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Business Analyst - Win/Loss and Competitive Insights

Company: Norstella
Location: Remote, United States
Date Posted:
Employment Type: Full Time
Job ID: R-401

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Business Analyst – Win/Loss and Competitive Insights

About Norstella

At Norstella, our mission is simple: to help our clients bring life-saving therapies to market quicker—and help patients in need.
Founded in 2022, but with history going back to 1939, Norstella unites best-in-class brands to help clients navigate the complexities at each step of the drug development life cycle —and get the right treatments to the right patients at the right time.
Each organization (Citeline, Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making. Together, via our market-leading brands, we help our clients:
•    Citeline – accelerate the drug development cycle
•    Evaluate – bring the right drugs to market
•    MMIT – identify barrier to patient access
•    Panalgo – turn data into insight faster
•    The Dedham Group – think strategically for specialty therapeutics
By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics.
 As one of the largest global pharma intelligence solution providers, Norstella has a footprint across the globe with teams of experts delivering world class solutions in the USA, UK, The Netherlands, Japan, China and India.

The Role:

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.


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.)


•    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

Our Guiding Principles for success at Norstella: 

01:  Bold, Passionate, Mission-First  
We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients.  Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.   
02:  Integrity, Truth, Reality 
We make promises that we can keep, and goals that push us to new heights.  Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t.  By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.   
03:  Kindness, Empathy, Grace 
We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude.  We use this principle across the organization to collaborate and build lines of open communication.   
04:  Resilience, Mettle, Perseverance 
We will persevere – even in difficult and challenging situations.  Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission. 
05:  Humility, Gratitude, Learning 
We will be true learners by showing humility and gratitude in our work.  We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.  


•    Medical and Prescription Drug Benefits 
•    Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
•    Dental & Vision Benefits 
•    Basic Life and AD&D Benefits 
•    401k Retirement Plan with Company Match 
•    Company Paid Short & Long-Term Disability
•    Paid Parental Leave 
•    Education Reimbursement 
•    Paid Time Off & Company Holidays
The expected base salary for this position ranges from $100,000 to $125,000. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.
Norstella is an equal opportunity employer.   All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.
Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.