Norstella is a group of prominent pharmaceutical solutions providers – Citeline, Evaluate, MMIT, Panalgo, The Dedham Group – that help clients navigate complexities at each step of the drug development life cycle, from pipeline to patient.

The Win/Loss Insights Analyst will be responsible for systematically analyzing sales opportunities to understand the factors contributing to wins and losses. This role is critical in providing insights to improve the sales process, strategies, and overall performance. The ideal candidate will have a strong analytical mindset, excellent communication skills, and the ability to work collaboratively across departments.

Responsibilities

Data Collection and Analysis:

• Collect and analyze data on sales opportunities, including won and lost deals.
• Develop and maintain a database of win/loss data.
• Use statistical tools and methodologies to identify trends and patterns.

Interview And Feedback Gathering

• Conduct interviews with sales representatives, prospects, and customers to gather qualitative insights.
• Develop surveys and questionnaires to gather feedback from stakeholders.

Reporting And Presentation

• Prepare detailed reports and presentations on win/loss findings for senior management and sales teams.
• Highlight key insights, trends, and actionable recommendations to improve sales strategies.
• Provide insightful executive presentations and deliverables.

Process Improvement

• Collaborate with sales, marketing, and product teams to implement changes based on win/loss analysis.
• Provide feedback and recommendations to refine sales processes and training programs.

Competitor Analysis

• Monitor and analyze competitors’ strategies and performance in relation to wins and losses.
• Provide competitive intelligence to the sales team to enhance positioning and approach.

Performance Metrics

• Track and report on key performance indicators (KPIs) related to win/loss outcomes.
• Measure the impact of changes implemented based on win/loss analysis.

Program Development

• Work cross-functionally with product experts, sales, marketing, and other stakeholders to develop a program for the collection of win/loss information.
• Drive a plan and agenda for the systematic gathering and analysis of win/loss data.

Systems And Tools

• Participate in vendor selection of solutions to support the gathering of customer information (i.e. survey technology, Gainsight, Gong etc.)

Qualifications

• Education: Bachelor’s degree in business administration, Marketing, Data Science, or a related field.
• Advanced degree (MBA, MS) preferred.
• 5+ years of experience in sales analysis, business analysis, or a related field.
• Proven experience with win/loss analysis is highly desirable.
• Familiarity with pharma data research and the drug development lifecycle is required.
• Experience in the pharmaceutical industry related to the company’s products/services.
• Knowledge of statistical analysis and data visualization techniques.
• Ability to manage multiple projects and meet deadlines.
• Strong analytical and problem-solving skills.
• Proficiency in data analysis tools (e.g., Excel, SQL, Tableau).
• Excellent communication and presentation skills.
• Ability to work collaboratively with cross-functional teams.
• Strong organizational skills and attention to detail.
• Familiarity with CRM systems (e.g., Salesforce) and sales processes.
• Self-starter, self-motivated, and capable of developing and driving a program for win/loss information collection.

Location: Remote