Quincy, Massachusetts, United States
Strategic and results-driven Commercial Analytics, Forecasting, & FP&A Lead with a proven track record of leveraging data insights to drive business growth, forecast accuracy, and optimize account management strategies. Proficient in analyzing complex datasets, identifying key trends and forecasting, and translating findings into actionable recommendations for key business stakeholders. Adept at collaborating with cross-functional teams to enhance customer relationships, mitigate risk, and maximize revenue. Committed to delivering exceptional value through data-driven decision making and innovation. KEY SKILLS Microsoft Office Suite| Forecasting| Vendor Management Analysis | COGNOS | SFDC | Sales Force Effectiveness| Incentive Compensation | Data Relationships | Reporting Hierarchies & Improvements| IQVIA|SHS| Change Management
• Forecasting for neurology, including short term and long term planning. Provide guidance and support across multiple stakeholders • Forecasting and KPI reporting • Claims report enhancements and analysis for insights and data driven decision making • Sales and operations planning consolidation and submission in partnership with supply chain/manufacturing, commercial, and finance • Dedicated collaboration across marketing, sales, manufacturing, finance, and global partners
• Designed and executed commission structure for 3 sales teams across 5 distinct commercial drugs totaling over $1M in quarterly commission payouts • Partnered with brand and sales teams for sales targeting opportunities to create depth of sales on top value clients • Demand sales market share report distribution vs. key competitors which drove 10% faster customer reporting • Team member of EXKIVITY launch which exceeded launch revenue expectations • Forecasting team member for Lung franchise, including model ownership with vacancies/vacations • Key partner on multiple enterprise data MGT projects, including program on master data change from data aggregator • Sales force effectiveness tracking through SFDC activity reporting and ROI calculations • 2021 Takeda Cup winner, recognized as a top 10% performance across the business unit (Equivalent to Presidents Club; based on performance and peer/MGT review)
• Oversaw change management process updates as team lead during transition from franchise-specific support model to geographical, portfolio-based model in effort to improve organizational efficiency. • Multiple high level change management experiences at USOBU C-level including changes to: USOBU head, marketing head, field sales head, market access head, & medical head. • Significant contributor to design and tracking of ALUNBRIG 1L launch (1L launch in May 2020) KPIs. • Day-to-day engagement and analytics with middle and executive management (Managers, Directors, Vice President, C-Level), including reporting directly to head of US Oncology for over 1 year. • Incentive compensation lead for Lung franchise, including 1L launch special incentives.
• Calculated and paid commissions and bonus payments of internal operating teams, Inside Sales, and Field Sales. • Lead analyst and primary business partner for “direct” go to market strategy in Europe. • Analyzed profitability on contracts and product mix to build strategy for up-sell opportunities and to cut loss-making mixes. • Lead analyst and FP&A contact for $5M buyback of Canadian business from GlaskoSmithKline. • Lead finance liaison in divestiture of Neighborhood Diabetes business to Liberty Medical (sold in February 2016 for ~$5M). • Added IT and Digital Insulet financial reporting after sale of Neighborhood Diabetes including tracking and reporting post sale costs to charge back to Liberty Medical. • Created and maintained monthly financial business review material for executive level management.
• Lead finance partner for Neighborhood Diabetes. • Wrote compensation plans for strategic account managers and Sr. Director of Sales and Marketing. • Identified gap in payer rebate schedule which has led to over $150K in savings and provided rebates back in perpetuity for Neighborhood Diabetes. • Day-to-day engagement and analytics with middle and executive management (Managers, Directors, Vice President, C-Level).
• Trained over 500 users on field spend capture (FSC) application. • Tracked available work hours off 1,000+ against used hours for support contracts on FSC application. • Discovered contractor/S&N employee employment conflict of interest which saved payroll/sales operations an estimated $250k. • Member of North American Financial Shared Services (NAFSS) process improvement team & winner of process improvement award.