of US healthcare and pharma market

- Global mindset and exposure

CXO / VP level connects in the US Pharma industry is a bonus