Job Description

JOB DESCRIPTION:Primary function of the role:

• Center of Expertise for overall ANI Pacific Asia Area in Commercial Excellence practices, governance and capabilities
• Accountable for overall efficiency and allocation of sales force.
• Regional Commercial Excellence Manager will be responsible for defining and leading sales efficiency indicators through appropriate analysis between sales and marketing and manage projects across functions to execute integration and execution

Main Responsibilities:

• Establish processes, methodology and governance to effectively manage sales force effectiveness, sales force automation and business insights
• Work with all ANI Pacific Asia market\xe2\x80\x99s Commercial leaders to develop, govern, and measure effectiveness of Commercial Excellence function.
• Lead and enable ANI PA affiliates CommEx model deployment, provide consultancy to key processes e.g. SFE KPIs, New Users, segmentation & targeting, HCP coverage, sales force deployment, share best practices.
• Support team in building functional Commercial Excellence capabilities within ANI Pacific Asia.
• Work with other region\xe2\x80\x99s Commercial Directors to share best practices across ANI worldwide
• Educate the organization in concepts, processes, methodology and benefits of SFE including create and lead a project team involving all related areas (such as SFE, SFA and Business Insights) in order to implement process
• Creates the mechanisms and processes to capture, analyze and use market level data to better understand the current competitive environment; identify attractive growth opportunities and new customer targets and create value propositions to support and build competitive advantage in co-operation with marketing and sales team
• Maintain open communication among key players of the process and validation of strategic products of the affiliate through analysis of profitability in the mid and long-term including carry out gap analysis of current sales structure and strategy
• Analyses of productive frequencies and design alternative scenarios to close gaps identified plus financial validation and implications of different scenarios
• Integrate existing and acquired data to develop a single view of the business and monitor the business hygiene KPIs at monthly level, and acts as a brain to uncover \xe2\x80\x9cso-what\xe2\x80\x9d actions
• Ongoing measurement of metrics, data analysis, monitor and propose any corrective actions
• Lead productivity workshops, facilitate improvement action plans and monitor execution and customize software according to business strategic needs including education to users, database administration, prepare operational budget, and administrative support and customer service to users
• Sets and tracks targets and KPIs at various levels, employing a structured approach to problem-solving to identify and recommend a solution to the root cause of the problem
• Analyze data to track and measure effectiveness and ROI of marketing and non-marketing campaigns to help commercial excellence leader and other commercial teams in prioritizing the investments
• Analyze data to identify productivity gaps & drive efficiency in actions of Ethical and Trade sales team
• Creates the mechanisms and processes to capture, analyze and use market level data to better understand the current competitive environment; identify attractive growth opportunities and new customer targets and create value propositions to support and build competitive advantage in co-operation with marketing and sales team.
• Provides Business Development support to the Regional CommEx Director, including but not limited to, providing insights and competitive intelligence activity and process, dissemination of business intelligence to Senior Management Team, contribute to strategic planning processes by interpreting and communicating key trends and recommendations on business opportunities related to those trends.
• Co-partner with Area and Affiliate Commercial leaders

Skills, Education, Experience:

• MBA desirable with preferred focus on Strategy, Marketing and Finance
• English proficiency in communication with strong communication skills
• Minimum of 12-15 years industry experience in senior level sales and marketing management roles
• Prior experience in commercial role preferred
• Strong project experience in Commercial Excellence / SFE
• Have strong insight into internal and external customers and employees
• Have knowledge in advance MS Excel (Macro preferable) & MS PowerPoint programs
• Willing to do attitude and strategic thinking for business future sustainable growth
• Analytical skills
• Influencing Skills
• Project management
• Strategic thinking and Visioning

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: ANI International NutritionLOCATION: Malaysia
Selangor : Imazium, No. 8, Jalan SS 21/37ADDITIONAL LOCATIONS:WORK SHIFT: StandardTRAVEL: Yes, 50 % of the TimeMEDICAL SURVEILLANCE: Not ApplicableSIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

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