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Sr Mgr, Commercial Analytics (R1010543) in London, UK at IQVIA™

Date Posted: 3/9/2018

Job Snapshot

Job Description

Commercial Strategy Analytics Manager

IQVIA was formed through the 2016 merger of two healthcare industry leaders: IMS Health and Quintiles.  We are connecting our combined data, expertise, technology, and operational capabilities in ways that have never been seen before.  Around the world, healthcare stakeholders are working to improve real-world patient outcomes through treatment innovations, care provision and access to healthcare. Our goal is to deliver integrated information and technology solutions to drive healthcare forward.

The Technology Solutions division of IQVIA develops, markets, and implements healthcare-focused enterprise software applications including Performance Management, Master Data Management, Orchestrated Customer Engagement, CRM, Multi-channel Marketing, Content Management, Social and Compliance solutions. We are building out our Commercial Operations function to enhance our ability to be a market leader in healthcare technology.

Commercial Operations drives business strategy and supports internal operations by delivering actionable insight and process improvement related to Go-to-Market activities.  This means leveraging data to give visibility of business performance and pipeline health, building operational tools, managing business change, evaluating sales representative performance and incentives, and using analytics to understand the customer and drive up-sell and market growth.

Role Overview

As our Commercial Strategy Analytics Manager, you will use analytics to support the organization's understanding of our customers, products and market, identifying opportunities for up-sell and growth, balancing the product portfolio, and maximizing return on investment.

Working with stakeholders across the Technology Solutions organization, you will be exposed to key initiatives and contribute critical insights to drive strategic choices in our business.

An ideal candidate for this newly-created role will have a solid combination of interpersonal skills, business acumen, technical skills, an analytical mind-set, and ability to communicate financial framework and analysis to non-financial staff.

Specific Accountabilities

Customer Segmentation Build a model using appropriate techniques e.g. clustering to segment market by customer and drive engagement strategy
Product Propensity Build a model using appropriate techniques e.g. regression to predict product uptake by customer and segment to drive up-sell and go-to-market strategy for new products
Pricing and Profitability Analyse customer profitability then build a model to drive pricing strategy which can be used to govern the pricing process itself
Market Growth Carry-out extensive white-space analysis -- leveraging segmentation, propensity and pricing models -- to identify opportunities for profitable penetration of new customers with Technology Solutions, ultimately providing "Next Best Action" recommendations to regional business units
New Analytics Development Identify new opportunities to use Analytics to drive both short-term priorities and long-term strategy, plan and implement accordingly, then measure efficacy to ensure continuous learning


5-10 years’ experience in a similar role with transferable experience (advanced financial, business, or operations analysis, management consulting, etc.). Specific experience should include:
Segmentation Modelling Extensive experience of building models to segment customers based on core attributes and behaviour e.g. to drive customer engagement and understand market conditions
Propensity Modelling Extensive experience of building models to predict product uptake e.g. to drive customer targeting as part of new product launch
Pricing Strategy Experience of analysing the impact of changes to price on profitability and customer retention, to drive deal evaluation or tariff strategy
Visualisation Techniques Demonstrable experience of presenting the efficacy of models to business stakeholders in a visual way that clearly illustrates the benefits of such an approach
Business Insight Extensive experience of drawing out the headlines from statistical analysis and turning them into actionable insight


• Extensive experience of using statistical modelling tools such as SAS, SPSS, R or equivalent e.g. to drive engagement and targeting essential
• Deep understanding of propensity modelling e.g. using logistic regression, and segmentation modelling e.g. using  k-means clustering essential
• Experience of analysing data with SQL e.g. using Teradata essential
• Knowledge of stratified sampling and survival analysis desirable

Personal Attributes

• Strategic thinker able to see through the noise and think about the long term business strategy and market environment
• Creative approaches to answering business questions, including understanding potential uses of both qualitative and quantitative data
• Thoughtful Communicator with the wherewithal to tailor messaging to various audiences (financial, business, technical stakeholders)
• Effective working with a global set of stakeholders from diverse cultures
• Possesses executive presence and is comfortable presenting in front of senior stakeholders

Job ID: R1010543