Job Description

Join the premier biopharmaceutical company in Asia Pacific for over 60 years.

Bring your entrepreneurial curiosity and learning spirit into a career of purpose, personal growth, and leadership.

Work with key stakeholders and commercial leaders, and provide critical insights to help shape the best outcome, aligned with overall business objectives and aligned with operational requirements.

Our Human Health Division maintains a "patient first, profits later "ideology. The organization comprises sales, marketing, market access, digital analytics, and commercial professionals passionate about bringing our medicines to our customers worldwide.

Over View:

To Lead the company\'s Strategic Planning & Commercial Operations function in SGMY, providing insights, diagnostics, and education for achieving brand health, enabling commercial team performance excellence, and providing decision-enabling information through internal and external performance parameters analysis.

In this critical position, you will lead and develop Commercial Effectiveness initiatives to support long-term business growth. As a member of the Cluster Leadership Team (CLT), the role will provide leadership, influence, vision, digital and marketing expertise, and direction to contribute to helping exceed top and bottom-line results in the annual and 5-year Strategy Plan.

You will lead, shape, implement, and continually assess the sales, marketing, and account management competency development to improve the productivity & impact of all commercial functions. You will also work with internal & external parties on sales, marketing & account management effectiveness-based projects to deliver tangible improvements in commercial impact, productivity, and long-term effectiveness of the organization.

THE OPPORTUNITY:

Plan the short- and long-term strategies and drive initiatives to achieve marketing goals

Based in KL Malaysia, a focus for the growth market

WHAT YOU WILL DO:

Commercial Team Effectiveness:

Establish an outstanding program for developing and ensuring the long-term success of all commercial teams \xe2\x80\x93 Sales, Marketing, and Account Management.

Lead and develop Sales Force Effectiveness (SFE) measurement and process initiatives to help ensure result delivery and improve sales productivity as the ultimate goal.

Ensure the function delivers value-added support in Sales information reports and call reporting analysis.

Develop a robust system for measuring, tracking, and communicating Sales, Account, and Organisational performance. Coordinate and help initiate Commercial Optimization projects.

Work with sales & marketing in identifying business development opportunities and critical initiatives for further investment and growth.

Develop competency & skill of the sales force through developing coaching & counseling skills in the team and driving training initiatives.

Effectively and timely communicate the sales objectives, be accountable for driving the sales team and track targets, and collaborate with the respective BU Director to achieve the sales target.

Lead the sales force automation initiatives, coordinated with service providers to ensure productivity enhancement and establishment of metrics to measure sales force effectiveness.

Develop reward & incentive plans for the sales team, and measure performance to evaluate earnings as per the reward plan.

Strategic Planning:

Lead the annual strategic planning, ensuring a clear & integrated strategic plan for each country \xe2\x80\x93 Singapore, Malaysia & Brunei \xe2\x80\x93 fully endorsed by the CLT.

Establish a robust mechanism for assessing performance against the strategic plan, managing risks, and working with the Managing Director to ensure optimal resource allocation to ensure the execution of the plan.

Create business analytics promptly. Plan, educate & review the globally defined brand planning process. Define, develop & deliver key diagnostics parameters for brand health and patient relationship programs.

Sales, Marketing, and Account Management Training:

Lead with National Sales Training Manager to define business objectives, identify sales training needs, develop and customize training courses in both short & long terms perspectives, deliver training courses for sales and sales management, training course follows and implementation, training evaluation, and continuous improvement.

Lead to build sales training capability for both sales managers and sales reps.

Co-work with HR to ensure core programs are deliverable, Sales mgmt., initiate and develop corporate aligned competency model by focusing on sales

SFE and ETMS sales training delivery and drive implementation Lead learning organization culture

Define business requirements, identify marketing & account management training needs, develop and customize training programs in both short & long terms perspectives, lead and deliver training programs for marketing & account management, follow through, evaluation, and continuous improvement.

Market Intelligence:

Lead the process of evaluation of Commercial needs \xe2\x80\x93 Sales, Marketing & Account Management, and identification of potential market research initiatives.

Lead definition of outsourced market research parameters, evaluate the performance of the outsourced research, and provide insights to the commercial teams based on validated outcomes to develop & refine brand/market insights, identify opportunities, etc.

Supervise the MR team in coordinating with outsourced agencies, drive in-house analytic tool development and research to augment outsourced research, and provide periodic insights to the sales and marketing team.

Sales Operations:

Lead the sales operations function, ensure the appropriate processes and systems are in place, and coordinate action plan implementation and evaluation.

DD&A:

Harness the opportunities offered by digitization in the B2B and B2C areas, sourcing and supply chain, and developing digital capabilities within the organization.

Establish and drive technology roadmaps that align with current and future business needs.

Influence the organization\'s commercial and functional leaders to help accelerate and embed digitization in the India Region.

Partner with key external parties to bring the best in the market within the organization.

Influence the digital transformation journey across the whole organization & manage the existing digital portfolio.

BPO:

Drive SGMY Business Practices \xe2\x80\x93 leveraging Data and Analytics, building capabilities across SGMY, nurturing a culture of speaking up Play an active role in ensuring consistent compliance standards across SGMY cluster

Lead the \'Speed and Simplicity\' SGMY 2023 Strategic Priority working team in important workstreams such as SOP simplification.

Alliance:

Ensure effective third-party partner management and seamless execution of current and future licensing.

Third-party partner deals to exceed performance targets and drive incremental sales/income growth.

Build long-term relationships and find win-win solutions.

Set clear and measurable KPIs and monitoring to ensure effective execution; identifying and acting on opportunities while proactively uncovering and addressing performance gaps,

WHAT YOU MUST HAVE

Experience

More than 10years relevant experience in multi \xe2\x80\x93 national company in marketing, sales. Sales & Commercial experience in the pharmaceutical industry is a strong advantage.

Experience in commercial Excellence and commercial competency development, including training required

Relevant experience in Sales Force Effectiveness (SFE) management is required.

Sales & marketing information reporting experience required

5 years of people management experience required

Excellent in English and strong communication skills with cross-functional capabilities.

Who we are:

We are known as Merck & Co., Inc., Rahway, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world\'s most challenging diseases. Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.

What we look for:

Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity. You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time. Our team is constantly evolving, so if you are among the intellectually curious, join us\xe2\x80\x94and start making your impact today.

Current Employees apply

Current Contingent Workers apply

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status: Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Shift:

Valid Driving License:

Hazardous Material(s):

Merck Sharp & Dohme