Director of US Sales Forecasting

Lake County, IL, United States
Dec 17, 2020
Required Education
Bachelors Degree
Position Type
Full time
About AbbVie
AbbVie's mission is to discover and deliver innovative medicines that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas: immunology, oncology, neuroscience, eye care, virology, women's health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at . Follow @abbvie on Twitter , Facebook , Instagram , YouTube and LinkedIn .

The objective of the Forecasting organization is to develop provide financial support to franchise leadership and senior management for making strategic decisions which impact the Area $40Bn in annual sales. The primary areas of focus for the Forecasting organization are to provide forecast and financial modeling to guide revenue projections, enhance resource allocation, assess impact of business development opportunities, assess impact of wholesaler buying patterns, determine material resource requirements for production and establish quotas for incentive planning.

The Director, Sales Forecasting is responsible for coordinating, developing, and executing forecast/financial modeling which supports operational and strategic execution of the US President, VP Controller, Commercial VPs and General Managers of each franchise. The Director must have strong knowledge of the business environment for each franchise through communication with the Commercial Vice Presidents and franchise VPs/general managers and must objectively determine the impact of changing business conditions on the forecast process. The Director provides guidance to the forecast managers who are assigned a respective franchise for which they will provide forecast support.

The forecast function requires a strong understanding of the business, working knowledge of a number of other technical areas, including financial modeling, primary marketing research and secondary syndicated data sources.

The Director also has human resource, budgetary, operational, analytical and training/development responsibilities for his/her staff.

Key Responsibilities Include:
  • Apply extensive knowledge of business conditions and marketing strategy for each franchise through interactions with Commercial Vice Presidents and General Managers and multiple other cross functional areas including Pricing, Commercial Finance and Commercial Analysis
  • Lead forecast process and supporting documentation for annual Plan, annual LRP, monthly LBEs, Update and S&OP processes and identify related performance gaps, present to Area, Global and Corporate senior leadership
  • Coordination and presentation of forecasts for monthly LBE process to senior management, Commercial Vice Presidents and Franchise leadership
  • Develop Forecasting excellent competencies for the new AbbVie by leveraging industry best practices (e.g., machine learning, artificial intelligence, regression analysis tools, standardization, forecasters playbook, and Planning Future Fit)
  • Collaborate with Global Commercial and Operations to support the Finance and Executive S&OP process for on-market brands, legacy Allergan brands and pipeline products
  • Provide strategic financial analyses and market understanding to support go/no go decision on licensing evaluations and business opportunity assessments
  • Prepare financial valuations for phase IV studies for in-market products
  • Deliver strong communication with upper management on forecast issues, process, and rationale
  • Provide ad hoc analysis on many technical performance related issues and communicate resolution in clear, concise manner
  • Recruit high potential analytical talent and develop a coordinated, productive, and highly motivated staff


  • Bachelor's Degree: Finance or Accounting
  • 12-15 years overall business experience, preferably in a pharmaceutical environment, including 4-6 years of management experience leading an organization and 3-5 years commercial finance (preferable supporting a commercial or marketing organization).
  • Proven ability to utilize statistical and modeling techniques to create predictive analyses.
  • Strong knowledge of healthcare environment and pharmaceutical industry.
  • Ability to analyze complex data sets and develop clear conclusions and recommendations regarding business opportunities and challenges.
  • Demonstrated ability to network/partner effectively across functional areas and with varying levels of management.
  • Demonstrated leadership skills to build, motivate and influence teams.
  • Proven ability to design and manage multiple tasks concurrently in a dynamic environment within given timelines.
  • Excellent problem-solving, communication and presentation skills.
  • Experience working with pharmaceutical sales and marketing organizations a plus.
  • Demonstrated ability to hire, motivate, and retain a high performing team.

  • Masters Degree: MBA, CPA preferred
  • Prior pharmaceutical forecasting or commensurate experience/expertise is strongly desired.
  • Experience in a manufacturing, pricing or distribution environment beneficial.

Key Leadership Competencies:
  • Builds strong relationships with peers and cross functionally with partners outside of team to enable higher performance.
  • Learns, fast, grasps the 'essence' and can change the course quickly where indicated.
  • Raises the bar and is never satisfied with the status quo.
  • Creates a learning environment, open to suggestions and experimentation for improvement.
  • Embraces the ideas of others, nurtures innovation and manages innovation to reality.
  • Inspires team with compelling vision

Significant Work Activities
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Job Type
Job Level Code
Equal Employment Opportunity
At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.