Commercial Excellence Head
Novartis -
Cairo, EgyptPosted 4 years ago28People have clicked1 open position
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Job Description
- Enhance and maximize Commercial Execution in Sandoz EG, in line with brand strategies and Global Commercial Excellence priorities, leading functional upgrade efforts and ensuring a minimum standard of excellence across BUs, facilitating the exchange of practices and information and supporting the built up of core and advanced commercial capabilities.
- Enhance and monitor commercial execution in line with Global/Regional commercial excellence strategy
- Sales force impact: Lead efforts to maximize sales force impact across BUs by delivering common platforms for improvement, enhancing exchange of ideas and practices locally and with the region and across BUs and ensuring minimum common standards
- Sales force plans (sizing/deployment, segmentation & targeting , support brand priorities, effectiveness & efficiency etc)
- Sales force execution. Close tracking of sales effectiveness key performance indicators (productive utilization of FF, performance tracking & improvement with outcomes based approach (Market Share, sales, etc), QTQ, Call Plan Adherence, Incentive Schemes, Sales tools etc), analyses issues and proposes interventions to the BUs
- Sales Interactions: Responsible for improving sales force interactions.
- Contributes to best practice/experience sharing vertically and horizontally
- Ensures consistent and high quality marketing processes (activation process, core components like Segmentation & Patient Journeys)
- Capabilities building/training
- Drive roll out of key sales and marketing excellence initiatives, in close collaboration with regional Commercial Excellence: FLM upskilling, Coaching, Call execution, Marketing upskilling; tracking (e-) training completion.
- Facilitate country team’s capability building leveraging available resources and tracking implementation/impact.
- Drive FF training
- Leads the Commercial & Incentives Committees
- Digital : Drive and lead project, initiated digital projects, leads vendor selection and management in alignment with Global/regional Commercial Excellence.
- Lead internal digital initiatives to improve business processes towards automation
- Support training of the customer facing teams; monitor and drive execution of initiatives.
- Business Intelligence & Market Research
- Leads analytics for different market segments and channels ( Retail , Hospital & specialty ) and competition landscape to identify gaps , growth opportunities and giving recommendations
- Leads the development of BI solutions and dashboards to enhance business dynamics and fasten decision making vendors assessment , problem definition , research follow up , results analytics and recommendations )
- Leads secondary data and syndicated reports analytics
- Systems & Governance
Job Requirements
- Extensive experience (>8 years) in sales management positions within the pharmaceutical industry in commercial environment with market experience and strong connection to commercial organization.
- Track record of highly successful delivery and positive performance results with focus in Sales Management, SFE , training and Marketing.
- Excellent Project Management skills.
- Proven leadership ability to communicate, influence, negotiate and perform in a complex matrix organization. self-starter, pro-active, initiator, change agent.
