Today, Lonza is a global leader in life sciences operating across three continents. While we work in science, there’s no magic formula to how we do it. Our greatest scientific solution is talented people working together, devising ideas that help businesses to help people. In exchange, we let our people own their careers. Their ideas, big and small, genuinely improve the world. And that’s the kind of work we want to be part of.

Lonza Bioscience has an exciting opportunity for a Global Sr Analyst, Commercial Enablement. The Global Sr. Commercial Enablement Analyst is responsible for monitoring, measuring, and analyzing commercial performance data to gain actionable insights that help drive revenue opportunities, address business challenges, and provide recommendations for continuous improvements. This supporting function is essential to improving global sales productivity and effectiveness.

They will support key stakeholders spanning global Commercial and Financial teams; including BU Leadership, Sales Leadership, Marketing, Finance, and Customer Service.

In this role, you will work closely with stakeholders to deliver tactical solutions for supporting the achievement of revenue objectives. Key job functions include performing sales analytics, reporting, metric development, process optimization, setting sales targets, managing monthly business outlook, managing sales compensation plans, monitoring/tracking/reporting commissions, conducting data stewardship, and ongoing sales operations project management. They provide critical, easily understood data, reports, and dashboards to these teams to make timely decisions that drive the success of our business

Key Responsibilities:

• Partner with Sales, Marketing, Finance, Digital and other stakeholders to develop commercial KPIs and any business intelligence needs
• Acts as the key internal contact for the Global Sales and Marketing organizations to pose questions on historical sales data, performance targets, account and territory assignments, compensation, etc. Answers questions completely and correctly in a timely manner.
• Deliver regular cadence of standardized commercial reporting to evaluate health of commercial processes/functions in addition to ad hoc sales reporting. Provide insights to the data and recommendations as needed
• Work closely with cross-functional management to review sales process quality and proactively identify opportunities for process improvement
• Monitor and measures the effectiveness and impact of sales enablement tools, including CRM to ensure compliance and gauge ROI
• Investigate and implement Sales Performance Management (SPM) solutions for target setting, territory planning, ICP design and administration, and related other processes
• Manage all aspects of sales territory planning, quota/target setting, and ICP design and administration
• Manages Incentive Compensation reporting. Works closely with all global HR departments to insure timely payment of quarterly/annual commissions
• Supports data strategy and governance by performing data stewardship for commercial data
• Develop and improve global dashboard offerings for business partners and ensure on-going monitoring and analysis of business performance for the leadership team.
• Serve as global Subject Matter Expert (SME) for business data, systems, and processes under team’s area of support.
• Liaise with global IT to routinely scrub and clean data. Resolve data questions/inquiries from the field and internal partners.
• Integrate complex datasets in order to create a simplified view elevating the use of analytics by end users, globally.
• Regularly reviews field sales data. Provides key internal summary reporting for overall sales team performance.
• Manages all sales reporting tools, such as Business Warehouse, Power BI, Master Sales History File, Revenue Tracking, etc.
• Work closely with Sales Leadership in annual sales territory alignment changes.
• Adjusts all territory performance reports, and reporting tools appropriately when sales alignments are changed.
• Creates daily ad-hoc reports for global Sales and Marketing stakeholders.
• Participates in discussions with Sales Leadership and other internal stakeholders to develop the Incentive Compensation plans for the global sales teams.

Sales/Business performance data, analysis and reporting may include, but not limited to:

• Sales Hiring & RTV (Open HC, hiring cycle, rep turnover rates, Ramp to volume time)
• Pipeline /Funnel Health (velocity, cycle time, win rates, etc)
• Lead Generation and Conversion Rates
• Quota Attainment
• Deal Volume & Attachment Rates (Cross-selling, Upselling)
• Quoting & Discounting
• Pricing & Erosion
• Commercial Revenue Performance (Sales, Service, Customer Success, Distributors)
• Sales Enablement Tools Adoption
• Sales Revenue Forecast Accuracy
• NPI Forecast & Health

Key Requirements:

• Bachelor’s Degree or above, or equivalent combination of education and experience
• Minimum 5+ years of experience in commercial Sales/Analyst or similar role
• Must have strong commercial and business acumen and experience working with Salesforce.com and extensive knowledge of business intelligence tools (Business Warehouse, Business Objects, SAP, PowerBI, IBP)
• Ability to work cross-functionally in a fast-paced environment
• Must be results-driven with an aptitude to learn new systems and retain technical information
• Excellent communication skills and the ability to build relationships virtually
• Highly effective time management and organizational skills
• Process orientated, with a strong knowledge of selling, marketing, and the customer service process
• Proficient in MS Excel, Salesforce.com, SAP, BW, and PowerBI tools
• Experience in sales forecasting and process engineering
• Ability to navigate complex financial data and systems Deep knowledge of data transformation, harmonization, and integration for analytics purposes

Every day, Lonza’s products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically.

People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.

Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.