Job Title: Business Analyst NFWA
Role Purpose
// CRM eSales Web Administration and management
// Sales analysis and tracking to give recommendation
// GTN performance Tracking
// Sales force activity tracking and reporting to enable business steering
// Calculation and monthly tracking of sales force incentives
// Transfer order process handling
// Trade terms and performance analysis and tracking
// Participation into cross-functional projects
Key Responsibilities and Tasks
// CRM eSales Web Administration and management:
Improve the CRM, by identifying users’ needs and implementing new modules to meet their demands.
Resolve day to day technical issues faced by the users in liaison with HQ support team. Responsible for the training for all Commercial Team. Maintenance and data base clean up. Responsible for data integration in the CRM (Samples, new products, price change, new users, new costumers/prospects, data base, new segmentation…). Performs tests when integrating new modules or trade terms.
// Sales analysis tracking: Sell-in reporting per Wholesalers group, per wholesalers’ subsidiaries by brand and product. Track Sales by brand and country to give recommendation. Track GTN performance Tracking to guide responsible make decision.
Elaboration of Credit note to pay quarterly, year-end rebates. Track Wholesalers R/O on monthly basics. Track products availability by customer on monthly basics. Track inventory data from wholesalers. Recommend, develop, maintain and deliver automated dashboards to be more efficient on both Market & Sales analysis: pro-actively elaborate new analysis approach / methodology to support business. Analysis and distribution of sell-out data to Business on market trends and performances.
// Sales force activities tracking: Monitor sales force activity: frequency, contract, visibility agreement, training. Implement KPI’s and ensure tracking on daily, weekly and monthly basis helping strategy steering & decision-making process. Reporting for each community on weekly basics, (Transfer order, Numerical distribution, Sales forces activities tracking by segment and job (Hybrid, Pharmaceutical and medical Reps), Realization Vs Objectives tracking…)
// Trade terms and performance analysis and tracking:
Preparation of results and performance analysis as base to define trade terms and decision making (transfer order and ims performance, discount level, numerical distribution, partnership, orders, weight orders, conversion rate, customer sales behavior analysis…). Trade terms workshop member. Participate to define trade terms by identifying sales drivers, analysis, simulation. Tracking of trade terms on monthly and quarterly base to monitor performance.
// Calculation and monthly tracking of sales force incentives: Calculation of sales force bonus based on incentives plans by community: Sales Reps (Hybrid, Pharmaceutical and medical Reps), RSM, KAM, Hospital reps by cycle (Performance Vs objectives, Vs PY, activities of sale force and other KPI's…).
// Ensure monthly sales force incentive KPIs tracking by community. Calculation of exceptional bonus implemented for specific actions. Monitoring and communication of incentives payments to HR department.
// Transfer order process handling: Key contact for Wholesalers and sales force for all Transfer Order process activities. Transfer order sales tracking. Responsible of internally tracking of Accruals, actuals and reversals of transfer order discounts in a monthly basis. Responsible of Transfer order discounts monthly payment to wholesaler’s basis on Wholesaler’s statement and CRM to avoid big differences between Bayer & wholesalers statements. Posting and payment of quarterly, year-end bonus and expired returns Rebates. Ensure random periodic check of a sample of Discounts paid (Contract, Order, Delivery note, Discount paid) to wholesalers (minimum 2 times / year). Ensure Archiving of all documents related to transfer order activities (contracts, Orders, delivery notes, discount payment to wholesalers…)
// Participation into cross-functional projects: Contribute to cross-functional initiatives lead by Marketing, Innovation, sales, competitive review depending on strategic objectives. Provide accurate data and analysis and participate to run models and track the implementation & results of each element (POS activation, e-commerce, new channels development, e-detailer implementation in CRM, IPSOS..). Drive some ad hoc transversal projects (ie: product hierarchy alignment, SOP implementation,) to allow harmonization in our information systems and a thinning of our processes.
Experiences, skills and Qualifications
// 1-2 years relevant work experience
// Bac+5 - Qualification in business / finance
// Analytical skills, structured approach, proactive and self-motivated
// Strong leadership, organizational and communication skills
// Capacity to manage complexity (high quantity of data from multiple and diverse sources)
// Customer focus and problem-solving mindset
// Team spirit, good communication, and constructive facilitation skills
// Planning and prioritizing skills
// CRM eSales Web Administration and management
// Sales analysis and tracking to give recommendation
// GTN performance Tracking
// Sales force activity tracking and reporting to enable business steering
// Calculation and monthly tracking of sales force incentives
// Transfer order process handling
// Trade terms and performance analysis and tracking
// Participation into cross-functional projects
Key Responsibilities and Tasks
// CRM eSales Web Administration and management:
Improve the CRM, by identifying users’ needs and implementing new modules to meet their demands.
Resolve day to day technical issues faced by the users in liaison with HQ support team. Responsible for the training for all Commercial Team. Maintenance and data base clean up. Responsible for data integration in the CRM (Samples, new products, price change, new users, new costumers/prospects, data base, new segmentation…). Performs tests when integrating new modules or trade terms.
// Sales analysis tracking: Sell-in reporting per Wholesalers group, per wholesalers’ subsidiaries by brand and product. Track Sales by brand and country to give recommendation. Track GTN performance Tracking to guide responsible make decision.
Elaboration of Credit note to pay quarterly, year-end rebates. Track Wholesalers R/O on monthly basics. Track products availability by customer on monthly basics. Track inventory data from wholesalers. Recommend, develop, maintain and deliver automated dashboards to be more efficient on both Market & Sales analysis: pro-actively elaborate new analysis approach / methodology to support business. Analysis and distribution of sell-out data to Business on market trends and performances.
// Sales force activities tracking: Monitor sales force activity: frequency, contract, visibility agreement, training. Implement KPI’s and ensure tracking on daily, weekly and monthly basis helping strategy steering & decision-making process. Reporting for each community on weekly basics, (Transfer order, Numerical distribution, Sales forces activities tracking by segment and job (Hybrid, Pharmaceutical and medical Reps), Realization Vs Objectives tracking…)
// Trade terms and performance analysis and tracking:
Preparation of results and performance analysis as base to define trade terms and decision making (transfer order and ims performance, discount level, numerical distribution, partnership, orders, weight orders, conversion rate, customer sales behavior analysis…). Trade terms workshop member. Participate to define trade terms by identifying sales drivers, analysis, simulation. Tracking of trade terms on monthly and quarterly base to monitor performance.
// Calculation and monthly tracking of sales force incentives: Calculation of sales force bonus based on incentives plans by community: Sales Reps (Hybrid, Pharmaceutical and medical Reps), RSM, KAM, Hospital reps by cycle (Performance Vs objectives, Vs PY, activities of sale force and other KPI's…).
// Ensure monthly sales force incentive KPIs tracking by community. Calculation of exceptional bonus implemented for specific actions. Monitoring and communication of incentives payments to HR department.
// Transfer order process handling: Key contact for Wholesalers and sales force for all Transfer Order process activities. Transfer order sales tracking. Responsible of internally tracking of Accruals, actuals and reversals of transfer order discounts in a monthly basis. Responsible of Transfer order discounts monthly payment to wholesaler’s basis on Wholesaler’s statement and CRM to avoid big differences between Bayer & wholesalers statements. Posting and payment of quarterly, year-end bonus and expired returns Rebates. Ensure random periodic check of a sample of Discounts paid (Contract, Order, Delivery note, Discount paid) to wholesalers (minimum 2 times / year). Ensure Archiving of all documents related to transfer order activities (contracts, Orders, delivery notes, discount payment to wholesalers…)
// Participation into cross-functional projects: Contribute to cross-functional initiatives lead by Marketing, Innovation, sales, competitive review depending on strategic objectives. Provide accurate data and analysis and participate to run models and track the implementation & results of each element (POS activation, e-commerce, new channels development, e-detailer implementation in CRM, IPSOS..). Drive some ad hoc transversal projects (ie: product hierarchy alignment, SOP implementation,) to allow harmonization in our information systems and a thinning of our processes.
Experiences, skills and Qualifications
// 1-2 years relevant work experience
// Bac+5 - Qualification in business / finance
// Analytical skills, structured approach, proactive and self-motivated
// Strong leadership, organizational and communication skills
// Capacity to manage complexity (high quantity of data from multiple and diverse sources)
// Customer focus and problem-solving mindset
// Team spirit, good communication, and constructive facilitation skills
// Planning and prioritizing skills