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Field Execution Specialist - 12 Month Contract

 
Requisition ID:  3158
Location: 

Montreal, Quebec, CA

Date:  Jul 24, 2022
 

We are currently looking for a qualified Field Execution Specialis to join the Lundbeck Canada Business Effectiveness team. This position is temporary full-time located at our Ville Saint-Laurent head-office. The incumbent will report to the Senior Manager, Business Insights.

Your Position:

Business Insights (BI) is a key support function for the Lundbeck Canada Leadership Team (LCLT) and both the Psychiatry and Neurology Business Units. The BI team (1) delivers accurate forecasts, (2) provides data driven insights to solve business challenges for commercial teams and (3) contributes to customer-centric commercial plans, their effective execution and impact monitoring which all together help Lundbeck Canada achieve better ROI/profitability

 

The Field Execution Specialist reports to the Senior Manager, Business Insights and is responsible for sound execution of Sales Operations. The Field Execution Specialist collaborates with other Business Insights team members and Sales leadership to ensure that sales team have the right information/guidance so that they can execute with excellence. Key areas of responsibility include: (1) Targeting and Call Planning (2) Sales force structure and alignment and (3) Analytical support on Incentives & Compensation (IC)

 

 

Targeting and Call Planning (40%)

  • Lead the identification, establishment and continued maintenance of customer segments and specific target lists that are aligned with the marketing strategy and with sales KPIs. Ensure that these segmentations and targeting analyses use the right secondary/primary data and apply sound analytical skills to produce potential customer groups. Document and communicate clearly how the targeting and segmentation was arrived at.
  • Develop and recommend appropriate call plan for the various sales teams, in agreement with BI Analysts and Sales leadership. Cascade the proposed call plans to the Sales team for adaptation and ensure that the final approved plan is appropriately and accurately populated into Dashboard and CRM tools.
  • Support the Director, Business Insights in the identification and analysis of targets for new products/new markets/new indications and how they overlap (if at all) with current targets in place.

 

 

Sales force structure and alignment (30%)

  • Lead the optimization of sales geographic alignment across all sales teams for current and possible future states.
  • Document and version-control clearly the alignments and communicate/share them when needed to stakeholders. Provide impact analysis of alignment changes, e.g. moving an FSA mid-year will impact reporting as well as quotas. Provide to IQVIA needed master alignment files so that they can produce and deliver correct Territory-level data reporting.
  • Confirm clear understanding with Otsuka when comes to the alignment of the Sales teams that have Alliance products

 

Analytical support on Sales Incentives & Compensation (30%)

  • Based on the approved Sales IC plan and guidance provided by BU Director and IC committee, execute the required analytics at the national, regional and territory levels to allow for timely and accurate Sales reps bonus calculations, Annual Sales Awards tracking and short-term sales compensations programs (i.e contests).
  • Collaborate with team members to ensure that required IC reporting is accurately reflected in IC and/or Sales Dashboards and that HR has needed information for pay-outs.
  • Provide analytical support that IC committee requires to help them in decision making on next year’s Sales IC plan

 

Positions Qualifications:

Education/Experience:

  • Bachelor’s Degree in Business Administration, Economics or Equivalent
  • Minimum 3-5 years of experience in a similar position in analytics or sales operations
  • Experience in the Canadian pharmaceutical industry an asset

 

Essential skills:

  • Strong analytical thinking
  • Ability to manipulate large, multi-dimensional data sets to answer business questions and make recommendations
  • Prepare and deliver effective presentations that story-tell with data
  • Excellent working knowledge of IQVIA Services (TSA, CDH, GPM, Xponent, NBRx, Rx Dynamics, PharmaStat, FINDr, and OneKey) an asset
  • High proficiency in Windows/Microsoft Office, especially with Excel and PowerPoint
  • Excellent communication skills in both French and English (oral and written)

Competencies:

  • Customer Focus: understand internal customers’ business needs, issues and reality in order to achieve business goals.
  • Action Oriented: demonstrates organization, project-management, proactivity, accountability
  • Drives Results: passionate about solving business problems through data-driven insights that inform cross functional teams’ decision making
  • Collaborates: Work collaboratively with team members and other stakeholders
  • Self-Development: strong desire to deepen or broaden skill sets through feedback and development

We are strongly committed to promoting equity, diversity and inclusion within our community.

All applications will be considered, however, only those candidates selected for an interview will be contacted.

About Lundbeck

Tirelessly dedicated to restoring brain health, so every person can be their best

With too many people living with brain diseases around the world, our purpose couldn't be more important or more worth striving for. Every day we work tirelessly to change the outcome for these people. We are a community of specialists fiercely dedicated to restoring brain health, drawing on, and embracing, the uniqueness of every employee.

Our global footprint

Our approximately 5,300 employees in more than 50 countries are engaged across the entire value chain throughout research, development, production, marketing, and sales. Our research programs tackle some of the most complex challenges in neuroscience, and our pipeline is focused on bringing forward transformative treatments for brain diseases for which there are few, if any therapeutic options. We have research facilities in Denmark and the United States, and our production facilities are located in Denmark, France and Italy. Lundbeck generated revenue of DKK 16.3 billion in 2021 (EUR 2.2 billion; USD 2.6 billion).  

For additional information, we encourage you to visit our corporate website www.lundbeck.com/global, and connect with us on Instagram @h_lundbeck, Twitter @Lundbeck and via LinkedIn.