Director, Customer and GTM Strategy Analytics Pharma

About the job

Ready to push the limits of what’s possible? Join Sanofi in one of our corporate functions and you can play a vital part in the performance of our entire business while helping to make an impact on millions around the world.

At Sanofi, we chase the miracles of science to improve people’s lives.  We believe our cutting-edge science and manufacturing, fueled by data and digital technologies, have the potential to transform the practice of medicine, turning the impossible into reality for millions of people.

Strategic Context:

Currently, Sanofi has the most robust pipeline and forthcoming product launches in the company’s history. As the next phase of our Play-To-Win strategy, Sanofi must appropriately support this pipeline to materialize our vision of delivering scientific miracles to patients worldwide. Thus, modernizing the Sanofi operational structure is also required. In line with this, project DRIVE is shepherding change throughout the organization and created the development of the Go-to-Market Capabilities (GTMC) team within the company.

The new GTMC organization is charged with delivering best-in-class capabilities to bring speed and increased value to commercial operations. It will refine priorities across products, markets, and the pipeline through dynamic resources allocation and efficiencies. Silos that existed between business units as well as duplicative and overlapping resources will be replaced with standardized processes and tools. Operating with a One Sanofi mindset and entrepreneurial spirit, GTMC will accelerate and improve key capabilities to do more with less and facilitate the best-informed strategic decision making across the organization.

The GTMC organization aims to:

• Centralize Go-to-Market operational tasks across GBUs

• Standardize best in class capabilities, strengthen global support, and implement a better vertical reporting structure within GTMC from local to global

• Define ways of working, bringing clarity on the interactions across GBUs, Digital, and Commercial executional support teams from Sanofi hubs to optimize process excellence and efficiency

The Director, Customer and GTM Strategy Analytics Pharma will lead a team of analysts who are responsible for the development, measurement, and communication of Commercial KPIs across key assets of Sanofi’s portfolio. As a member of the Insights and Analytics (I&A) team, this individual will be an integral strategic partner to Commercial leadership in both assessing performance of in-line indications and planning for future launches.

This position will report to the Head, Pharma Insights and Analytics and will be based in Cambridge, MA or Morristown, NJ.

About Sanofi 

We’re an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Our deep understanding of the immune system – and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people’s lives. 

Main Responsibilities:

Lead the creation of a new Customer and Go-To-Market (GTM) analytics and operational strategy with the Head of Commercial Transformation and Specialty Care GMs:

• Create a data acquisition strategy to support both analytics and operations

• Evaluate and inform Specialty Care’s GTM strategy creation with analytics and insights

• Co-lead with Head of Commercial Transformation business case creation of new GTM Models

Effectively allocate resources to provide best-in-class analytics support to the broader organization in support of GTM initiatives, with a focus on measuring & understanding performance of in-line assets:

• Lead Hub team day to day on projects in a matrix management structure

• Evaluate performance vs. KPI targets, with a focus on assessing impact of differential GTM models

• Lead development of KPI trackers / dashboards that accurately, clearly, and intuitively communicate performance insights especially pertaining to varying customer groups and types

• Proactively identify performance trends, and lead Brand Analytics team in leveraging national / sub-national marketing tactic utilization, sales execution, and customer adoption data to better understand key risks & opportunities

• Synthesize performance metrics into a cohesive narrative, and deliver strategic insights to Commercial leadership

• Develop Analytics support strategies for new / expanded therapy areas, including account segmentation, targeting, sales force sizing, etc.

• Collaborate with Data Management in optimizing Commercial data assets to ensure availability & accuracy of GTM Analytics insights

• Partner with Advanced Analytics colleagues to support optimization of promotional spend (e.g., marketing mix analyses) and better understand / impact key business levers (e.g., application of AI / ML models to understand patient conversion, predict HCA product selection, etc.)

• Work with Advanced Analytics colleagues to support & enhance internal data management / analysis platforms to facilitate collaboration, harmonize key deliverables, and drive analytics best practices within the larger I&A team

• Partner with other I&A teams to advocate for continued development of internal analytics capabilities and share knowledge across therapeutic areas

About You

Basic Qualifications:

• BA / BS with a minimum of 10-years of experience in pharmaceutical Brand / Advanced Analytics, Forecasting, and / or Sales Operations; equivalent combination of education (MS / MA / MBA / PhD) and / or consulting experience may be considered

• Proven leadership acumen, with excellent communication & presentation skills

• Strong strategic thinking ability, with capacity to synthesize disparate sources of data to provide a coherent narrative and actionable insights

• Excellent analytical skills, with demonstrated ability to design, develop, and execute analyses to answer complex business questions

• Extensive life sciences analytics experience, with deep understanding of analytics best practices and ability to conceptualize, access, and manipulate large data sets via cloud-based data warehouse / analytics platforms

• Experience with programming languages (e.g., SQL, R, Python, etc.) and data science principles

• Expertise in leveraging key pharmaceutical data sources and analytics platforms, including:

  • National-level sales / demand data (e.g., IQVIA NPA & NSP)

  • Longitudinal HCP & patient-level claims (e.g., IQVIA, Symphony, Komodo, etc.)

  • Specialty pharmacy / patient services data (e.g., Capgemini / Data Unveil)

  • CRM systems (e.g., Veeva, Salesforce, etc.)

  • Data management & analysis platforms (e.g., Databricks, Snowflake, etc.)

  • Data visualization / business intelligence tools (e.g., PowerBI, Tableau, Qlik, etc.)

  • MS Office applications (Excel, PowerPoint, Word)

Preferred Qualifications:

• Experience in relevant Therapeutic Area

• Experience leading and mentoring high-performing teams, fostering a culture of collaboration, innovation, and continuous improvement

• Ability to thrive in a fast-paced environment, comfortable with ambiguity, and with a track record of delivering exceptional results 

• Excellent project management and prioritization skills, able to deftly balance multiple projects / priorities 

• Ability to work in a matrixed environment with many cross-functional partners to understand and influence key business decisions

• Experience in applying AI / Machine Learning / data science methodologies to address complex quantitative questions and derive actionable insights

Why Choose Us?  

• Bring the miracles of science to life alongside a supportive, future-focused team. 

• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally. 

• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact. 

• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave. 

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law. 

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All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.