Associate Director, Commercial Insights & Sales Force Planning Complement

Job Location:

Zurich, Zurich, Switzerland

Job Description:



Associate Director, Commercial Insights & Sales Force Planning Complement

Reports to: Regional Leader, Comercial Operations EMEAC and AA

Location: Zürich, Switzerland


Alexion Pharmaceuticals, Inc. is a biopharmaceutical company focused on serving patients with severe and ultra-rare disorders through the innovation, development and commercialization of life-transforming therapeutic products. Alexion is the global leader in complement inhibition, and has developed and markets Soliris® (eculizumab) as a treatment for patients with PNH, aHUS (and gMG), debilitating, ultra-rare and life-threatening disorders caused by chronic uncontrolled complement activation. Soliris is currently approved in more than 40 countries for the treatment of PNH, and in the United States and European Union for the treatment of aHUS. Alexion has also received approval from the EMEA for two further products, Strensiq (asfotase alfa) for treatment of paediatric-onset hypophosphatasia  and Kanuma (sebelipase alfa) for the treatment of lysosomal acid lipase deficiency. Alexion is evaluating other potential indications for Soliris and is pursuing development of other innovative biotechnology product candidates in early stages of development. Further information about Alexion Pharmaceuticals, Inc. can be found at:


Position Summary

Alexion has grown organically and now has operations in more than 40 countries. Alexion is strengthening its’ commercial team to manage sustained growth of the core indications and expansion into new therapy areas.

This position will report into the Regional Leader, Commercial Operations, EMEAC & AA. 

The Associate Director, Commercial Insights & Sales Force Planning, EMEAC, will be responsible for facilitating implementation of sales excellence and undertaking all quantitative and qualitative analytics to provide insights to support the success of the business in the EMEAC Region and to be the point of contact for one of the BUs in the region.  This individual will be expected to provide information, analyses and insights to marketing team who they will work closely with.  Additionally as needed the Associate Director will collaborate with the marketing managers and Business Operations Leaders in the different countries within the Region.  This position will maintain close ties with the Global Teams within Business Operations and Market Research to provide regional input, get strategic guidance and collaborate on global projects.  At a local level, this role will need to interact with colleagues in Business Operations to facilitate the integration of information sources to deliver meaningful analysis and insights


Principal Responsibilities

The role of the Associate Director Commercial Insights & SF Planning,EMEAC is to support Alexion marketing teams and management by enabling high quality, evidence based decision making.  This person will co-ordinate establishment and implementation of common approaches across the region.  Subsequently, they will integrate data and analytics on KPIs and metrics, relevant to the region and to Global, and ensure effective communication and distribution of outputs to stakeholders.  A close collaboration with Global colleagues and colleagues within the countries will be critical to ensure that needs of different stakeholders are met.


The Associate Director will also be involved in some Strategic projects which will build on their existing skillset and will provide opportunities for further development.

Specifically the position will entail the following responsibilities

  • Conduct analysis of sales data and activity data as well as integrating data on all relevant KPIs/metrics to uncover business drivers & barriers and identify trends
  • Understand the Sales Force strategy Globally and within the Region in order to facilitate implementation of appropriate frameworks to enable effective monitoring against objectives.
  • Take leadership in generation & communication of strategic insights across EMEAC
  • Be a Strategic Partner to the brand teams and actively participate in their brand team meetings
  • Go beyond a project-based mindset and be a strategic partner.  Understand the business, define KPIs, implement best in class approaches, offer strategic insights, communicate these clearly, and ensure that these drive business decisions.
  • Develop strong partnerships with cross-functional teams – marketing, market research, medical, sales, business information & excellence, finance, legal and compliance
    • Be a part of the EMEAC BU Leadership team and give advice and recommendations
    • Prepare and present regular reports/presentations with meaningful analysis and insights to explain product performance
    • Ensure relevant team members are engaged at key stages of projects
    • Ensure full team buy-in on the project and its deliverables
  • Have regular meeting with the most relevant stakeholders in the Region/countries to understand key market drivers, lead a depth analysis of the product performance & gain agreement on SF planning implementation
  • Be the regional expert on SF Planning working closely with Global Sales Force Planning and the local countries. 
    • Understand and share the Global and Regional strategy and implement appropriate tools to support implementation and tracking.
    • Lead discussion with the Global SF Planning Team & Business Operations Leaders when deviations are observed in agreed approach. 
    • Undertake analytics on sales force activity to provide insights on a regular basis.
    • Assess effectiveness of targeting and effort allocation in order to make recommendations to increase effectiveness
    • Understand the EMEAC incentive plans and assess their impact on performance.  Based on this assessment and discussions with the local teams, provide recommendations for future incentive plans.
  • Ensure regional needs are communicated to Global Market Research and appropriately captured in their plans. Support/Lead implementation of Market Research projects for the Region/Countries, as required, and in line with Alexion internal SOPs and Industry Standards
  • Maintain/develop expertise to understand market research methodologies/approaches and appropriate interpretation of findings from Primary & Secondary, Qualitative & Quantitative Market Research, in order to incorporate key findings in to relevant presentations.
  • Ensure dashboards are available for EMEAC region to effectively understand performance on KPIs/Metrics.  Proactively identify needs and  collaborate with the Business Informatics Department to design and implement the required EMEA reports/dashboards for monitoring relevant KPIs/Metrics
  • Play a key role in preparation of and during the Quarterly Business Review, Monthly Business Reviews and Countries Business reviews providing relevant templates, data inputs and a summary for EMEAC BUs in order to prepare their discussion with Senior Management 
  • Lead/Collaborate on strategic projects
  • Leverage partnerships with regional affiliates to identify best practices in business insights and SF planning to share across the Region and with Global colleagues
  • Respond with high quality to ad hoc project requests with a sense of urgency and fully addressing the needs of stakeholders
  • Stay up to date with latest trends in the Industry in order to incorporate relevant approaches into daily work and/or use the most relevant data sources to understand the business
  • Remain flexible as work responsibilities change based on business needs. 
  • Contribute to build situational analysis at local and HQ level
  • Take leadership to ensure all activities are conducted in line with Alexion and Industry standards thus maintaining a compliant approach at all times.
  • Assist in managing the EMEAC & AA Commercial Operations budget



  • 6+ years of analytics, Sales Force Effectiveness or market research experience in the pharmaceutical industry
    • Experience in a pharmaceutical or biotech company preferred
    • Experience in specialty/orphan drugs preferred
    • Experience in a global role preferred.
  • Proven Skills in influencing colleagues, with or without authority
  • Solid understanding of pharmaceutical databases and research and statistical methods
  • Demonstrated abilities in data analysis
  • Strong analytics, business planning, and leadership skills required
  • Ability to prioritize and manage projects
  • Excellent communication skills (verbally and in writing) and ability to translate analysis for various stakeholders
  • Experience working on Sales Force Effectiveness projects, either in a field or office based role
  • Track record of leading market research  - preferably with a pharmaceutical company
  • Demonstrated expertise in different types of primary market research techniques
  • Demonstrated knowledge of secondary data sources relevant to pharmaceutical industry
  • Experience with quantitative techniques and statistical analyses
  • Advanced skills in Microsoft Excel, PowerPoint
  • Experience using technology to work efficiently with datasets such as scripting and statistical software packages is a plus
  • Solid conceptual thinking – ability to analyze large amounts of information and extract insights
  • Demonstrated critical thinking and analytical skills.  Ability to work with complex data sets, formulate an analysis plan to derive insights
  • Excellent project management skills and ability to manage multiple projects at any given point in time
  • Excellent interpersonal skills with a track record of effectiveness as a team player and project leader who can build strong professional relationships and gets results
  • Flexibility and ability to adapt to changing conditions
  • Self-starter who demonstrates energy and enthusiasm, bringing a positive can-do approach to all challenges
  • Detail-oriented
  • Strong written and oral presentation skills and ability to explain complex concepts clearly and to a variety of audiences (including insights presentations to senior management)
  • Fluency in English both written and oral mandatory, fluency in other languages is a plus
  • Ability to travel ~30% of time



  • Bachelor’s degree in life science and/or business / marketing.
  • Masters/PhD degree preferred – marketing, market research, statistics, psychology


As a leading employer in our industry, Alexion is proud to offer a highly competitive package of base and incentive compensation as well as a comprehensive benefits program designed to support the health, wellness and financial security of our employees and their families. To learn more about Alexion, please visit or download our App for iPhones and Blackberries.


Zurich, Switzerland


Alexion is a global biopharmaceutical company focused on developing and delivering life-transforming therapies for patients with devastating and rare disorders. Alexion developed and commercializes Soliris® (eculizumab), the first and only approved complement inhibitor to treat patients with paroxysmal nocturnal hemoglobinuria (PNH) and atypical hemolytic uremic syndrome (aHUS), two life-threatening ultra-rare disorders. As the global leader in complement inhibition, Alexion is strengthening and broadening its portfolio of complement inhibitors, including evaluating potential indications for eculizumab in additional severe and ultra-rare disorders. Alexion’s metabolic franchise includes two highly innovative enzyme replacement therapies for patients with life-threatening and ultra-rare disorders, Strensiq® (asfotase alfa) to treat patients with hypophosphatasia (HPP) and Kanuma™ (sebelipase alfa) to treat patients with lysosomal acid lipase deficiency (LAL-D). In addition, Alexion is advancing the most robust rare disease pipeline in the biotech industry, with highly innovative product candidates in multiple therapeutic areas.

Apply for this job at

Contact Information:

Contact: Alexion


December 28, 2017
UID: 59598014 does not guarantee the validity or accuracy of the job information posted in this database. It is the job seeker's responsibility to independently review all posting companies, contracts and job offers.