Commercial Excellence Manager EU

vor 1 Monat

Eysins, Schweiz FRESENIUS_KABI Vollzeit

About Fresenius Kabi Biosimilars

We are a global company with strong growth opportunities and a unique expertise in healthcare, which allows for a wide range of demanding and varying tasks. Our principle "we care for excellence" drives us to provide easier access to high-quality, affordable medicines to more patients around the world.

Your Role

The Manager Commercial Excellence EU and RoW will be responsible for defining and implementing activities to achieve improved commercial efficiency and sales excellence in BU Biopharma across EU & RoW. This includes working closely with markets to understand market dynamics and needs, providing innovative and appropriate solutions, and driving segmentation and targeting harmonization across markets.

Main Responsibilities

  • Implement activities at global and local level to deliver and maximise commercial efficacy and sales excellence
  • Support markets to implement a best-in-class customer engagement framework for the Biosimilars business and ensure capacity building to support the growth of the Biosimilars portfolio
  • Drive segmentation and targeting harmonization across markets
  • Define, implement and harmonize sales excellence dashboards across EU and RoW
  • Define, implement and harmonize standard operating procedures related to CRM data collection, definition and monitoring across EU and RoW
  • Define, document and continuously improve sales excellence process standards and competency across EU & RoW
  • Ensure end-to-end process flows and data inputs are surfaced to enable optimal performance; challenging the current state to identify opportunities for process efficiencies
  • Support project delivery whilst ensuring that changes to processes within EU & RoW sales operations are consistently documented and successfully embedded
  • Own adoption of sales process and tools and associated metrics and KPI's
  • Measure and report on country performance against sales excellence targets, identify deviations and follow up to support the implementation of corrective actions
  • Ensure Country Cluster Leads have set targets that correspond with agreed strategies
  • Establish appropriate incentive schemes for commercial teams, which includes benchmarking versus external organisations and auditing of country schemes versus performance
  • Expand and utilise the organisations' resources in an optimal manner to ensure cost effectiveness
  • Support implementation of digitalization and omnichannel initiatives for the Region
  • Provide tailored support and guidance to ensure regional strategies are effectively executed

Requirements

  • University Degree in Science and/or Business, MBA
  • Minimum 7 years commercialization/marketing experience (should include country level national sales management in healthcare/pharmaceutical sales)
  • Experience in multi-country sales excellence management
  • Subject matter expert and in-depth knowledge in sales excellence (Tool & Techniques)
  • Highly confident in managing sales data – proficient in data analysis and sales monitoring tools
  • Biosimilars experience a plus
  • Leadership skills including the ability to lead cross-functionally and cross-geography
  • Strong understanding of customer needs with a global view
  • Outstanding communication skills
  • Ability to deal with complexity and translate insights and conceptual ideas into strategies
  • Goal driven mindset with clear metric driven process map
  • Always seeking new approaches to internal and external challenges
  • Fluency in English; German and/or French would be beneficial
  • Regular business travel will be required (circa 25% of time, planned travel)

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