Koushik Pavan Kumar Addepalli
Hyderabad
Summary
A dedicated Data Analytics professional with around 6.5 years of Analytics and Consulting experience in Pharma Commercial Space. Recognized consistently towards performance, excellence and contributions to achieve error free delivery and aiding
pharma / healthcare giants in improving the brand performance by supporting their decision making through in-depth analysis of large-scale pharma datasets and deriving actionable insights.
Overview
6
6
years of professional experience
Work History
Manager
Novartis
Hyderabad
05.2025 - Current
- Led a team of 5 in executing brand analytics projects for Hematology therapy areas.
- Managed stakeholder communications, aligning project objectives and expectations.
- Facilitated various team initiatives to drive operational efficiency.
- Executed analyses that informed strategic decision-making processes.
- Analyzed promotional sensitivity to enhance marketing strategies.
- Supported center of excellence projects, delivering insights through market sizing and mapping.
- Conducted referral network and influence scoring for improved targeting segmentation.
- Onboarded new associates to strengthen team capabilities and integration.
SR ANALYST: BUSINESS ANALYTICS
Novartis
03.2023 - 04.2025
- Supported & Delivered Market Sizing to estimate the Market/Competitor Patient Potential by projection of APLD Claims using various national sales data sets: NSP, NPA etc; for a new launch
- Performed Targeting exercise to identify potential HCPs & Accounts for a launch Oncology brand using various performance metrics like Sales, Patients, KOLs, Affiliations, CE surveys and Referrals so to have an optimal returns and profits
- Executed various APLD Analytical asks such as Market & Treatment landscape, epidemiology, Patient Journey, Payer mix, National & Sub national cuts for SoB, HCPs & patients, Opportunity Assessment, Line of Therapy/Regimen analysis, Adherence (Persistency & Compliance), Switch & Dose Titration Analysis
- Additional Analytics: Brand Performance tracking, Launch Analytics & Ad-hocs support, Promotional sensitivity, ROI analysis, National & Sub-national data analytics, LoE Analytics Support
- Conducted Know Your brand sessions for new associates to improve their domain knowledge and subject matter expertise. On boarded and mentored new associates to projects
COMMERCIAL ANALYTICS ASSOCIATE CONSULTANT
Trinity Life Sciences
08.2022 - 02.2023
- IC Design: Developed models to identify Sales goals of the reps for a particular performance period, using forecasting data and by looking at various performance/potential metrics. Performed statistical testing to identify the best Pay-out model for the performance period (Goal based plan, Commission based plan or Hybrid plan)
- IC Goal setting: Using the tested pay-out model and brand forecast created the Territory level goals/Commissions across various Sales Force Teams
- IC Administration: Based on Pay-out curve/IC model, computed the incentives through rep performance tracking and eligibility rules and communicated through Pay-out Statements and compliant platforms
- Supported delivery of president's club list: Supported delivery of president's club list to identify the top achieving sales reps by analyzing their yearly performance and their MBO achievements
- KAM Sizing: Identified the Optimal KAM territory & district sizes for a launch brand (stage wise sizing) so that they have ordinally distributed workload to get the drug added to the Accounts Formulary and then maintain the relationship using Workload build up approach to achieve a positive mROI over 5-year span.
DECISION ANALYTICS ASSOCIATE
ZS Associate, Ltd
10.2020 - 07.2022
- HCP Targeting: Identified a group of HCPs to promote the drug based on their market potential. Analyzed different datasets like Sales, Claims, Call Activity, Affiliations to leading Hospitals etc.; to identify the HCPs potential and Segment them to different Tiers for Immunology and Cardiovascular therapy areas
- Call Planning: Performed Call Planning by allocation of rep resources and strategically planning calls to Targeted HCPs & Accounts for gaining maximum returns from minimal effort for multiple Immunology Brands
- Call Planning is mainly done using Target's Tier and HCPs behavioral Segments
- Salesforce Sizing and Alignment: Identification of Optimal Salesforce size using the workload and Promotional Sensitivity of the HCPs. Once the size is determined based cutting down territories in the US Marker and align Sales reps using alignment/potential index (usually combination of workload behavior and few other metrics)
- Reporting: Territory overlap reports across teams; Monthly Activity Reporting
- Additional Analytics: Call Sensitivity and Impact Assessment, KPI tracking, HCP Potential/Opportunity Analysis
GRADUATE ENGINEER TRAINEE
Tata Motors, Ltd
08.2019 - 09.2020
- Using Statistical Techniques identified the reasons that allude to Cost incurred due to Poor Quality and mitigate the material loss due to the same
- Performed Vendor segmentation to identify the potential resource vendors to get maximum RoI and find optimum budgeting to balance quality and cost
- Executed a time-motion analysis on component transport logistic systems to find the gaps that are causing potential delay and try to address those by identifying optimum time for task execution using statistical techniques to improve the system efficiency
Education
Bachelor of Engineering - Mechanical Engineering
NIT Calicut
Calicut05-2019
Skills
- Customer Segmentation/Targeting
- Brand Analytics & APLD Analytics
- Market Sizing & Mapping
- Referral Network and Influence mapping
- Market Landscape & Opportunity
- Patient LoT and Patient Adherence
- National & Sub-national Analytics
- Activity planning and Impact assessment
- Strong Pharma domain knowledge
- Project & Team Management
- Sales-force Sizing and Alignment
- IC design, goal setting, and admin/processing
- Advanced analytics and prediction modeling
- Presentation and storyboarding
- Data visualization
- Mentoring and project onboarding
- SQL
- Advanced Excel
- MS Power Point
- Python for Data Analytics
- Alteryx
- DataIKU
- Javelin Call Plan Manger
- Javelin Territory Designer
- Exposure to Power-BI & Tableau
- Procedural SQL
- VBA
- MS Access
Datasets And Therapeutic Areas
IQVIA Xponent & DDD, IQVIA APLD, LAAD Claims, Veeva Claims and Activity, HCOS & HPD Data, Steep Rock Data, DHC Data, Diaceutics Data, Customer Master & Alignment, Finance datasets: Ex-factory, Inventory, Demand
Oncology - Non-Malignant, Hematology - PNH, ITP & SAA, Immunology - RA, MS & UC, Cardiovascular
Awards
- Multiple Galaxy Team Awards, Novartis
- Multiple Galaxy Start Awards, Novartis
- Employee of the Month, ZS Associates, 02/01/22
Disclaimer
I hereby assert that the above-mentioned information is flawless to the best of my knowledge, and I bear the responsibility for the accuracy of any communicated particulars.
Timeline
Manager
Novartis
05.2025 - Current
SR ANALYST: BUSINESS ANALYTICS
Novartis
03.2023 - 04.2025
COMMERCIAL ANALYTICS ASSOCIATE CONSULTANT
Trinity Life Sciences
08.2022 - 02.2023
DECISION ANALYTICS ASSOCIATE
ZS Associate, Ltd
10.2020 - 07.2022
GRADUATE ENGINEER TRAINEE
Tata Motors, Ltd
08.2019 - 09.2020
Bachelor of Engineering - Mechanical Engineering
NIT Calicut