Kalyani Nivsarkar
Pune
Summary
I am a business analytics manager with 11+ years of experience in commercial analytics and operational engagements for pharma, medtech, and other industries. I have helped multinational clients achieve their brand strategic objectives through various engagements within incentive compensation, omnichannel marketing, and field force management verticals. I have experience leading multi-million dollar sales compensation programs for medium to large-sized pharma clients where we have designed fair and motivating compensation plans and supported the administration of payouts to sales force teams through impactful reporting and performance tracking. I lead a medium-sized team of ~40-50 talented individuals where we drive impact for our clients by developing high-quality recommendations/ deliverables on compensation design and reporting through collaboration and team work.
Overview
17
17
years of professional experience
Work History
Decision Analytics Manager
ZS Associates
06.2021 - Current
- Led a space of ~30 members that specialize in delivering sales compensation design engagements across multiple clients in Pharmaceutical, Medical Technology and other industries within US and Ex US markets
- Led incentive compensation program for a mid-size pharma company administering payouts for a field force of ~1100 personnel with the help of a team of ~12 members in face of multiple launches and org structure changes
- Led omni channel performance and insights generation for a big pharma client helping drive investment decisions worth x$ across multiple drugs
- Streamlined processes on multiple analytics and reporting projects to enhance accuracy and reduce errors, ensuring high-quality deliverables for our clients
- Led multiple thought leadership initiatives such as sales compensation benchmarking, written POVs and articles in areas such as compensation in non traditional roles, drug launches, AI in compensation etc..
- Supported commercialization and provided SME support for development of incentive compensation design platform
- Mentored junior analysts in data modelling and reporting projects, elevating their analytical skills and contributing to team success.
Business Operations Consultant
ZS Associates
06.2019 - 06.2021
- Led cross-functional teams to implement reporting processes and insight generation for omnichannel marketing tactics for a big pharma company
- Collaborated with technology leads to develop a streamlined data quality management system for omni channel activity data received from third party vendors
- Closely collaborated with Associate director and Sr Director of Analytics of a big pharma company to develop insightful recommendations to improve the effectiveness of omnichannel marketing campaigns
- Developed compelling storyline on insights and recommendations to drive investment decisions
- Led a group of analysts to recommend robust incentive compensation plan designs for multiple clients in pharma and medtech industries through retrospective data analytics and predictive financial modelling
- Led Incentive compensation benchmarking exercise across multiple clients to develop annual compensation benchmarking report for medtech, pharma us and Ex US markets
- Conducted training sessions for analytics team in big pharma clients in their GCC centers on incentive compensation design concepts
- Supported leadership on multiple thought leadership initiatives and point of view development
- Worked closely with management to improve team engagement and collaboration
- Supported hiring of new joiners by conducting interviews and onboarded them by developing systematic learning plan on platforms like degreed
Business Operations Associate Consultant
ZS Associate
03.2016 - 06.2018
- Led data analytics and modelling on multiple incentive compensation design engagements including retrospective performance data assessment, plan recommendations and modelling and plan communication development
- Developed a refreshed template for incentive compensation benchmarking report in powerpoint; analyzed survey responses from multiple clients to develop benchmarks to develop report
- Onboarded new joiners within the incentive compensation practice by conducting sessions on pharmaceutical industry, sales performance and incentive compensation concepts
- Developed incentive compensation training content for big pharma clients
Business Operations Associate/Associate Consultant
ZS Associates
05.2010 - 09.2013
- Led marketing data analysis for a Fortune 500 biopharmaceutical company to inform the effectiveness of their marketing
campaigns; insights from analysis informed 2014 marketing plans - Demonstrated strong ability to distil complex information and derive actionable insights in short time frames; worked with
a variety of data such as sales, call activity, physician responses to marketing campaigns, product, competitor analog trends - Motivated and trained junior associates to work under demanding timelines and completely new practice areas by planning
knowledge transfer sessions within team or with practice area experts, coordinating with senior management to set fair
timelines, preparing achievable daily task lists and conducting one on one feedback sessions with team - Calculated a target universe of ~20K physicians to be reached by the sales force of a $5B drug that helped drive sales in its
mature phase; technologies used were SAS, Excel and PowerPoint - Setup and ran monthly operations to administer incentive compensations for 2 sales force teams comprising ~700 reps
targeting 7 products with an yearly target payout of $4M
Programmer Analyst
Cognizant Technology Solutions, CTS
11.2007 - 03.2009
- Crucial player in the enhancement and maintenance of a Java based server side module that generated crucial documents used by the underwriter of loans.
- Performed unit testing on the modules by writing and implementing test scripts. Coordinate with the testing team for the resolution of issues faced in UAT builds. Active contributor in the quality processes of the project that involved generation of the defect prevention plans for the internal audits during each release.
Education
Bachelor of Engineering - Electronics And Telecommunication
Maharashtra Institute of Technology, Pune
Pune, India08.2007
Skills
- Data Analytics
- Tableau Software
- SQL Programming
- Analytical Thinking
- Data operations
- Team Management
- Client Management
Additional Information
Academics -
- First Class with Distinction in all 4 years of engineering; second place winner at the Institute Of Engineers BE project competition
- Distinction holder at all training examinations in SQL and Java held at Cognizant Technology Solutions including the SCJP Certification
Extracurricular -
- Organizing team member for UNESCO World Peace Meeting in 2006. Interviewed famed Indian cartoonist, illustrator and humorist Padma Bhushan R.K.Laxman as a contributor to the college magazine “Sourabh”, in 2007
- Pursued classical singing and classical dance for over 7 years and won several prizes at competitions held at inter-school and regional levels. Volunteering: Member of the general management team at Soul Theatre, Inc.; member of the marketing team at Avalon Center, an organization aimed at serving the disadvantaged
Timeline
Decision Analytics Manager
ZS Associates
06.2021 - Current
Business Operations Consultant
ZS Associates
06.2019 - 06.2021
Business Operations Associate Consultant
ZS Associate
03.2016 - 06.2018
Business Operations Associate/Associate Consultant
ZS Associates
05.2010 - 09.2013
Programmer Analyst
Cognizant Technology Solutions, CTS
11.2007 - 03.2009
Bachelor of Engineering - Electronics And Telecommunication
Maharashtra Institute of Technology, Pune
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