Abbott Business Analytics and Sales Force Effectiveness Specialist – Diabetes Care Division (12 Month Contract) in Mississauga, Canada

JOB DESCRIPTION:

Primary Function :

The Business Analytics and Sales Force Effectiveness Specialist is a key role within the ADC Canada Commercial Organization. The role works closely with Senior Management, Sales, Marketing and Finance to analyze the effectiveness and efficiency of ADC Canada’s commercial strategies and tactics and recommend strategies to grow market share and deliver year over year financial growth.

Abbott Diabetes Care (ADC), a US$1.3B division of Abbott, helps people with diabetes make progress in achieving glycemic control. ADC’s innovative products include the FreeStyle InsuLinx Blood Glucose Monitoring System and FreeStyle Auto-Assist data management software. Consumers and Health Care Professionals have recognized the value of ADC products and services by making FreeStyle one of the fastest growing brands in the Canadian market.

Responsibilities :

Planning

  • Support key strategic initiatives (e.g., Sales Force Targeting and Routing, Business Intelligence/Reporting, Incentive Compensation Design/Administration, Sales Force Automation, etc.)

  • Evaluate sales force against key performance metrics (e.g., reach and frequency, calls/day, sample utilization, sales manager days in field, etc.)

  • Play a key strategic liaison role between Marketing and Sales in providing input to the development of appropriate selling materials/tools

  • Aid in identifying key competency/skill need areas across the sales forceAnalytics

  • Support business and financial analysis (e.g., customer segmentation, marketing ROI, customer promotion responsiveness, etc.) that yields actionable insights that increase market share, sales and margin

  • Utilize market data and intelligence to develop key business questions/issues, formulate hypotheses, perform analysis and summarize conclusions/ recommendations with minimal guidance

  • Conduct National, District, Territory and Channel analysis to identify trends, issues and/or opportunities; consult with sales management on key issues/opportunities

  • Support senior management in the development and delivery of business reviews

  • Partner with Marketing to conduct pre- and post-performance analysis (i.e. P&L, ROI) on key sales and marketing initiatives

  • Measure outcomes (i.e. market share, sales) and correlate with activity metrics (i.e. calls, samples) to evaluate the impact of field sales efforts and identify Best Practices

  • Deploy methods to assess the awareness, recall, retention and overall effectiveness of core messaging being deployed by the marketing and sales teamReporting

  • Work with external vendors to maintain automated end-user business intelligence reporting tools for use by the Sales Team, Marketing and ADC Senior Management

  • Lead the design and development of National, District and Territory level market share and sales reports

  • Establish, measure and report sales force KPIs to assess achievement of sales call objectives (e.g., number of calls, target reach and frequency, recording of call notes, sample placements, etc.) and sales target promotion responsiveness

  • Produce (and refine, as necessary) monthly ADC Canada KPI Dashboard to help senior management assess business performance versus goals

  • Develop ad hoc reports for HCP, Retail and Hospital businessesSales Operations

  • Support the process for evaluating sales territory alignment, setting sales force customer targets, and establishing reach and frequency objectives

  • Implementation and maintenance of systems/tools that increase operational efficiency of the sales force (e.g., Salesforce.com, iPads, etc.)

  • Maintain stringent quality control process and measures that ensure the accuracy of all data, information and reports

Education and Experience :

  • Bachelor of Arts or Bachelor of Science required

  • 1 to 3 years of relevant experience

  • Strong analytical and MS Excel skills with experience in the pharmaceutical/medical device industry in a sales, sales operations, marketing or consulting role, with at least one year of advanced business analytics experience

  • Experience with pharmaceutical data sources (e.g., IMS Rx Dynamics, TSA, PharmaStat) is preferred, including knowledge of physician level sales and prescribing data, account level sales data, patient utilization data, and sales force promotional data (i.e. calls, reach and frequency, samples, etc.)

  • High-energy, self-starter that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action, demonstrates good executive presence, and has a high degree of commitment to meeting deadlines and objectives

  • Critical thinking and analytical skills—proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations and recommend a point-of-view to senior management

  • Exceptional oral and written communication skills, with the ability to interact effectively with all levels of management and the sales force

  • Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall

  • Strong working knowledge of accounting, finance and statistics concepts (i.e., ROI, P&L)

JOB FAMILY:

Supply Chain

DIVISION:

ADC Diabetes Care

LOCATION:

Canada > Mississauga : 7115 Millcreek Drive

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

No

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable

Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 150 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

We invite you to explore opportunities at Abbott , to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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