Head of Commercial Excellence

Job Description

Role Purpose?Head of Commercial Excellence will enhance business performance by optimizing market strategies and internal operations. This role involves defining and leading sales efficiency metrics through detailed analysis and coordination between Sales and Marketing. The person will oversee cross-functional projects to ensure seamless integration and execution. By applying efficient, innovative, and actionable recommendations, they will drive sales growth and cost optimization. Additionally, the manager will implement and manage sales and marketing excellence through comprehensive training, learning, and development programs for all sales and marketing teams. They will also play a key role in Regional SFE Initiatives, contributing to overall sales and marketing excellence.Job Responsibilities

• Oversee the establishment and monitoring of a business intelligence framework to enhance customer segmentation and targeting, with a primary focus on improving sales force effectiveness initiatives.
• Develop and implement processes to gather, analyze, and utilize market-level data to gain a comprehensive understanding of the competitive landscape. Identify promising growth opportunities and new customer targets, and create compelling value propositions in collaboration with the marketing and sales teams.
• Convert strategic goals into actionable operational plans that drive the companys objectives.
• Actively contribute to strategic decisions in sales and marketing that enhance sales growth.
• Provide business development assistance to the General Manager by offering insights and managing competitive intelligence activities. Disseminate business intelligence to the Senior Management Team and support strategic planning by interpreting key trends and making recommendations on business opportunities based on those trends.
• Drive the Sales & Operations Process by fostering a commercially driven mindset to boost sales and achieve cost savings.
• Act as the lead resource for designing and calculating bonus structures.
• Educate the organization on the concepts, processes, methodologies, and benefits of Sales Force Effectiveness (SFE).
• Validate strategic products through mid- and long-term profitability analysis.
• Perform gap analysis on the current sales structure and strategy.
• Lead and develop analytic strategies to connect processes and outcomes, including Value Universe Analysis, Concentration Curves, Overlap Analysis, Targeting Effectiveness Analysis, and Productive Frequency Analysis.
• Create alternative scenarios to address identified gaps.
• Propose and facilitate decision-making processes for new sales force strategies.
• Provide expert input on geographical deployment.
• Address people implications such as hiring, termination, and reallocation.
• Review and refine incentive plans.
• Ensure alignment between the marketing structure and resource allocation decisions.
• Act as a change agent to drive cultural change within the organization.
• Consider targeting strategies and their implications.
• Continuously measure metrics, analyze data, monitor progress, and propose corrective actions as needed.
• Partner with HR, IT, Market Research, Commercial, Medical, Training, and other areas to define and implement processes that optimize productivity.
• Conduct thorough analyses to link processes and results.
• Provide feedback to key stakeholders such as Product Managers, Sales areas, Medical, Training, and Market Research.
• Actively participate in Core Team meetings to enhance the flow of promotional messages.
• Benchmark best practices and share knowledge between Core Teams.
• Lead the planning and implementation of workshops within the affiliate.
• Lead productivity workshops, facilitate the creation of improvement action plans, and monitor their execution.

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