Senior Manager Commercial Excellence (m/f/d) Diabetes Care

Your Tasks:

• Design Commercial Excellence and Sales Force Effectiveness (SFE) programs, including performance analysis, training and development of the sales teams, to drive excellence in the commercial execution across the Area
• Define Commercial Excellence programs and plans aligned with EMEAP’s vision and strategy that consider stakeholder interests, contains specific timelines and stays within budgetary guidelines through cross country collaboration, prioritization and alignment
• In collaboration with the Commercial Director, design selling strategy and targeting approach (resource allocation, sales force size, geographic deployment, promotional grid, reach & frequency, etc.) for new product introductions and existing products ensuring alignment with ADC’s marketing strategy and portfolio positioning
• Lead Veeva CRM implementation, designing and implementing a solution that advances ADC EMEAP strategy and uplevels our sales force
• Monitor industry trends and best practices in Commercial Excellence to bring innovative initiatives, tools, and ways of working to EMEAP
• Lead the EMEAP Sales Impact Team meetings (Sales Directors’ task team): define and align on strategic direction, priorities and programs, obtain buy-in and monitor deployment and performance of sales forces as well as commercial initiatives across EMEAP
• Liaise with cross functional and cross-region teams to identify opportunities for increasing efficiency or increasing product sales and productivity or value to customers; partner with EMEAP marketing team on sales force related marketing material or projects
• Monitor effectiveness and return on investment of strategic sales initiatives. Proactively analyzes and evaluates data, input, and proposals from a variety of sources to confirm alignment and/or determine adjustments to plans and/or tactics
• In collaboration with the sales heads, define the competency framework for the sales force and regional sales force managers to be able to assess their performance and set the criteria for recruitment in the Area
• Assess sales force preparedness. Alongside with the EMEAP training managers and country sales heads identify sales force training and development needs and drive design and implementation of modules, programs, and platforms to cover the identified gaps (skills, competency, etc.)
• In conjunction with IT, develop and roll out CRM, Sales Force Automation and Business Intelligence (KPIs) Processes and Tools to drive continued sales force effectiveness and market share gains across EMEAP
• Lead the EMEAP Commercial Excellence team, nurturing and attracting high performing talent that serves as Commercial Excellence role model team for EMEAP countries
• Definition and standardization of EMEA SFE KPIs measurements, application and monitoring across EMEA
• Assessment of sales force strategy implementation progress and sales force preparedness (incl. regular Field travel in priority countries to gain deep understanding of SFE status and requirements)

Your Qualification:

• Relevant business or life-sciences university degree; MBA preferred
• Deep commercial excellence experience and functional skills (sales experience is an advantage) in consulting or multinational healthcare company
• Innovative thinking: ability to identify improvement opportunities, challenge status quo and drive changes as required. Ability to drive strategic process and innovation excellence
• Strong analytical and business intelligence skills: ability to analyze data to translate market insight from internal and external sources into powerful insights
• Strong project or program management skills and successful experience in matrix organizations
• Business acumen and knowledge of commercial aspects
• Excellent interpersonal and communication skills
• Fluent in English (additional European languages are an advantage)