Head of Commercial Excellence, EPD APAC

APAC Commercial Execution and Sales Strategy team are tasked with leading, managing and coordinating the APAC strategy by (1) developing and implementing the sales and commercial execution strategy, (2) shaping the sales organization for effectiveness (3) ensuring sustainability of the sales processes and operating model defined under the first two objectives and (4) leading execution of the identified programs to deliver on the key pillars of the APAC strategy to aggressively grow the business.

With the above requirements in mind, APAC is looking to fill a role for the Head of Commercial Excellence as a key member of the Commercial Execution and Sales Strategy team. With accountability for overall efficiency and allocation of the sales force, the position is responsible for sales efficiency indicators (KPIs) through appropriate data sales analysis, implementing and managing the sales force and marketing excellence through training, learning & development of the sales force and marketing teams, plus managing sales performance analysis, sales incentive computations.

The position is responsible for working with and/or leading cross-functional teams across the commercial geographies and is integral as the Center of Expertise for EPD APAC in Commercial Excellence practices, governance and capabilities for consistency, efficiency and improved productivity.

Responsibilities

• Establish processes, methodology and governance to effectively manage sales force effectiveness, sales force automation, and training for affiliates in EPD APAC.
• Drive and facilitate key commercial excellence initiatives including S&T, incentive plan, call planning, business planning, portfolio selling, omni channel selling and performance enhancement program.
• Design and manage sales effectiveness processes and policies; with updates when necessary.
• Ongoing measurement of metrics, data analysis, monitoring and propose any corrective actions.
• Lead and enable EPD APAC affiliates ComEx deployment, provide consultancy to key processes e.g. SFE KPIs, New Users, segmentation & targeting, HCP coverage, sales force deployment, share best practices.
• Govern and deploy sales management processes with local sales team through training, measurement and review.
• Measure the sales force performance and execution progress along agreed productivity and performance criteria and support local markets for identified improvement focus.
• Evaluate the competency levels of field force in affiliates and support salesforce competency development.
• Create mechanisms and processes to capture, analyze and use market level data to better understand the competitive environment (of countries); identify attractive growth opportunities and new customer targets and create value propositions to support and build competitive advantage, working together with marketing and sales teams.
• Lead and develop analytical strategies to connect processes and outcomes, including Value Universe Analysis, Concentration Curves, Overlap Analysis, Segmentation and Targeting Effectiveness Analysis, Productive Frequency Analysis, and Situation and Gap Analysis of the targeting process across countries.
• Lead strategic execution of EPD APAC ComEx projects (e.g. GTM (Go to Market), P2W (Play to Win portfolio optimization). Able to translate strategies into actionable and realistic engagement plans.
• Proactively collaborate with local markets and Emerging Markets commercial Sales Strategy team for Go To Market strategy, preparation and execution plan development.
• Enhance productivity of the organization through process improvement, organization design and technology.
• Closely partner with regional trade and marketing team to maximize field execution efficiency across channel at affiliate level.
• Facilitate communication between the sales force and other areas of expertise (HR, IT, Market Research, Commercial, Medical, Training, etc) in order to define and implement processes to optimize productivity.
• Work with all EPD APAC affiliates to develop, govern, and measure effectiveness of Commercial Excellence and Sales function. Build functional Commercial Excellence capabilities within EPD APAC towards being commercially-driven in order to drive Sales and realize cost savings.
• Support Commercial Excellence capability building to develop a future talent pipeline by fostering sustainability within the department across APAC.
• Work with EPD Division to share and learn from best practices across EPD (Emerging Markets, India, LATAM).
• Be a Change Agent to drive cultural change in the organization, including themes of; high performance, continuous improvement, and intrapreneurship.
• Highly effective leadership and people management skills to work cross functionally and across multiple cultures (directly and through dotted-line); Product Managers, Sales Managers, Medical, Training, Market Research.

Requirements

• Bachelor's Degree preferably in Pharmaceutical or Business Administration.
• Ideally 3+ years above-country/regional experience in leadership roles.
• 5+ years of in Consumer Healthcare / pharma sales and/or marketing experience.
• Knowledge of the industry with (preferably) 3+ years of consumer marketing / trade marketing / FMCG and/or Retail experience.
• Prior experience in commercial role (sales and or marketing) preferred.
• Strong (commercial) project management experience.
• Insight to internal and external customers.
• Expert in training and development.
• Expert in data analytics.
• Expert in Customer Relationship Management, Closed Loop Marketing.
• Business Intelligence.
• Sales Force Effectiveness Expertise and Performance Management.
• Advanced analytical skills.
• Highly effective communication, influencing and negotiation skills.
• Strategic thinking and Visioning.