Andy Flynn
Paxton,MA
Summary
Seasoned, dependable and results-oriented Commercial Management professional with a proven track-record of success. Known for ability to work with all levels of the organization and provide meaningful insights with actionable recommendations to drive revenue growth.
Overview
19
19
years of professional experience
Work History
Director of Commercial Analytics
Akebia Therapeutics
Cambridge, MA
11.2023 - Current
- Highly visible role tasked with transitioning Incentive Compensation, Sales Reporting & Field Alignment from outside vendor Management to direct in-house Management.
- Transitioned all aspects of Incentive Compensation from outside IC Vendor to full in-house Management, including: IC Plan Design, IC Plan roll-out, Quota Setting, Performance reporting, IC Plan calculations & Payouts.
- Transitioned Field alignment process from outside vendor to in-house Management, including: Territory Sizing & geo analysis, Universe Updates & Zip to Territory updates.
- Transitioned Sales Reporting Platform (Mainsail) from outside vendor management to full in-house Management utilizing Tableau Sales Analytics
- Assumed Long term forecast model for Existing Drug (Auryxia) and built out comprehensive Long term Forecast model for Newly approved Drug (Vafseo).
- Provides sales team with weekly, Monthly and Quarterly Reports on Performance, Activities & Dispense Demand.
- Routinely provides Executive Leadership Team with Program Review, Investor & BOD Slide content.
- Responsible for Management of Commercial Operations Budget.
- Manages numerous Vendor relationships, including: 3rd Party Data, CRM & IT Configuration Vendors.
- Serves as Administrator for Veeva (Salesforce) CRM.
Director, Sales Operations & Commercial Analytics
BrainScope
Chevy Chase, MD
12.2020 - 11.2023
- Multi Faceted role with responsibilities including Commercial Analytics, Sales Operations, Sales Compensation, Commercial Forecast & Budgeting
- Responsible for Commercial Forecast & Budget and maintaining accurate and detailed 5 Year plan
- Implemented HubSpot CRM, including evaluation, back-end buildout & testing, program rollout, training and ongoing administration
- Partner with VP of Sales on Commercial Strategy, Market analysis & Quota setting objectives
- Provides monthly, quarterly and annual slide content for Board of Director & Investor meetings
- Routinely meets with 3rd party data vendors, acquiring and utilizing the most up to date information to drive strategy and revenue growth
- Point person for Pipeline management; hosting weekly meetings with sales team to discuss close dates, deal stages and forecast accuracy
- Developed and implemented a new set of Key Performance Indicators that aligned with commercial strategy; presented progress and findings to the Executive Team monthly
- Manages all aspects of Sales Compensation including quota assignments, design & administration of incentive compensation plans, and SPIFF roll-outs for all four sales channels
- Partner with CFO, HR and other functions as necessary to ensure alignment with other areas of the business; give presentations to all levels of employees, including All-Company Meetings, National Sales Meetings and Board of Directors
Director, Sales Operations & Analytics
Cheetah Medical Inc. (Acquired by Baxter)
Newton, MA
12.2018 - 12.2020
- Highly visible role reporting directly to the CFO and responsible for all aspects of Sales Operations & Analytics
- Responsible for Sales Territory design / alignment and provides valuable insights to Chief Sales Officer on Territory expansion / contraction
- Provides 65 person Field Sales Team with meaningful Targets & Leads using Sepsis data mined from CMS along with Commercial Claims data purchased from 3rd party Vendors
- Partnered with the Chief Strategy Officer to craft and implement a plan that reduced the attrition rate within current accounts to the lowest level in four years
- Led the Planning process and implementation of inside sales team with a focus on geographies that have no coverage from Field Sales Team
- Managed Microsoft Dynamics CRM and pipeline related reporting and led the integration efforts to transition the Sales Team to Salesforce CRM post Baxter acquisition
- Partnered with Sales Ops Analyst to develop and distribute performance based reporting to Field based sales team and routinely provided key insights to Sales Management
- Worked with CFO and Chief Sales officer to create meaningful content for quarterly meetings with the Board of Directors
- Participated in the M&A process preceding the Baxter acquisition and led the efforts to integrate all Cheetah Medical Finance and Analytics systems into Baxter post acquisition
Director, Corporate Analytics & Insights
Boston Heart Diagnostics (Acquired by Eurofins)
Framingham, MA
05.2018 - 12.2018
- Responsible for providing Commercial data, analytics & insights to key stakeholders within the Sales, Marketing and Billing / Reimbursement departments
- Responsible for providing meaningful Targets / Leads to 60 person sales team through data mined from CMS, Leakage and commercial claims sources which lead to the attainment of hundreds of new accounts
- Point person for all Managed Care Contract P&L Modeling and played a key role in negotiating above Market rates from two of the Largest national commercial payers
- Member of the M&A Due diligence team for parent company (Eurofins Scientific). Provides valuable insights on Sales Operations, Reimbursement & Managed Care for Numerous potential acquisitions
- Advised sister companies (Diatherix, NTD, EGL) with Business Intelligence and analytics at the request of Parent company. Provided companies with valuable insights into what is happening with their businesses through data analysis
- Routinely meets with Executive team and Members of the Board of Directors to discuss strategic planning and confidential deals
- Managed, developed, coached and mentored a team of analysts
Manager, Commercial Analytics
Boston Heart Diagnostics (Acquired by Eurofins)
Framingham, MA
02.2017 - 05.2018
- Promoted to highly visible role reporting directly to CFO with primary responsibility of delivering high quality and actionable analytics & insights to Senior Management with a focus on Sales, Marketing, Billing & Reimbursement
- Drove the continuous analysis of the business, including volume, reimbursement and profitability for the health plan, hospital, ACO and Employer channels
- Completed an overhaul of Companies KPI reporting metrics, providing actionable metrics to numerous departments on a daily basis
- Assumed role of Managing Sales Compensation and within 6 months redesigned the Area Sales Manager and Regional Sales Director Compensation plans to align with the companies growth strategy. Designed creative comp plan for newly formed Key Account Manager roles
- Pioneered creation of "Price Drivers Model" which changed the landscape at Boston Heart in terms of detailed level of analysis
Senior Financial Analyst
Boston Heart Diagnostics (Acquired by Eurofins)
Framingham, MA
11.2015 - 02.2017
Financial Analyst
Boston Heart Diagnostics (Acquired by Eurofins)
Framingham, MA
09.2013 - 11.2015
Reimbursement Analyst
Boston Heart Diagnostics (Acquired by Eurofins)
Framingham, MA
08.2011 - 09.2013
Reimbursement Analyst
Genzyme (Acquired by Sanofi)
Framingham, MA
12.2005 - 08.2011
Skills
- Excel
- Access
- PowerPoint
- Microsoft Dynamics CRM
- Salesforce CRM
- HubSpot CRM
- Tableau
- Cognos
- SAP
- QuickBooks
Education
Bachelor of Science -
Westfield state University
2001
Skills
- Sales Operations
- Commercial Analytics
- CRM Management
- Forecast & Budgeting
- Incentive Compensation
- Pipeline Management
- Data Modeling
- Client Profitability
- Strategic Planning
- M&A Due diligence
Skills
- JDRF
- American Diabetes Association
Timeline
Director of Commercial Analytics
Akebia Therapeutics
11.2023 - Current
Director, Sales Operations & Commercial Analytics
BrainScope
12.2020 - 11.2023
Director, Sales Operations & Analytics
Cheetah Medical Inc. (Acquired by Baxter)
12.2018 - 12.2020
Director, Corporate Analytics & Insights
Boston Heart Diagnostics (Acquired by Eurofins)
05.2018 - 12.2018
Manager, Commercial Analytics
Boston Heart Diagnostics (Acquired by Eurofins)
02.2017 - 05.2018
Senior Financial Analyst
Boston Heart Diagnostics (Acquired by Eurofins)
11.2015 - 02.2017
Financial Analyst
Boston Heart Diagnostics (Acquired by Eurofins)
09.2013 - 11.2015
Reimbursement Analyst
Boston Heart Diagnostics (Acquired by Eurofins)
08.2011 - 09.2013
Reimbursement Analyst
Genzyme (Acquired by Sanofi)
12.2005 - 08.2011
Bachelor of Science -
Westfield state University
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