Commercial Excellence Director

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SALES FORCE EXCELLENCE AND SALES FORCE AUTOMATION

• Establish processes, methodology and governance to effectively manage sales force effectiveness, sales force automation, and training for business
• Integrate ethical, trade and CRM to develop SFE programs that drive business needs and support sales strategy in collaboration with cross-functional leadership and stakeholders (e.g., sales/ business unit directors, regional/district/territory sales managers)
• Educate the organization in concepts, processes, methodology and benefits of SFE including create and lead a project team involving all related areas in order to implement process
• Deliver customized programs, reporting, and supporting dashboards for territory design and alignment by brand/channel
• Set and gain buy-in to KPIs and metrics in accordance with regional and affiliate SFE plans/programming
• Evaluate and track sales force activities across all platforms (SFA and digital/remote); generate insights, inform reporting (with MIS/SFA), and monitor results against needs of key stakeholders, implementing corrective actions when gaps are identified
• Develop, implement, and monitor incentive/compensation programs in support of sales objectives across brands
• Design and deploy segmentation and targeting through the integration of appropriate data (leveraging digital data), adapting to customer mix, optimal call load and geographical needs by brand/team
• Lead productivity workshops, facilitate improvement action plans and monitor execution and customize software according to business strategic needs including education to users, database administration, prepare operational budget, and administrative support and customer service to users
• Identify and monitor key territory levers (internal, external, environmental, etc.) across all platforms to proactively manage their impacts on the business (positively or negatively)
• Set and track targets and KPIs at various levels and across platforms (includes ethical, trade, CRM), employing a structured approach to problem-solving to identify and recommend solutions to the root cause(s) of problems
• Acts as system administrator to the SFA system, including managing all account, hierarchy, contact, opportunity, etc. management
• Lead and facilitate effective, timely decision-making to ensure quick action in response to opportunities and threats to the business
• Act in alignment with compliance and regulatory expectations
• Collaborate with Trade Marketing and Customer Development to establish the SFE fundamentals

NEW PRODUCT LAUNCHES, PARTNERSHIPS & COMMERCIAL INNOVATIONS

• Lead the affiliate launch commercialization process for ANIs product offerings; work with all the different functional teams to define pricing, distribution, sales force optimization, promotion strategies and develop sales forecasts.

STRATEGIC PLANNING, PERFORMANCE MONITORING AND BUSINESS ANALYTICS

• Periodic review on Business Tool (Business Analytics, Business Intelligent, CRM, eDetailing and etc.) adoption and ROI to identify improvement area to onboard new tools in order to enhance the field force business understanding and optimize the productivity and efficiency
• Maintain open communication among key players of the process and validation of strategic products of the affiliate through analysis of profitability in the mid and long term including carry out gap analysis of current sales structure and strategy
• Understand business dynamics and competitive trends in market and proactively plan for potential impact on ANI s business
• Ensure data integrity through frequent data review and cleaning (e.g., merging duplicate leads/contacts/accounts, performing mass uploads/data updates, removing unnecessary/unused fields and/or data, ensuring accurate naming of screens, fields, and views to reflect current/desired workflows
• Perform complex business and financial analysis (e.g., customer segmentation, marketing ROI, customer promotion responsiveness, etc.) that yields actionable insights that increase market share, sales and margin
• Utilize data and market intelligence to develop market and market share forecasts; track and report actuals, explaining variances versus forecast
• Identify new markets with the opportunity for affiliate SKUs/products to be sold across border via e-commerce.
• Collaborate with other functions to develop transparent, systematic and automatic tools to provide in-depth analytics and measurements, integrating insights across all platforms, to ensure standards are realistically set for all programs (including reports and dashboards)
• Identify and coordinate new business opportunities- including due diligence, P&L analysis, headcount and SG&A spending analysis

TRAINING AND CAPABILITY BUILDING

• Execute activities according to roll out plan and proposed curricula adapted to company needs (i.e., on-boarding, selling and coaching skills, product/science training, Detail Aid deployment and developing an E-Learning portal).
• Partner with BHR and Learning and Development in the development and execution of management and leadership skills, learning maps, Competency framework programs in the region as part of the Train the trainers program for DMs and Training Managers.
• Partner closely with Area and regional marketing organizations as well as other divisions to maximize synergies and ensure available materials (E-portal) are in alignment with regions strategic direction.
• Provide regular feedback / ongoing internal consulting for continuous improvement of key business initiatives and training solutions.
• Monitor implementation of and adherence to programs by collaborating with Sales Managers, Supervisors, and other stakeholders through regular meetings and dialogues
• In conjunction with ANI Regional Commercial Director identify, develop and deliver training curriculums, plans and programs according to regional needs at all levels within the sales organizations (Training Managers, Supervisors, Sales Management, Sales Representatives, Commercial Excellence/SFE Managers, CRM Managers).
• Setting performance management metrics and regular performance tracking of sales teams with pre-planned meetings with HR
• Lead the sales force competency development in Consultative Selling, Key Account Management, Product Knowledge enhancement and Managers Coaching Competency development
• Be a Change Agent to drive cultural change in the organization and carry out situation and gap analysis of targeting process in the affiliate which including valuation, segmentation, activity assignment, implementation, targeting considerations, and propose and facilitate creation of Action Plans. Lead implementation and follow up

KEY BUSINESS CHALLENGES

• Competing priorities and challenges impacting various teams within the scope of responsibility of the Commercial Excellence
• Ensuring nationwide/ cross-regional compliance with SFE and SFA programming
• Varying levels of digital and analytic knowledge/skill across the organization (required for sales/customer optimization in a digital ecosystem)
• Diversity and complexity of channels, brands, teams, and customers
• Complexity of stakeholder influence and alignment cross-functionally and cross-regionally
• Securing appropriate, reliable sales analytics (especially for difficult-to-measure activities, and due to non-compliance) and integrating insights from multiple platforms (not originally designed together)
• Identifying and implementing the right processes for both current and future/anticipated business needs/trends/opportunities, in a rapidly evolving and digitized healthcare environment
• Insufficient/inaccurate/inadequate data (including misalignment between sources/systems and processes for collecting, analyzing and interpreting different forms of data)

KEY SUCCESS FACTORS

• Strong understanding of HCP sales environment (Public, Private, Tenders) and high digital literacy and systems-thinking approach to integrating digital as a core component of strategy
• High digital literacy and systems-thinking approach to integrating digital as a core component of strategy
• Ability to influence without authority, in all directions, to be consultative
• Effective negotiation and collaboration with stakeholders, managing differing priorities, personalities, styles, etc.
• Very strong data management and analytics expertise
• Ability to translate data into human behavior, and communicate insights to non-experts
• Knowledge of salesforce automation and ability to translate desired results into appropriate processes
• Relationship building and social savvy

EDUCATION / QUALIFICATIONS

• English proficiency in communication.
• Minimum of 10-12 years industry experience in senior level sales and marketing management roles
• Strong project experience in Commercial Area
• Have strong insight into internal and external customers and employees
• Have knowledge in advance excel program (Macro preferable) & PowerPoint program
• Willing to do attitude and strategic thinking for business future sustainable growth
• MBA desirable with preferred focus on Strategy, Marketing and Finance
• High preference for candidates with prior exposure/experience in retail/fast-moving consumer goods.
• High-energy, self-starter that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action, demonstrates good executive presence, and can deliver in meeting deadlines and objectives
• Outstanding strategic planning and analytical skills—proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations and recommend a point-of-view to senior management
• Innovative and creative—demonstrated ability to leverage consumer insights to identify and evaluate creative ideas, focusing on those that will create sustainable competitive advantage
• Exceptional oral and written communication skills, with the ability to interact effectively with all levels of management, the sales force and customers.
• Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall.

Information :

• Company : Abbott Laboratories
• Position : Commercial Excellence Director
• Location : Taguig
• Country : PH

How to Submit an Application:

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