Commercial Excellence Latam Lead (Senior Manager)

Astellas Pharma; Ciudad de México; Presencial; USD 60,000 - 90,000; Jornada completa

Descripción de la vacante

A pharmaceutical company is seeking an experienced Sales Operations Manager to enhance regional sales effectiveness in LATAM. The ideal candidate has over 5 years of commercial operations experience, strong project management skills, and bilingual proficiency in Spanish and English. Responsibilities include developing sales strategies, managing launch activities, and fostering cross-functional collaboration. This position offers opportunities to drive significant commercial success in diverse markets.

Formación

• 5+ years of experience in commercial operations with a focus on LATAM responsibilities.
• Excellent project management and organizational abilities.
• Strong analytical skills and proficiency in data analysis and reporting tools.

Responsabilidades

• Develop and execute strategies to optimize regional sales team performance.
• Implement and manage sales operations initiatives.
• Support the follow-up of launch readiness reviews across LATAM.

Conocimientos

Sales Force Productivity

Project Management

Data Analysis

Interpersonal Skills

Bilingual Proficiency

Educación

Bachelor's degree in business, marketing or related field

Herramientas

CRM systems (Veeva or similar)

Microsoft Excel

Descripción del empleo

About Astellas

At Astellas, we believe that fostering exceptional relationships with our employees leads to exceptional outcomes for patients. Everyone at Astellas shares the responsibility of creating a better future for patients around the world. From day one, Astellas will inspire you to put this commitment into action through a positive and agile organizational culture, guided by well-defined ethical principles, values, and systems.

Responsibilities and Accountabilities:

Drive Regional Sales Force Productivity and Effectiveness:

• Develop and execute comprehensive strategies to optimize regional sales team performance, including deployment, targeting, and segmentation across LATAM markets.
• Implement and manage sales operations initiatives: Oversee the implementation of systems, tools, and processes to enhance sales efficiency and effectiveness regionally.

Design and Implement sales force Reward Programs:

• Develop, implement, and manage effective sales force reward and recognition programs to incentivize high performance, motivate teams, and drive achievement of commercial objectives across the region.
• Analyze the effectiveness of reward programs and make data-driven adjustments to optimize impact.

Identify Regional Sales Force Training Needs:

• Identify training needs for the regional sales team, coordinating with local and regional Training Managers to develop programs that enhance skills and knowledge relevant to the LATAM context.

Lead the flawless and timely planning and execution of Brand plans

• Drive the annual brand planning process across LatAm. Aligning area timelines with global and regional plans and objectives.
• Make sure annual tactical plans are developed and uploaded across brand and countries in line with the global calendar.
• Support and follow up the definition of the Brand POA (Plan of Action) for each brand along the year and in alignment with the FF cycle meetings.

Support Launch Readiness and Execution Follow-up:

• Coordinate and support the follow-up of launch readiness reviews across LATAM markets, ensuring all commercial aspects are aligned and prepared for successful product introductions.
• Collaborate with cross-functional teams (Marketing, Medical, Access, Regulatory) to ensure seamless execution of launch plans and post-launch performance monitoring.

Follow up execution and Lead Regional Commercial Projects:

• Develop and track key performance indicators (KPIs) to measure the impact of commercial excellence initiatives and provide regular, comprehensive reports to regional management.
• Lead and manage projects related to sales force optimization, commercial excellence, and strategic initiatives across LATAM, including resource allocation, timeline management, and stakeholder communication.
• Maintain knowledge of industry best practices, emerging technologies, and competitive landscapes within the LATAM pharmaceutical market to drive continuous improvement in commercial operations.

Foster Cross-Functional and Regional Collaboration:

• Work closely with regional and local Sales, Marketing, Access, Medical, and other departments to optimize commercial initiatives (including One KAM where applicable) and drive business results across the LATAM cluster.
• Facilitate best practice sharing and alignment across different countries within the region.
• Develop strong relationships with internal and external stakeholders across the LATAM region to ensure successful project execution and foster a collaborative environment.
• Adhere to all company policies, procedures, and regulatory requirements relevant to commercial operations across the diverse LATAM markets.

Required Qualifications:

• Bachelor's degree in business, marketing, or a related field.
• Minimum of 5+ years of experience in commercial operations, sales excellence, or a related field, with a focus on regional (LATAM) responsibilities.
• Excellent project management and organizational abilities, capable of managing complex regional initiatives.
• Strong communication and interpersonal skills, with the ability to influence and collaborate effectively across diverse cultures.
• Proven track record in driving sales force productivity and performance in a multi-country environment.
• Bilingual proficiency in Spanish and English
• Strong analytical skills and proficiency in data analysis and reporting tools (e.g., advanced Microsoft Excel, CRM analytics).
• Proficiency in CRM systems (Veeva or similar) and sales force automation tools.

Preferred Qualifications:

• Master's degree in business administration or a related field.
• Experience with financial KPIs relevant to commercial excellence projects: ROI, revenue growth, sales per rep, gross margin, FTEs.
• Project management or data analysis.
• Prior experience pharma industry.