Lead the company\xe2\x80\x99s commercial optimization in the pharmaceutical division of the EPD Area. This will drive efficiency enhancements in both sales and marketing.
Partner with the country commercial teams to identify gaps in their commercial processes and execution, and to provide solutions and tools to drive best in class practices.
Develops sales force and marketing effectiveness capabilities across all business teams.
Evaluates and optimizes organization structure for efficiency and alignment.
Identifies and measures KPI\xe2\x80\x99s that relate to critical success factors
Aligns sales force incentive plans with Area definition of best practice
Develops competencies of country commercial excellence managers
Identifies and shares best practices
Aligns training standards across the area
Designs and provides tools and resources to enhance customer relationship management systems.
Develops sales and marketing teams through ongoing coaching, training and development programs
Strategic Planning & Execution - Translates strategic priorities into operational reality and catalyzes new approaches to improve results by helping others overcome resistance to change. Makes informed decisions and commits to an action after weighing alternative solutions against important decision criteria.
Business advisor - Conveys a firm understanding of the customer\xe2\x80\x99s business, political drivers, emerging economic, technological and regulatory conditions. Recommends course of action by sharing compelling insights based on analysis of data from multiple sources.
Coaching and team development - Leverages the understanding of digital tools, solutions, challenges, and emerging trends to expedite individual, team and organizational productivity. Is agile in uncovering complicated business issues, discovering new opportunities and developing practical solutions that can enhance customer value.
Digital Skill - Leverages the understanding of digital tools, solutions, challenges, and emerging trends to expedite individual, team and organizational productivity. Is agile in uncovering complicated business issues, discovering new opportunities and developing practical solutions that can enhance customer value.
Interpersonal effectiveness - Develops influence strategies that gain commitment to one\xe2\x80\x99s ideas and persuades key stakeholders to take action that will advance shared interests and business goals. Establishes and sustains trusting relationships by accurately perceiving and interpreting own and others\xe2\x80\x99 emotions and behavior.
10+ years of experience in an international healthcare business
Solid background in sales and sales management
Proven track record in marketing management
Project management experience and expertise
Advanced analytical skills
Strategic insight into future sales trends
Must be proficient in verbal and written communication.
Must be driven, a team leader and possess strong business acumen and interpersonal skills.
Successful track record in commercial leadership roles
Knowledge
Strong commercial understanding
Deep understanding of Go to Market strategies, sales, and marketing KPI\xe2\x80\x99s and metrics which track business performance, understanding the logic and rationale behind the KPIs
Strong understanding of the sales processes and tools; knowing dynamics of distributor processes; SFE and Multi-Channel engagement market practices; deep understanding of customer segmentation, targeting approaches; integrating channel preferences; customer profiling methodologies.
General operations and knowledge of how the core commercial processes and methodologies work and understanding of how they impact financial results
Financial foundations \xe2\x80\x93 to be able to spot anomalies and to articulate the financial impact of initiatives
Knowledge of the internal and external customers being aware of their dynamic needs and challenges
Market understanding and competitor intelligence knowing market trends; familiarity of trends in health care, emerging business models, best practices
People Development practices \xe2\x80\x93 Strong understanding and knowledge of employee development, talent creation and retention programs
Strong understanding of competency framework and development approach
Technology knowhow and Data Environment \xe2\x80\x93 Familiarity in leveraging business intelligence and data analytics tools, digital platforms, Big Data/ AI tools and derive insights from data/ reports
Basic understanding of CRM systems, databases, data sources; data mining techniques through digital tools and dashboards; How to manage data and control quality
Familiarity with engaging audiences through remote and digital tools
Awareness of medical and regulatory practices impacting the local healthcare market
High level understanding of how market research and insights operates
Strong understanding of regional and global processes and guidelines.
Higher education in business can be useful
Competencies
Strategic Planning and Execution
Business Advisor
Coaching & Team
Development
Digital Skills
Interpersonal
Effectiveness
The base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.JOB FAMILY: Sales Support & AdministrationDIVISION: EPD Established PharmaLOCATION: Malaysia Selangor : Imazium, No. 8, Jalan SS 21/37ADDITIONAL LOCATIONS:WORK SHIFT: StandardTRAVEL: Not specifiedMEDICAL SURVEILLANCE: Not ApplicableSIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)