Associate Director Sales Operations

Michael Tedesco

** ****** ***. **** *******, NJ *7480 Cell: 908-***-**** Email: **********@*******.***

Summary:

20+ yrs. experience in data analysis and analytics development for Pharma/Biotech, in the retail and hospital space.

Held leadership roles across multiple divisions in Commercial Analytics, Sales Operations & Portfolio Management.

Possess expertise in financial analysis, new and existing Rx product forecasting, and Sales force Optimization.

Salesforce CRM expert in platform design & creating reports that provide insights to optimize Rep performance.

Expert in multiple 3rd Party Data; IQVIA, Specialty data, Claims analysis, Definitive Health, and an array of BI platforms.

Experience:

2023-2024 Eugia Pharmaceuticals (Aurobindo Generic Injectables Hospital Division) East Windsor, NJ

Associate Director Business Analytics & Insights

Partner with Marketing and Sales to plan and execute key initiatives based on data driven insights.

Analyze post launch activity, develop key metrics including market share, volume & pricing trends.

Collaborate cross-functionally to align on strategy, share insights to maintain a $400M in line product portfolio.

Identifying business needs proactively and leading the day-to-day relationship and projects with 3PLs.

Develop KPI reports (market pricing, share analysis, etc.) to support ops, sales, and business leadership.

Implement AI SFDC system for BI purposes targeting all key stakeholders in leadership, sales, and marketing.

Contribute to the improvement of operational metrics (revenue, utilization, client satisfaction and opportunity pipeline) through the execution and development of operational processes.

2021-2023 Eagle Pharmaceuticals Inc. Woodcliff Lake, NJ

Associate Director, Sales Operations & Analytics

Provide Data Analytics, KPI Tracking, CRM Support, and IC analysis to a hospital sales force of approx 70 Key Account Managers, Regional Sales Directors, and National Account Managers.

Partner with cross-functional stakeholders to meet the evolving analytics and reporting needs of Oncology and Hospital business group thereby delivering strategic value to stakeholders and enabling brand growth.

Provide recommendations and business requirements to deliver a business intelligence AI system for the Sales & Marketing organization utilizing internal & external datasets from across the organization.

Salesforce (Ranger level) expert in creation of platform functionality, report building, and customizations.

Create sales organization alignment/segmentation and targeting to optimize field force effectiveness.

Leverage data analytics tools to identify insights that allow leadership to make data driven decisions.

Collaborate with sales leadership to establish goals and KPIs that measure performance on reach & frequency.

2020-2021 Becton Dickinson – BD Franklin Lakes, NJ

Sr. Manager Global Transparency Reporting & Operations

Program manager for multiple countries across Europe and Asia Pac managing annual transparency filing processes required by individual country legislation i.e., USA Sunshine Act, or code of conduct.

Conduct ERP system audits with international colleagues to determine if specific transfers of value to Health Care Professionals and/or Health Care organizations meet each country’s legislative guidelines.

Create metrics & analytics suite of reporting through Excel, Power BI, and other local tools used by BD associates in countries outside the US.

Possess expert knowledge of transparency legislation and/or code of ethics across major countries in Europe.

Provide transparency program milestone updates to senior leadership & convey new ideas or tactics as the laws and codes evolve across Europe due to increasing privacy legislation.

2018-2019 Reckitt Benckiser - RB Parsippany, NJ Sr. Manager, Commercial Brand Analytics – RB Health

Deliver weekly & monthly analysis and reporting of business performance with the focus of delivering insights into what is driving growth and what is limiting it.

Report & provide analysis to brand managers around monthly KPI trackers to assess cross functional performance which drives commercial growth platforms.

Creation of Sales Force dashboards to assess impact of sampling & calls vs Neilson Data based on zip/terr files.

Provide primary market research metrics to Sales Force Operations partners & manage the IQVIA 3P relationship with quarterly updates to the survey provided to OBGYNs and new moms.

Support the commercial team with ad hoc analysis of their customers and their portfolio.

Utilize consumer data sources that can be leveraged as a starting point to deliver key insights and analysis i.e. Nielsen AOD data, Amazon 1P-3P data, and other customer retail portals.

Bring together data points from various data systems (POS, media metrics, and category metrics).

2018 Virtus Pharmaceuticals (6-month Contract) Langhorne, PA Manager, BD & Market Analytics – Portfolio Management

Selection & Prioritization of organization pipeline as well as evaluation of all BD&L potential deals.

Create NPV and IRR models to determine overall product value / ranking within the organizational pipeline.

Monitor market events that may present opportunities, i.e., government regulations, competitor quality issues as well as product launches that indicate competitive strategy and technological capabilities.

Collaborate closely with cross-functional teams to aggregate and understand forecast inputs.

Support development of portfolio plans, including customer segmentations that inform marketing decisions.

Create monthly / Quarterly Executive dashboards highlighting key market trends in the existing portfolio.

Coordinate New Product Launch Set-Up, Launch Packets, HDA forms, communicating product launches to 3rd parties and other NPL activities.

2015- G&W Laboratories Inc. Piscataway, NJ

2017 Sr. Product Manager, Sales & Marketing

Generate monthly customer level forecast for all In-line G&W products.

Manage new product launch activities which include forecasting, market share analysis, customer order analysis, demand & inventory planning.

Prepare Sales and Marketing Materials for In-line as well as new products.

Provide recommendations and support for product selection by utilizing BI tools & industry data sources.

Act as liaison between Sales team and Supply Chain partners to optimize demand planning schedule.

Update all product aspects of company website & other promotional materials.

Provide gross to net sales reporting and sales analytics for monthly/ quarterly executive briefings.

2014- Johnson & Johnson Consumer Inc. Skillman, NJ

2015 Sr. Manager, Portfolio Management & Analytics (Supply Chain PMO)

Responsible for production and presentation to senior leadership of the monthly and quarterly scorecards for the Consumer Supply Chain Project Management organization.

Drive established governance & project prioritization processes to ensure consistency in definitions across functions to optimize overall project planning and execution.

Prioritize supply chain disruption projects vs. Cost improvement programs while leveraging the existing pool of internal resources to best achieve J&J Consumer organization growth targets.

Developed project management KPIs and utilized analytics to measure and improve project cycle times, estimated budget spends, and resource allocation.

2010 - Sandoz Inc. (Novartis Pharmaceuticals) Princeton, NJ

2013 Portfolio Manager, (Pipeline, Project & Launch Management)

Selection & Prioritization of $2BB estimated pipeline as well as evaluation of all BD&L potential deals.

Execute sales forecasts for potential R&D targets.

Perform secondary market research analysis on branded products / therapeutic categories to select high value candidates for generic product selection.

Analyze branded product market share, competitive landscape, as well as other qualitative metrics.

Create NPV and IRR models to determine overall product value / ranking within the organizational pipeline.

Lead, develop, and manage market assessments for business development and LCM initiatives.

Develop scenarios based on financial and market analysis and provide recommendations to increase revenues and profitability of existing portfolio and new licensing opportunities.

Analyze market segments and competitors using data to translate insights into actionable recommendations.

Performed the product forecasting due diligence during the Fougera acquisition.

Supporting Business Development with the generic product forecast and timelines through all stage gates from development through product launch to make sure the partners timelines match up with expectations.

2009 - The Harvard Drug Group, LLC Livonia, MI

2010 Senior Product Analyst: Harvard Drug Group / Major Pharmaceuticals (Wholesale & Private Label)

Lead and collaborate with cross-functional teams to align sales objectives for strategic customer targeting.

Accountable for developing metrics to analyze sales force effectiveness, conducting ongoing and ad hoc analyses, and providing actionable insights and recommendations to Marketing and Sales Leadership

Provides updates for upcoming generic new entrant product launch timing, estimated purchasing volumes, and target manufacturers.

Develop summaries and action steps based on internal research results to optimize generic product purchasing for newly launched products in the market.

Analyzes the competitive environment and makes strategic pricing and bundling deal recommendations to offer target customers.

Collaborate with sales leadership to develop incentive compensation plans, calculate payouts, and establish sales force bonus structures.

2006 - Mylan Pharmaceuticals Inc. Morgantown, WV

2009 Sr. Product Selection Analyst

Product Portfolio Management / Market Research & Business Analysis

Identify, define, and categorize the universe of branded products / opportunities.

and align them to Mylan’s internal development resources.

Design ROI analyses interpret results and provide recommendations for marketing initiatives.

Identify and analyze products of opportunity in the oral solid arena by performing gross margin analysis, market share assessments, and pricing trends.

Develop preliminary Generic forecast based on competitors and top line pricing assumptions.

Leads competitive threat assessments to develop rigorous assumptions about key competitors.

2003- IMS Health Inc. Totowa, NJ 2006 Sales Management Analyst / Market Research Analyst

Client Services: North America

Analyze national and sub national sales / market Trends for client data investigations.

Expert knowledge of the DDD and Xponent subnational sales & prescription databases.

Process / maintain territory alignment files and prescriber targeting files.

Provides an objective commercial viewpoint based on an in-depth understanding and analysis of commercial, clinical, and scientific competitive information. NSP, NPA & Plan Trak.

Knowledge of Incentive Compensation models and program analysis.

Assist in Incentive Plan and tracking analyses; perform quality control to maintain high levels of accuracy.

West Virginia University 2003 Graduate Morgantown, WV

Bachelor of Arts in International Business

Salesforce (SFDC) Expert Admin – Power User (Ranger Ranking)

Expert user in Microsoft Excel & PowerPoint.

IQVIA expert - National & Sub-national Data (SMART Tool NPA, NSP, PlanTrak, DDD, and Xponent).

Nielsen AOD (National Point of Sale Data) for the consumer industry

Whiz.ai (Data Analytics Tool) Power User & Admin

AlignStar - Zip/Territory Field Force Alignment Tool User

Chargebacks, 867, 852, and all other 3rd party financials.

Definitive HealthCare Power user & expert in Claims Data analysis (DHC & IQVIA)

Tableau – Intermediate Level User

Veeva CRM Platform

Power BI – Intermediate Level User

Oracle (Business Intelligence) Dashboard Report user.

Service Now (Snow)

SQL – Intermediate user

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