The Senior Manager Commercial Excellence will develop and lead the strategic European Commercial Excellence plan. Engaging with key stakeholders, the position is responsible for engaging with key stakeholders, creating and implementing tools and platforms to measure sales force performance, identifying and sharing best practise across the region and ensurng best in class Customer facing teams, Key Account management and utilisation of the CRM system.
Design and coordination of regional and local commercial excellence / Sales force effectiveness plans and processes
In collaboration with Therapeutic Business units , Global Marketing and Affiliates, s/he leads the design and coordinates the preparation of Regional and Local sales force effectiveness and commercial excellence plans, ensuring quality of the strategic thinking, implementation of SFE plans and processes and consistency across countries. Ensures alignment between marketing strategy and marketing/Medical programs implementation at a sales force level and defines KPI’s for the region. Challenges thinking around resources allocations among products and across initiatives for each of the products
European “customer facing “ team Excellence
Develop training programs for implementation, focussing on excellence of “execution” at a customer facing level including business models and sales processes. Develop training programme for first line & Sales Managers within Europe, ensuring alignment with strategy and consistency across countries. Develop tools and platforms to measure sales force effectiveness and performance, and share best practise across the region and eliminate inconsistencies. Align local organizations to global and regional plans and strives to eliminate inconsistencies in launch performance across European countries. Ensures solidity of the HCP provider segmentation of exisiting TA’s and pre-launch readiness, promotional allocation and field deployment process. Ensures optimal resource allocation both across countries and across programs mix to support each product launch Prepares and manages Sales Force Excellence roadmap and KPI’s for the region Ensures all organizations are aligned and prepared for new product launches, in terms of local capabilities and sales force capabilities
Creation of Account Management and sales force planning capabilities
Is responsible for identifying business and commercial improvement opportunities where commercial excellence can add value and map processes for improvement Ensure best in class Account Management process and implementation across the region and optimal utilisation of the CRM system Identify, train and implement Regional Sales management coaching and development road map.