A pharmaceutical company is searching for a Head of Commercial Excellence.
Key Accountabilities:
Lead the customer team, coach, challenge, monitor and evaluate the team performance to ensure a highly energized and motivated team;
Work closely with the sales force to continuously develop capabilities and mindset throughout the sales force;
Guide KAM’s to Develop Customer Annual Joint Business Plans aligned with company objectives and Account(s) Mission & Vision for assigned Strategic Customer(s) and Top to Top meetings to secure the Plans;
Sales Planning by Channel / Territory / Account;
Commercial policy: lead commercial policy development and update;
Forecast accuracy on sales in fully aligned with Supply chain;
SFE: Segmentation, coverage and targeting (for reps/ KAMs) SFE & SFA tools development and maintaining, Sales Training & development, MCE platform management;
Ensure a culture of compliance and ethics within not only the sales organization but the total country;
Abide by the requirements of the internal Code of Ethics including but not restricted to maintaining high professional standards of conduct in line with the Company procedure with a duty of care to the reputation of the Company.
Requirements:
More than 8 years of experience in people management is a must;
Bachelor degree with an MBA being a plus;
Fluent Russian, English – upper intermediate;
+8 years relevant working experience in Sales: commercial, pharmacy chains and distributors;
Current or previous experience in Consumer Healthcare or FMCG companies with proven track record in commercial positions;
Articulate and possess excellent communication / presentation skills to cascade and motivate and interact with senior leaders;
Proven influencing and negotiation skills to influence and drive changes in a regional / global environment;
Strong leadership skills to engage, grow and develop teams / distributors toward a culture of high performance and collaboration;
Excellent analytical and organizational skills, including the proven ability to adapt to a dynamic project environment and manage multiple projects.
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