Description:
This role will assume the leadership position over the various Commercial Operations functions that support the overall business of the OPU (Operating Unit). These Commercial Operations functions include; Customer Value Management, Digital Engagement Management, Training Management. Customer Value Manager and Training Manager will be reporting to this position.
The overall objective of the role is to drive performance & executional excellence across the various commercial operations areas that fall under its scope. This is done through the direct leadership of the various functions that fall under its scope and the cross functional work with the various business partners within the OPU and ROPU META (Regional Operating Unit, Middle East Turkey Africa) Commercial Operations Team and other regional relevant functions. Collecting the necessary market intelligence about the market trends.
Responsibilities:
Digital Engagement Management:
1) Oversees the local execution of the Digital & Multichannel agenda through close alignment with the OPU and ROPU stakeholders(also external stakeholders, where needed and the functions acts the subject matter expert on digital channels and content development, performance and measurement and the leader of this functions acts as the main contact person within the OPU with ROPU META D&MCE Team on all related topics (processes (ICP), platforms (FuE, Virtual Engagement, etc), Adobe Marketing Cloud, training, communication, change management, etc).
2) Has the accountability for the implementation and follow through of all the D&MC programs & initiatives
3) Works closely with META Training Manager and Local Training Manager to plan and facilitate any training / change management program relevant to the OPU D&MC agenda.
4) Works with OPU Medical Managers to ensure OPU Medical team is aligned with the overarching D&MC strategy and using the designated Medical related platforms to execute and measure campaigns.
Customer Value Management:
1) Acts as a main interface and forges a strong liaison with regional (Customer Engagement Excellence) CEE and AI&F (Analytics, Insight and Forecasting) team
2) Liaises with META CEE managers on the following and any other relevant task /activity: raw data collection of Potential/Adoption values, Territory alignment, FLSM-REP linking, Product rep links, etc.
3) Streamlines the needed Veeva trainings (new reps & refresher trainings, disseminates the CRM KPIs, SOPs,Veeva Compliance related topics, follow up on Veeva free text words for compliance checks.
4) Has the overall responsible to track all engagement KPIs for FF and report it to Sales & Country Head for necessary follow up and corrections.
5) Delivers timely analyses of IMS data and brick level data and shares the updates across the ROPU /OPU/ country. Also analysis of monthly in-market / Net sales / Export sales and provide insights and prepare management reports.
6) Plays a key role in In market target setting & Net sales LTF forecast setting up guidance document for the major therapy areas and supports with management presentation and effectively phases the sales and budgets and coordinates the data uploads into the necessary internal systems within the time frame aligned with the OPU / ROPU coordinates.
7) Supports the local Business in preparing the sales incentive compensation plan/ manages and coordinates incentive calculation and payout aligned to the guidance document.
8) Ensures adherence to all FF management / SOPs
Training Management:
Designs, develops and implements comprehensive annual training plans in alignment with Brand Teams with aim to increase medico-marketing knowledge of the customer facing teams.
Team Management & Development:
Ensure proper objectives setting, performance reviews and developmental plans are in place and acted upon.
Requirements:
- Bachelor’s Degree
- Experience in Digital and Multichannel.
- Previous experience in Sales, Marketing, Training, Sales Force Effectiveness and Key Account Management (at a management level) within multinational pharmaceutical company
- Previous experience in leadership / team management positions and in working within x-functional teams
- Thorough knowledge of the pharmaceutical industry and practices
- Fluency in English and Local language
Competencies:
Strong team management / Team Leadership skills
Strong and broad understanding in the areas of Marketing/Sales, Digital and Multi Channel, Key Account Management
Strong communication, interpersonal, negotiation and influencing skills
Proven ability to work and coordinate cross-functionally
Strong business acumen and analytical skills with attention to details
Ability to translate strategies into action plans and drive high quality and timely execution
High organization and ability to manage projects of different complexity levels
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