Title:  Director, Commercial Excellence

Commercial Excellence: responsible for the design, plan, roll out and update of the main processes, systems, and capabilities to strive for excellence and consistency in our commercial operations. Key areas:

• SFE: Deliver Sales Force Excellence through the standard processes and systems / tools in FF excellence.
• Omnichannel Engagement strategy and digital content.
• Training: Define, plan, and deliver training and development plan for commercial team, special emphasis on sales and marketing associates to drive impactful execution and performance.
• Market Intelligence and Data Analytics: data management and standardization / automation of tools that enables translate them into insights for decision making or untap new opportunities.
• Market Research and insights.

General responsibilities:

•  Contribute to strategic planning and decision-making at the SLT executive level to develop and implement a business development strategy that aligns with the organization’s overall vision and its current and long-term business objectives.
•  Ensure standard robust processes, systems / tools and capabilities are designed and implemented across the organization for SFE, including Segmentation & Targeting, SFO (sizing and structure), territory alignment, FF target setting & incentives scheme, execution analytics, performance tracking and management.
• Process owner of Sales Force incentives, organizing quarterly incentives committee and ensuring adherence with external regulations and internal company policies and guidelines to drive a pay for performance, fair and transparent culture.
• Define Omnichannel Engagement and digital strategy, including: new channel activation, customer segmentation based on channel preferences, digital content planning and execution of format adaptation, FF planning tools and capability building / training programs for marketeers and sales force.
• Design and measure OCE experiment with right metrics that can help pivot or scale up to other customers or teams, to drive FF productivity and customer satisfaction. Share results internally and support new BD.
• Develop Training Strategy to increase commercial capabilities in the areas of Sales Management, FF competences and marketing competences, in line with Job Architecture.
• Conduct Market Research studies to achieve strategic goals from BD or alliance team, including: ATU study for selected TAs to identify opportunities for current or new client’s growth plans, including reimbursement expansion, new product launch, new platforms in PoS. Evaluate the findings of market research or project analysis; assess the viability of alternative opportunities, and present recommendations.

Leadership responsibilities:
•    Attract, build, and retain commercial talent pipeline.
•    Enable the right working environment role modelling the values to drive associate’s engagement with aspirational goals, curiosity, empowerment, and integrity to drive sustained team performance.
•    Set and align direction for team/function goals to ensure goals are well-defined, aligned across teams and clearly communicated.
•    Drive learning and development of team to achieve team/function goals.  
•    Ensure sales forces structure excellence and fair compensation.

Job requirements: 

•     10-15 years of experience in pharmaceutical industry management. Knowledge of Healthcare system and pharmaceutical Industry.
•    Deep understanding of commercial operations.
•    Results agility, ability to handle complexity and multiple priorities simultaneously.
•    Analytical Thinking and Problem Solving. 
•    Strategic Thinking and making choices. 
•    Presentation skills, ability to comfortably zoom in and out in the communication.

•    Leading change in mid-size organizations. 
•    Business matrix: interpersonal and communication skills.
•    Building High Performing Teams.
•    Creativity/Innovation.
•    Cross functional collaboration.