Commercial Excellence Director

Getz Healthcare; Pasig; On-site; USD 60,000 - 90,000; Full time

Job summary

A leading healthcare company is seeking a Commercial Excellence Director to drive business growth through strategic planning and effective sales force management. The role includes overseeing market research, sales process optimizations, and multichannel initiatives, requiring strong analytical and leadership skills. Candidates should have a degree in business administration and extensive experience in the pharmaceutical or FMCG sectors.

Qualifications

• 5+ years' experience in pharmaceuticals or FMCG and a minimum of 3 years in SFE/market research.
• 2 years in Sales and/or Digital/Multichannel experience is an advantage.
• Proficient in market and competitor analysis.

Responsibilities

• Develop and execute a commercial excellence strategy aligned with organizational goals.
• Conduct performance optimization for sales teams through data analysis.
• Ensure customer engagement through multichannel initiatives.

Skills

Analytical skills

Leadership

Communication

Collaboration

Market analysis

Education

University degree in business administration

Tools

CRM systems

Job description

The Commercial Excellence Director promotes commercial excellence, drives business growth, supports sales strategy and the optimization of stakeholder interaction using available tools and resources. The responsibilities will span various areas, including strategy development, sales force effectiveness, market research, training, multichannel management, and business systems.

Key Responsibilities

• Strategy Development and Implementation:
• Develop and execute a robust commercial excellence strategy aligned with organizational goals.
• Identify opportunities to enhance sales processes, and customer segmentation.
• Collaborate with cross-functional teams to drive revenue growth and market share.
• Sales Force Effectiveness (SFE):
• Conducts performance optimization through reporting, monitoring and analysis of performance data and sales activities to support recommendations to the business units to develop and improve performance of sales teams.
• Implement standardized SFE systems, tools, analytics, performance dashboards, and quantitative and qualitative KPIs.
• Drive field force productivity and improve the quality and transparency of resource allocation decision-making.
• Key areas include targeting and segmentation, territory design/alignment, capacity planning, product allocation, call plan design and monitoring, customer acquisition strategies, performance measurement, and ROI analysis for all field forces.
• Develop tailored messaging per customer to ensure quality calls
• Design, upgrade, and monitor field force incentive systems that will enable both employee motivation and business performance.
• Align strategic company and business unit objectives with sales and promotion plans and incentive schemes.
• Market Research and Analytics:
• Be accountable for market research, analytics, and business intelligence in close alignment with the needs of the business units.
• Support business units in identifying business trends and making quality decisions related to business cases, portfolio launches, pricing, and competitive activities.
• Assist in identifying market access structures (such as key opinion leaders, key accounts stakeholders, etc.)
• Develop and implement periodical market and competitive reports for the business units.
• Training and Development:
• Ensure the upgrading and upskilling of all customer-facing functions.
• Define key skills required for various commercial field roles.
• Drive periodic assessment of skills at both individual and group levels.
• Multichannel Management:
• Be accountable for the development and management of multichannel initiatives to increase customer engagement and share of mind.
• Develop innovative digital customer and patient engagement initiatives, including apps, websites, mailings, webinars, digital commercial platforms, outbound/inbound call centers, patient services, and adherence programs.
• Drive the effectiveness of multichannel tools and foster a culture of acceptance and innovation within the company.
• Integrate multichannel activities into the commercial plan, ensure transparency of digital customer contacts in the CRM, and explore synergies with field force activities via hybrid models.
• Business Systems:
• Manage commercial-relevant business systems in close collaboration with IT.
• Take business leadership and responsibility for SFE tools rollout and upgrades.
• Ensure high-quality, available, and accessible customer and business data for management and the salesforce.
• Improve data integration across different systems and optimize data reporting and utilization.
  

Qualifications

• University degree in business administration or comparable studies
• 5+ years' experience and background in pharmaceuticals industry or FMCG and minimum 3 years SFE/market research experience is a must
• 2 years Sales and/or Digital/Multichannel experience, an added 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 different units