Data analytics, forecasting, market research and sales operations

D E E P I K A P H A D K E

***** ***** ********* **, *** 628 Richmond, VA 23233 *********@*****.*** 704-***-****

Business Forecasting and Market Analytics Manager

“Specialist in Competitive Intelligence, Data analytics and Forecasting”

Multifaceted, highly motivated and self driven senior business forecasting and market analytics professional seeks position with an organization that welcomes initiative, dedication and demands excellence in consistently meeting business objectives and exceeding standards. Offering 11 years of high level sales and marketing analytics expertise complimented by solid project management acumen in pharmaceutical/healthcare industry

AREA OF EXPERTISE

• Business Intelligence

• Market Research

• Competitive Intelligence

• Product Management

• Data analytics

• Forecasting

• Sales Analytics

• Managed Care

CAREER MILESTONES

● Build and implemented forecasting operations and function within 3 months of joining a new company

● Signed new clients by implementing business development strategies contributing more that 15% of total business unit revenues each year

● Managed efficiently atleast 5 complex engagements simultaneously at any given point which involved multiple stakeholders

● Gained international (US, Europe and Asia) industry exposure over the years to augment understanding of market dynamics and complex business situations

● Devise and executed new service ”in-licensing assessment” utilizing innovative networking and marketing strategies to enhance service offerings

● Dynamically represented company at several conferences and workshops to further establish company brand and services in larger markets, with noticeable after effects in terms of sales growth

● Acquired multifaceted skill set by consistently performing in diverse functional roles, ensuring swift career growth within same organization

● Drastically improved team productivity by successfully implementing SOPs for project execution and management within 6 months of implementation

EMPLOYMENT HISTORY

Reckitt Benckiser Pharmaceuticals (Dec 2010 – To Present)

Manager, Business Modeling – Business Analysis RICHMOND, VA

Responsible for Business Analysis and business modeling for Pharmaceutical business. Major responsibilities at broad are stated below:

● Business Modeling:

o Conceptualizing and building business forecasting model for brand and brand extensions

o Provide the forecasting guidance to Finance, marketing and sales operations

o Pricing strategies and model for future pricing decisions

o Tracking annual and 3 forecast plan and provide strategic inputs to various departments

o Tracking and forecasting Trade Spend for contracts, Medicaid and Medicare

● Commercial Analytics:

o Build and monitor ROI model for all ongoing promotional programs and provide reports to all internal teams

o Managing sales operations and reporting for 200 sales force employees

o Responsible for commercial analytics: market research, sales analytics and managed care

Upgrading and enhancing data analytics with advanced analysis

Understanding payers and contracts impacting rebates for the forecasting decision

Risk management responsibilities: involves indentifying and tracking the parameters on ongoing basis

Implement critical market research project evaluating different needs from marketing and pharmacovigilance team

o Vendor Management: Responsible for project and data delivery from key vendors like IMS, WK and Market Research agencies

● Product Management:

o Assisting product management team for budgeting, promotional activities and new product launch

o Collaborating for media planning and marketing campaigns.

o Tracking patient and Physician perception and prescriber trends through focused market research project

PharmARC Inc. (Now IMS Health) - (Jan 2004 – Nov 2010)

Senior Business Manager – US Operations (Jan 2008 – To date) CHARLOTTE, NC

Responsible for project management and client management for major pharmaceutical in US based at Charlotte, NC. Major responsibilities at broad are stated below:

● Client management activities involved:

o Business Meeting with key clients for new business opportunities, proposal presentation and project set up and deliverable presentation

o Developing innovative business development strategies, initiate the pilot projects, measure the success and then implement across the company

o Escalation and client expectation management for ongoing engagements

o Coordinating with internal teams for RFPs, proposal and project deliverables

● Providing consultancy to major pharmaceutical/ healthcare clients with expertise in competitive intelligence, data management, market assessments and market research

o Providing insightful and innovative solutions was major focus which helped to excel in all my consultancy assignments

o Hands on experience with data analysis on various sales and clinical databases: IMS Xponent, Verispan, NDC and other datasets

o Project management for primary and secondary market research

Engagements Handled

Company A (Pharmaceuticals, US) - On-going long term program involved support to the pipeline and Licensing group for new lead identification, analysis for due diligence and financial assessment. Major responsibilities involved onsite analytical support, project management and client relationship management:

● Lead identification: Create a database for qualifying products based on: development phase, clinical profile and market assessments

● Lead assessment: Develop detailed clinical and market profile for the company and lead product with launch scenarios and competitive assessment

● Financial Assessment: Forecasting with M&A models

● Project Management: Manage and coordinate due diligence for various lead project

Company B (Pharmaceuticals, US) – Engagement focused on market expansion strategy and assessment for major cancer types in emerging markets (BRICTMK). Responsible for onsite project execution and management included:

● Primary and secondary market research for opportunity assessment

● Data analysis for regional data bases for epidemiology, treatment patterns, cost of therapy and manufacturing cost

● Developing opportunity attractiveness grid for each country

● Providing actionable strategies for each countries for top 3 cancer types

Senior Client Manager – (July 2004 – Dec 2007) ASIA and EUROPE (London)

● Heading a functional group with expertise in market assessment and data analytics executed and managed more +100 projects every year

● Client relationship and project management for existing major pharma clients in Europe

● Roles and responsibilities involves:

o Project Management – Managing, Implementing and conceptualizing sales and marketing projects

Managing complete project life cycle with analyzing the RFP, mapping the scope and requirements with best fit solutions, writing the proposal, client communications, Project plan (Internal and Client), resources management and managing project execution

o Team Management – Heading the team of 25 business analyst and Consultants

Projects Handled

Company C (Pharmaceuticals, Germany) - Long term engagement focused on providing analytical support to the global pipeline team with focus on oncology, respiratory and metabolics therapy areas

● Situation analysis for various specialty drugs like sales impact on its product, Post Vioxx withdrawal

● Development of Key Opinion Leader (KOL) web based tool for 2 major indications

● Primary market research project coordinator: identifying the need, finalize RFPs, coordinate with various vendors and providing inputs for selection

● Comprehensive reviews of disease areas with situation analysis, size of indication and market analysis

● News briefs on market dynamics for metabolics, oncology and cardiovascular

● Competitive Intelligence for pipeline drugs on quarterly basis

● Comprehensive review of clinical trials for the new drugs in development

Company D (Pharmaceuticals, UK) – Supported forecasting group in annual, quarterly and launch forecasts for pipeline and market products. As a Lead consultant and project leader involved in:

● Developing sales forecast models for products in various therapeutic areas, and performing financial analysis (such as break-even, ratio and sensitivity analyses)

● Communication for new market, go-to-market strategy

● Analyze competitive threats for different therapeutic areas

● New market opportunity assessment

● Evaluation of e-marketing strategies for products in various therapeutic areas like Osteoporosis and Arthritis

Domain Business Analyst (Jan 2004- June 2004) INDIA, ASIA

● Executing data analysis with IMS sales/ prescription, Verispan and NDC datasets

● Providing market/product assessments for mergers & acquisition, in-licensing and pipeline projects

● Developing scenarios to represent real life situations, such as interaction between physicians and patients

● Product segmentation by packaging strategies

Nicholas Piramal India Ltd. (May 2001 – Dec 2003) INDIA, ASIA

Assistant Manager – Strategic Marketing (Jan 2003 – Dec 2003)

• Develop, internalize and implement business strategies as a part of the “Effective Sales Force” Program

• Analyze the market data and interpreting the same to make a robust marketing plan to maximize the market share

• Develop comprehensive brand plan, budget, product positioning, track of competitor brands and their promotional activity, analysis of sales trend, brand training of new sales officers, organizing and conducting doctor education seminars, developing ‘Corporate Doctors’ through business development activities

• Develop and amend the brand strategies according to market situation with product managers

• Strategic implementation of the customer relationship enhancing activities

• Key account management activities tracking

Analyst - Special Projects – (May 2001 - Dec 2002)

• Analyze the market potential, customer segmentation and targeting according to the product mix of each individual division

• ‘Core Team’ member responsible for many sales force initiatives in the company

• Coordinator for conducting special promotional campaigns for diabetes range

• Responsible for the sales and target achievement for the territory

ACADEMIC PROFILE

• Masters in Business Administration -Devi Ahilya University. India; Specialization- Marketing (1999-2001)

• Bachelor of Science-Devi Ahilya University. India; Majors-Chemistry, Botany & zoology(1995-1998)

COMPUTER PROFICIENCY

• Certificate Course: Diploma in information management (2yrs) and 2 months courses in Database Management Systems

• MS - Word, MS - Excel, MS – PowerPoint, Business Object and SQL data query application

PROFESSIONAL PROFICIENCIES

• Spearhead all the aspects of managerial support, including communication, troubleshooting, operations, training and documentation

• Negotiates vendor and client contracts with skill necessary to execute mutually beneficial business deals

• Identify, establish and manage strategic relationships to leverage significant long term business opportunities

• Build solid reputation for effective leadership by implementing process innovative techniques, overseeing business goals, protocol and functions

Contact this candidate