Lupin Pharmaceuticals (Company Headquarters)

  • Pricing & Sales Analytics Manager

    Job Locations US-MD-Baltimore
    Posted Date 4 weeks ago(9/25/2018 8:47 AM)
    Job ID
    # of Openings
  • Overview

    Reporting to the Sr. Director of Marketing &Financial Services, the Manager - Pricing & Sales Analytics will assist in the identification of sales and margin enhancements by identifying targets (customer and products), developing models and reporting, and tracking sales activity.  This position will develop/update financial models, which could include profitability models, launch tracking grids, and sales analytics.  The Manager - Pricing and Sales Analytics will also align with the Finance and Accounting group as it relates to notifications of business impacts to ensure proper accrual methodology. 


    • Works closely with the Sales and Marketing team to support Rx Generics strategy to achieve sales objectives (market share, sales and margin) which correlates to successful product launches, increases market penetration and profitability on the new and inline product portfolio.
    • Provides analysis and financial models to support Sales and Marketing objectives that are related to both the strategic and tactical sales and marketing plans.
    • Develop rigorous processes and procedures with documented work flows in order to manage the Pricing function and team.
    • Maintain a comprehensive understanding of the current generic market landscape for all products in the portfolio.
    • Closely collaboration with Product Management team, sharing updated and accurate pricing intelligence to support effective decision-making across the inline and new product portfolio.
    • Track and maintain a database of competitive pricing for the inline portfolio across all customers and products, including wins and losses on RFPs.
    • Compile robust and thorough analyses of win-loss ratios for all RFPs to identify external pricing trends, threats, and opportunities across the customer base.
    • Evaluates contract proposals, pricing, financial modeling and ROI analysis, incremental sales and optimal profitability.
    • Assists in the management of analytical tools used for forecasting and reporting, as well as managing the process of developing and delivering the budget to internal stakeholders.
    • Provides key insights on account activity for incorporation in standardized and ad-hoc reports
    • Research, evaluate and respond for pricing challenges/bids presented by customers or sales team for assigned customers.
    • Facilitate customer RFPs by utilizing established pricing strategies and applying to bid analysis. Analyze the value of losses, awards, and retained business once finalized bid results are received and communicate such results internally, as appropriate
    • Assist in developing new product launch analysis and pricing strategy
    • Understanding market dynamics for assigned customers, including business performance and trends.
    • Develop and implement processes to continuously monitor customer prices to ensure overall company profitability goals are met and use market intelligence to establish competitive and profitable product pricing strategies.
    • Review each customer’s profitability to determine if it is at the expected level and, if not, work with the assigned business analyst to address unprofitable products and adjustment opportunities.
    • Review profitability of products families, and develop plans to improve profitability of underperforming items.
    • Quarterly review and update WAC pricing as needed to maximize the profitability of indirect business.
    • Utilize pricing guidelines to analyze ad hoc price challenges and annual pricing bid reviews - identify products to defend, to aggressively pursue, or to increase the price to maximize profitability.
    • Develop and implement systems as needed to improve the accuracy and efficiency of department tasks.
    • Identify and correct pricing inconsistencies between direct customer, indirect customer and wholesaler contracts to ensure pricing stability.
    • Special Projects as needed.


    • BA/BS degree in Science, Business or Marketing (MS in Marketing or MBA preferred).
    • A well rounded professional with 5+ years of experience in the Generic Rx pharmaceutical industry to include 2 or more years of leadership in an organization of similar or greater complexity and revenue size.
    • Strong leadership skills, high energy, and a passionate champion for the business with an ability to quickly establish credibility throughout the organization.
    • Strong analytical skills, analyzing market research results to turn data into actionable insights, and a strong focus on business analytics as a means to improve and grow the business.
    • Excellent organizational and communication skills and an ability to work with diverse internal and external constituents.
    • Demonstrated ability to prioritize, plan and execute multiple short- and long-term projects, while meeting all deadlines.
    • Strong ability to identify/anticipate opportunities, challenges and road blocks, while maintaining a solutions-focused approach and develops plans accordingly.
    • High level of computer office proficiency required, especially in Excel, PowerPoint and Word
    • Proficiency in managing and directing agencies and strategic vendors.
    • Managing and working within budgets.
    • Ability to collaborate across multiple priorities and internal and external functional groups.


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