Insights Manager

Domnic Lewis has been mandated to hire for Insights Manager

This position is responsible for leveraging customer-level data, sales data, profiling insights, and other relevant information to perform comprehensive analyses that inform the design and execution of effective customer engagement strategies. The role will lead segmentation and targeting initiatives aligned with strategic business objectives and will deliver actionable insights to optimize sales efforts. Key responsibilities include the development of Sales Force Effectiveness (SFE) KPIs, business performance dashboards, and supporting monthly business reviews and quarterly regional performance assessments.

The individual will also analyze market dynamics and trends, identify growth opportunities across current and future therapy areas, and generate detailed reports on market performance. This includes the use of data from industry databases (e.g., IQVIA), internal sales systems, and third-party reports. A strong focus is placed on data quality, reliability, and availability to enable high-impact, insight-driven decision-making.

Key Objectives, Actions, and Measures (QQA)

1. Valued Business Partner

Critical Actions:

• Collaborate in the development of pre- and post-strategy planning with business units.
• Identify SFE priorities in coordination with unit heads, marketing managers, and sales leads.

Measures:

• Demonstrated collaboration and effective stakeholder engagement.
• Support strategy execution with actionable insights for regional and territory managers.

2. Data-Driven Strategic Execution

Critical Actions:

• Develop/refine an analytics roadmap aligned with performance goals.
• Manage and process customer profiling, targeting, and field force activity data.
• Conduct performance variance analysis by territory and customer engagement.

Measures:

• Improved business outcomes through advanced analytics.
• Insight generation and execution tracking for strategic plans.

3. Profiling, Segmentation, and Targeting

Critical Actions:

• Design a profiling framework to identify key customer segments pre- and post-launch.
• Perform opportunity analysis at the territory and customer level.
• Align segmentation and targeting with sales strategy, and monitor execution.

Measures:

• Clarity in customer understanding and strategic alignment.
• Execution of targeted messaging and improved field performance.

4. Insight-Driven Sales Planning Performance Reviews

Critical Actions:

• Contribute to the annual commercial planning process with analytics and insight.
• Set KPIs for field teams and ensure regular monitoring through dashboards and templates.
• Maintain data integrity and reporting discipline through collaboration with database teams.

Measures:

• Comprehensive sales and activity plans in place for all territories.
• Active participation in performance reviews with timely and accurate data.

Global Scope of Role

Geographic Reach:

• Primarily operates within the home country.
• May have exposure to 13 other countries depending on project needs and scope.

Required Education, Skills, and Experience

Essential:

• MBA from a reputed institution with 23 years of experience in Commercial Excellence or SFE, preferably with consulting exposure.
• Advanced Excel skills: complex formulas, pivot tables, data cleaning, manipulation, and visualization.
• Proficiency in Power BI for dashboarding and data storytelling.
• Strong communication skills for delivering insights through presentations and reports.
• Experience in market research, preferably in healthcare, life sciences, or consulting.

Desirable:

• Exposure to additional visualization tools (e.g., Tableau, Seaborn, Matplotlib).
• Knowledge of statistical modeling and hypothesis testing.
• Experience in continuous improvement methodologies (e.g., Lean, Six Sigma).
• Market research certifications and hands-on experience with industry analytics tools.

Key Relationships to Reach Solutions

Internal Stakeholders:

• Business Heads
• Commercial Excellence Team
• Marketing and Sales Leadership Teams

External Partners:

• Management Consulting Firms (e.g., IQVIA, Veeva)
• Third-Party Data Providers
• Industry Research Organizations