Global Commercial Data Analyst

R75905 Global Commercial Data Analyst

Location: Hyderabad, India

Intro Summary of the Role

The Lonza Bioscience Global Commercial Data Analyst is part of the Commercial Enablement team responsible for maintaining, validating, and ensuring the integrity and accuracy of commercial data used across multiple platforms.

The individual will serve as a key resource and point person for sales data stewardship and governance around Bioscience accounts and contacts, Sales coverage and territories, lead assignments and the overall health of data.

This dynamic role will manage:

• Sales Coverage & Territory Data (Sales Matrix and Mapping Tables) - 50%

• New Customer Account Data Quality and Governance - 25%

• Lead Routing and Assingnment Data - 25%

The role requires collaboration with key internal stakeholders:

• Commercial teams: sales leadership, marketing, customer service, and commercial operations

• Master Data and IT team

Key Skills & Capabilities:

• Strong attention to detail and commitment to data accuracy

• Ability to analyze complex data relationships and identify issues

• Experience supporting sales or commercial teams with operational data

• Clear written and verbal communication skills, including explaining data issues to non-technical audiences

• Comfort collaborating across functions and time zones

• Ability to establish, implement, and consistently enforce data governance policies, ensuring compliance, accuracy, and best practices

• Strong analytical abilities, capable of evaluating complex data, identifying trends, diagnosing issues, and recommending effective solutions

• Proficiency with ERP Systems (SAP), BW, Excel, PowerBI

• Experience with CRM Systems (SFDC)

Someone successful in this role:

• Is trusted as the owner of critical customer and sales assignment data

• Anticipates data issues before they disrupt sales or customers

• Builds strong relationships with commercial and technical partner.

• Brings structure, clarity, and consistency to complex data environments

What You Will Get

At Lonza, we offer competitive benefits tailored to the region, including health coverage, career development opportunities, and relocation support where applicable. Our people are our greatest strength, and we are committed to supporting their growth and wellbeing.

What You Will Do

Sales Coverage & Territory Data Management (Bioscience Sales Matrix and Mapping Tables)

• Owns and maintains the data that defines which sales teams are responsible for which customers, products, and regions

• Coordinates annual updates to reflect changes such as territory realignments, new roles, or shifts in customer coverage models

• Assesses and communicates how proposed changes will impact historical performance, targets, and future reporting

• Responds to and resolves issues related to incorrect customer or sales assignments that may affect orders, reporting, or compensation

• Partners with cross-functional teams to troubleshoot, identify root causes, and prevents repeat data issues

Annual Sales Matrix Setup (SAP Table)

Consisting of a group of hierarchical tables, the sales matrix defines who is assigned to what accounts, products, and territories. The matrix is used to inform other commercial data systems used for:

• Quota allocations (historical account revenue +annual growth targets)

• Revenue tracking for sales commissions

• Order processing

• Rep visibility in CRM (customer accounts ownership and reporting)

• Lead assignment rules

• Provides year-end master change document and review changes with sales leadership (updates to account classifications, rep assignments, adjusting for accounts moving between remote and field teams or changing to transactional, or changes to current territories/geographic assignments)

• Reviews the impact of changes with sales leadership on how restated revenue history will influence targets

• Requests upload via Master Sata (account classification, customer and market segmentation), validates all changes

• Executes updates to the sales matrix using the change document, validates all changes to ensure systems alignment (rules are validated in CRM and SAP)

• Upon completion of validations, informs Sr. Business Analyst to begin running restated history for rep targets/quota setting process

Ongoing Sales Matrix Maintenance (Updates, Troubleshooting and Reporting)

• Updates for all new hires, employee changes, and territory changes

• Manages and resolves matrix support requests promptly and effectively handling exceptions, troubleshooting order blocks, and updating entries to ensure accurate sales assignments.

• Troubleshoots to identify root cause for any blocked orders, coordinating with multiple departments depending the issue to resolve.

New Customer Account Data Quality and Governance

• Oversee the creation and validation of new customer records to ensure consistency across systems

• Perform regular data audits to identify incomplete, outdated, or inaccurate information

• Maintain a structured intake and tracking process for data correction requests

• Proactively flag patterns or risks related to customer data quality and recommend improvements

• Partner with technical and data governance teams to resolve systemic issues.

New Accounts Report – Weekly

• Generates weekly reports on newly created accounts in SAP and updates the new account file, noting any accounts from the prior week that remain outstanding.

• Shares updates and account statuses with the distribution list, including sales leaders and sales managers.

• Works with relevant departments as needed based on the identified changes, such as Master Data, Sales Support, and Matrix management.

Data Cleansing – Daily

• Executes daily data quality audits, validation, and data cleansing projects to ensure accurate and reliable data sets.

• Owns and updates the Commercial Enablement Data Cleansing Hub used for data change requests, tracking and governance.

• Monitors and maintains data accuracy, quality, and consistency across key platforms, including Salesforce (SFDC), SAP ERP, and associated commercial tools, closely reviewing Market Segment, Customer ABCDT Classification, Top of Tree assignments, Customer Segmentation.

• Proactively identifies issues and partners with IT and Master Data teams to troubleshoot and resolve data/system-related issues promptly.

Lead Assignment Rules – Design and Management

• Maintain and improve the business rules that determine how incoming sales leads are assigned

• Document standardized processes for lead routing to ensure transparency and consistency

• Collaborate with Sales, Marketing, and Service teams to ensure leads reach the correct owners quickly

• Identify opportunities to reduce manual work through automation and clearer business rules

What We Are Looking For

Data Accuracy and Integrity

• Consistently maintain high-quality, accurate, and reliable data across commercial systems and platforms.

Experience with Salesforce (SFDC)

• Intermediate hands-on Salesforce CRM expertise to effectively manage commercial data and workflows.

Proficiency with ERP Systems (SAP)

• Familiarity and practical experience in SAP ERP to seamlessly support business operations and integration with Salesforce and other tools.

Cross-Functional Collaboration

• Demonstrated capability to collaborate effectively with various internal teams (Sales, Marketing, Customer Service, Master Data, IT, Finance) to optimize data management processes.

Data Governance Implementation

• Ability to establish, implement, and consistently enforce data governance policies, ensuring compliance, accuracy, and best practices.

Analytical and Problem-Solving Skills

• Strong analytical abilities, capable of evaluating complex data, identifying trends, diagnosing issues, and recommending effective solutions.

Process Improvement and Documentation

• Skilled in identifying operational improvement opportunities, designing efficient workflows, and clearly documenting standardized procedures.

Effective Communication Skills

• Excellent communication, including translating data insights and technical information into clear, concise recommendations for diverse stakeholders.

Commercial Operations and Reporting

• Capacity to produce accurate, timely, and insightful reports, dashboards, and analyses that inform commercial strategy and decision-making.

Proactive and Organized Work Approach

• Ability to prioritize multiple tasks, operate independently, manage workload effectively, and proactively address operational and data quality issues within a fast-paced environment.

Technical Proficiency:

• Proficiency with tools such as SAP, BW, Excel, PowerBI, SFDC or related platforms.

About Lonza

Lonza Bioscience provides life science researchers with the tools they need to develop and test therapeutics, from basic research to product release.​ 

We offer a range of solutions for customers working at different stages of the therapeutic journey across multiple modalities, from cell & gene therapies to recombinant proteins, vaccines, and injectable drugs. Our expertise in primary human cell biology tools enable customers to develop more predictive models and accelerate the path to IND. We are also a trusted, committed partner for critical raw materials and technologies that enable better processes and quality decisions for bioprocessing customers.

Together, we are powering the performance of One Lonza!