Business Analyst, Sales Operations

Type: Permanent position
Location: Montreal - Head Office
Department: Finances and Operations
Reports To: Director, Sales Operations and Forecasting

Summary of Purpose:
This position supports the activities of the sales operations function. The successful candidate will support the commercial portfolio in making competitively superior business decisions by defining market trends, identifying market opportunities/challenges through the appropriate use of quantitative and/or qualitative techniques. The role also supports the organization during Budgets, Strategic Planning and Monthly Updates by leading brand forecasting in both the pre-launch, launch and in-line phases for our suite of products. This position will support the delivery of strategic initiatives that facilitate the attainment of Sales and Marketing’s OCPI sales and profit plan objectives on a National, Provincial, District and Territory basis. Working with the Canadian Commercial Team, this position is responsible for supporting the development of all sales incentive plans, sales force alignments, call plans, strategic targeting plans, and various sensitive initiatives supporting GP, Specialty and Hospital based sales forces. This position requires the ability to positively influence a variety of people, process and system development within Sales Operations and cross-functionally. This position requires strong collaboration skills, strong customer focus, and the ability to effectively interact with a variety of internal stakeholders, departments, sales and marketing management, strategic partners, market intelligence, and outside vendors. This position will report directly to the Director, Sales Operations and Forecasting.
A career with Otsuka will offer you the opportunity to work in an exciting, fast paced and rapidly growing organization. The position will provide you with challenging and interesting work in a team environment where you will have the opportunity demonstrate your expertise and leadership skills to contribute to shaping this new Canadian company for success.

Key Job Responsibilities

  • Provide market and prescriber analytics that drive strategic business decisions
  •  Support brand teams through the production of brand scorecards
  • Actively participate in the development of annual business planning for key brands
  • Liaise with co-commercialization partners as appropriate to build alignment
  • Leverage Global/US/other resources to promote synergies/import best practices as appropriate
  • Provide support for and lead special projects


  • Develop and maintain brand forecast models (patient-based, prescription based etc., national, provincial, by SKU as appropriate)
  • Track brand performance through scorecards or other appropriate vehicles
  • Build a network across Otsuka affiliates to support hypothesis building and import best practices in modeling
  • Work cross-functionally to gather forecast assumptions, risks and opportunities regarding the brand forecasts
  • Lead internal meetings to build alignment around forecast assumptions
  • Liaise with co-commercialization partners as appropriate to build alignment


  • Accountable for supporting timely creation of all Sales Incentive Plans (SIP) that align with Brand strategies for all OCPI Pharmaceutical Sales Divisions and various field based operational roles as needed.
  • Manage a variety of internal and external customers to facilitate the flow of information throughout the company for improvement of sales processes. Actively participate and make recommendation for refinement to business plans, sales force goals, and sales forecasts based on reports, analyses, and data generated from the sales force reporting systems.
  • Support the development and maintenance of territory, district, provincial and national sales force alignments
  • Implement appropriate tools within OCPI to ensure a high level of analytics and reporting, incorporating best practices from the US as well as sourcing Canadian tools to support the business.
  • Develop and maintain stringent quality control process and measures that ensures the accuracy of all reports and information disseminated from Sales Operations – Canada
  • Support the maintenance of CRM (Veeva) system
  • Reporting Safety Information, Product Quality Compliant and Customer Feedback as per training on current procedures
  • Performs other related duties as required

Qualifications and Key Competencies:

  • Bachelor’s degree in Business, Information Systems, Management or related field
  • Minimum 5 years pharmaceutical industry experience
  • Experience / knowledge of sales operations, targeting & alignments, training, marketing or other similar department is required
  • Experience / knowledge of working in Matrix Management Structure with Project Management, and Coordination in a Team environment
  • Proficient in Analytics and strong excel spreadsheet, Access DB and PowerPoint skills are a must
  • Experience/Knowledge of VEEVA CRM an asset
  • Experience with managing systems (data warehousing) and knowledge of SQL a plus

Supervision of Others:

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