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Commercial Excellence & PMO Director GCC

AstraZeneca
Dubai, United Arab Emirates
Posted 4 years ago
64People have clicked1 open position
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Job Details

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Job Description

Ensure Commercial Excellence strategy development and implementation

  • Develops, manages, and implements business processes and controls that maximize productivity and profitability of sales resources. Collaborates with executives and area sales management to ensure that strategies are supported throughout the organization.
  • Evaluates business activities so that ComEx strategies and objectives are established in alignment with the corporate vision to achieve profitable operations for the company.
  • Manage the continuous Capabilities development of Sales force, Market access & KAM, marketing & launch to achieve maximum results in accordance with company objectives & GCE recommendations and Guidelines.
  • Designs and implements sales analytics to benchmark and measure sales force activities, and sales momentum and growth being responsible for defining and leading sales efficiency indicators (KPI’s) through appropriate analysis
  • Provides Market Research & Market data analyses function in accordance with objectives and needs of the company. Improve the quality, reliability and availability of the data, provide insightful & actionable analytics.
  • Works closely with C&B to shape annual sales incentives schemes to ensure competitiveness and motivational impact while driving strategic behavioral change

Business Development & Maximized Stakeholder relationships

  • Leads Business development initiatives to increase company’s revenue and profitability through licencing, partnership and local manufacturing projects (if applicable)
  • Ensures that targeted opportunities are identified, evaluated and, as appropriate, presented to the business effectively and efficiently. These may be in/out licensing, divestment, acquisition or alliance opportunities.
  • Manages the relationship with the potential partners in a timely and professional manner; ensures that AZ remains competitive in 3rd party deal process.
  • Provides input into the development and co-ordination of an integrated customer relation management approach in close collaboration with other departments.
  • Positively develops, manages and maintains stakeholder relationships external and internal (in GCC and above).

Commercial Input to New Product Planning

  • Conducts market/ customer segmentation and identifies the emotional and rational drivers for each customer segment in order to develop value added and compelling solutions or offerings.
  • Plan integrated cross functional timelines, balancing needs of quality and expediency across the business and build deliverability into launch plans.

Project Management

  • Is key point of contact for list and status of GCC key business projects, providing advice on best way to manage the specific project and ensuring each project is aligned to PM standards with clear action plans, project teams, objectives, expected benefits and KPI, etc.
  • Identifies resources needed, mobilises project resources for programme and connects to relevant stakeholders for better project outcomes.
  • Manages large and complex projects, creating and executing relevant project work plans and revising to meet changing needs and requirements to ensure deliverables are met effectively and efficiently.
  • Manages relationships with key business stakeholders and ensures that business requirements are effectively captured, and the impact of project/programmes are understood by the business.
  • Applies highly developed specialist knowledge and skills in project management, project planning, budgets and methodologies.
  • Reviews deliverables prepared by project teams/leads and provides sign-off prior to engaging business stakeholders.
  • Drives collaboration and knowledge sharing amongst project teams.
  • Ensures transition plans into business areas and controlled handovers to users and business as usual processes.

Financial budgeting and control

  • Entrenches a cost-conscious mindset in the department and monitor and ensure that key activities are delivered within budget.
  • Ensures proper management of resources with the aim of optimizing investment and creating maximum return
  • Provides quarterly forecasts on the budget and projected year end

Job Requirements

Education, Qualifications, Skills and Experience

Essential:

  • Academic background in business/economics/marketing
  • >5 yrs of people management experience
  • Solid project management skills
  • Capability to lead change and transformation as well as resolve mission-critical issues to ensure bottom line success.
  • Strong team leader, builder and facilitator, fostering an atmosphere that motivates highly talented employees to balance high level skills with maximum productivity
  • Enterprise mindset and can-do spirit
  • Ability to generate exceptional results by driving performance and collaborating across boundaries
  • Strong negotiation & persuasion skills
  • Managing complexity as ability to make sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.

Desirable:

  • Knowledge of health care system or experience with pharmaceutical business
  • Growing the business through innovation & market share: able to look for and seize profitable business opportunities; willingness to take calculated risks to achieve business goals. Grow the business by increasing market share of existing products and services
  • Design and drive new strategies: Conceive of new strategies to drive results and align a team or organization to implement them.
  • Proven track record in a senior leadership role on FMCG or Pharmaceutical Industry.
  • Business acumen & business insights management, applying knowledge of the business and the market place to advance the organisation’s goals. Able to understand the science and implement differentiated opportunities
  • Experience of working with and managing 3rd party suppliers / vendors
  • Above Country / Regional project management experience

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