Head Commercial Excellence

Job description

Job Description

Sandoz, a global leader in the rapidly growing generics industry, is a company in which doctors, pharmacists and patients worldwide have placed their trust for more than 100 years.

With our 26 000-plus employees in more than 140 countries, we save and improve lives by developing, producing and distributing high-quality, affordable pharmaceuticals. Choosing Sandoz is always 'a healthy decision'.

Role Profile:

Support country team to drive commercial and business excellence by implementation and improvement of SFE, market research and analytics, fieldforce development and mulitichannel activities to increase top and bottom line results via optimized resource allocation and upgrading of customer engagement initiatives.

Act as Business Partner to the business segments in design, planning and implementation of commercial processes, projects and initiatives to maximize business impact.

Major Accountabilities:

1.Sales Force Effectiveness:
- Implement standardized SFE systems, tools, analytics, performance dashboards and quantitative and qualitative KPIs for physician, pharmacy and speciality FFs across the different BUs
- Drive FF productivity and improve quality and transparency of resource allocation decision making by targeting & segmentation, territory design/alignment, FF capacity planning, product allocation, call plan design and monitoring, customer acquisition strategies and action plans, performance measurement and monitoring, FF ROI analysis for all FF lines
- Develop, upgrade and monitor FF incentive systems
- Align strategic company and BU objectives with sales and promotion plans and incentive schemes
- Implement local and regional SFE performance monitoring dashboards and provide regular reports to BUs and regions

2. Market Research and Analytics:
- Accountable for market research, analytics and business intelligence in close alignment with the needs of the business units
- Support BUs in identifying business trends and quality decision making in business cases, portfolio/launches, pricing, competitive activities
- Support business with identifying market access structures (KOLs, payors, local and regional bodies)
- Sourcing, reporting, monitoring and interpretation of product, indication, company and competitor market data for regional and national basis
- Development and implementation of periodical market and competitive reports for the business units

3. Training and Development
- Secure upgrading and upskilling of all customer facing functions
- Define key competencies for the various FF functions (MR, FLM, Head Sales) and different FF lines
- Drive periodical assessment of competencies on individual employee and FF line level
- Develop training modules (classroom, F2F, FLM coaching, train the trainer, webbased, reading materials) to increase medical and scientific, analytic, customer oriented and leadership competencies in FF

4. Multichannel Management:
- Accountable for the development and management of multichannel initiatives to increase customer engagement and share of mind in close collaboration with BUs and region
- Develop innovative digital customer and patient engagement initiatives such as APPs, websites, mailings, webinars, digital commercial platforms, outbound/inbound call centre, patient service and adherence programs
- Drive effectiveness of multichannel tools and foster culture of acceptance and innovation within the company by integration of multichannel activities in commercial plan, transparency of digital customer contacts in CRM and synergies to FF activities via hybrid models to complement FF presence and/or reach customers beyond FF

5. Business Systems:
- Management of commercial relevant business systems (CRM/Veeva, BI, market data, etc.) in close collaboration with IT
- Business leadership and responsibility for Veeva/Space role out/upgrade
- Secure high quality, availability and access to customer and business data for management and salesforce, improve data integration of different systems and optimize data reports and utilization

6. Compliance/StepChange:
- Secure integrity and compliance of local business initiatives with SP3 and StepChange regulations and guidelines

7. Best Practice Sharing:
- Being part of the regional Commercial Excellence network, facilitate and proactively manage best practice sharing across BUs and within the region

Desired profile

Education:

• University degree in business administration or comparable studies

Languages:

Essential: Fluent written and spoken English

Experience:

• Background in pharmaceuticals industry or FMCG 5 years +
• SFE/market research experience of min. 3 years is a must
• Sales experience of 2 years is advantage
• Digital/Multichannel experience of 2 years is advantage
• Profound skills in market and competitor analysis
• Strong analytical skills and high learning agility
• Affinity to CRM and IT systems
• Strong leadership and influencing skills
• Superior ability to communicate, collaborate effectively, and push things through/across a global, matrixed company
• Excellent project management capabilities