Director Commercial Excellence & Operations (m/f/d)

About Idorsia Pharmaceuticals Germany

The purpose of Idorsia is to discover, develop and bring more, innovative medicines to patients. We have more ideas, we see more opportunities and we want to help more patients. In order to achieve this, we will develop Idorsia into one of Europe’s leading biopharmaceutical companies, with a strong scientific core.

Idorsia is headquartered in Switzerland and has already established commercial operations in the US, Germany, Italy and Japan. In addition we are opening commercial affiliates in the major strategic locations in Europe.

With the German commercial operations based in Munich, we are helping to realize Idorsia’s ambition of bringing innovative medicines from bench to bedside.
Our goal is to build a commercial footprint that will deliver Idorsia’s deep pipeline of products from its R&D engine to the German market – with the potential to change the lives of many patients.

We have a diversified and balanced clinical development pipeline that covers multiple therapeutic areas, including CNS, cardiovascular and immunological disorders, as well as orphan diseases. We are focused on delivering innovative solutions for patients in areas of high unmet need.

Job Responsibilities

The primary role of the Director Commercial Excellence & Operations Germany is to drive commercial and business excellence by the design, planning and implementation of commercial processes, tools, projects and initiatives to maximize top and bottom-line results.

The Director Commercial Excellence & Operations Germany will apply efficient action-oriented and innovative recommendations to drive sales and optimize costs.

The position holder will work cross-functionally with commercial leadership, Finance, Marketing and Sales as well as IT, GDPR, and other functions to propose relevant improvement on existing processes or develop new ways of working.

He/she will actively develop strategic recommendations, derived from integrating insights from market research, competitive intelligence, analytics, forecasting, CRM data, digital, and Real-World Evidence by interacting in- country and contribute to the Business & Sale Operations functional network.

Main responsibilities include:

• Support the General Manager and Commercial Leads (including external National Sales Director) in interpretating information and metrics, providing strategic recommendations, developing tools to enable decision making based on facts and/or consolidated actionable insights. (In field KPIs Analytics, market performance analysis, sales forecasting business planning, digital & omnichannel strategy).
• Acts as point person for Sales Force supporting activities - Sales Force sizing and territory alignment, Sales Force Effectiveness, Incentive scheme, Field Force cycle objective calculation, CRM and Digital Strategy-related questions and tactics implementations (Veeva CRM, Salesforce, REPs trigger emails, e-CVA) including CRM troubleshooting
• Engage the key stakeholders to create and deliver a coordinated brand planning process and contribute to Brand Plan with integrated insights and implications.
• Lead performance/KPI review - own Sales/Activity/S&OP/PMR reports, including insights selection, identification of trends.
• Promote excellence in execution in managing local alignment between Idorsia and external sales force provider to maximize commercial impact. Coordinate training and Field Force workstreams.
• Functional expert of local analytics and data: Sales (internal, in-market, sell-in/out), activity data (commercial/medical), primary and secondary Insights, including data sources, methodology, data quality and validation. Personal responsibility in introducing relevant BI methodology and tools based on BI knowledge and skills.
• Accountable for complete and efficient local supply network processes and real-life flows, guarantee supply for full forecasted demand and manage risks/issues to manage local network stakeholders (eg: wholesalers/customers), and generate business value control product flow.
• Data steward (GDPR)

• Ownership of data processing related to customer lists within CRM and online platform – ensure GDPR compliance and rules are applied

• Coordinate with Veeva Open data to review email list with opt outs, compare/match with Idorsia CRM customer list and support DCR (Data Change request) process with Veeva Open data

• Lead and initiate relevant actions (approval, rejection) up to communication via field force

Candidate’s Requirements

The Director Commercial Excellence & Operations Germany will be an experienced professional with a strong, successful track record in primary care in the german market. The successful candidate will have the agility to operate in a dynamic and science-driven environment.
In terms of key requirements, the following should be mentioned:

What Idorsia offers

Work Location: Munich
Country: Germany
Business Area: Global Commercial Organization
Schedule: Fulltime
Job Type: Permanent
Job ID: 3987

At Idorsia, we harness the power of difference, authenticity, and inclusion to achieve business success.
We encourage all potential candidates with diverse backgrounds of race, color, religion, sexual orientation, gender identity, age, national origin, and disability to submit their job applications. All applicants will receive consideration.
We are committed to fostering respect, fairness, and equal opportunities for all job applicants and our employees.

Please be informed that if you are selected for this position, your employment will be subject to a pre-employment background screening process, of which you would be informed in greater detail in due course.

Please note Idorsia operates a strictly controlled list of preferred recruitment partners. For those partners who have no valid, signed Master Service Agreement in place with Idorsia, all unsolicited resumes, CVs, anonymous profiles, or any other candidate details submitted through our website or to personal e-mail accounts of employees of Idorsia Pharmaceuticals (including any of its subsidiaries, affiliates, or related companies) are considered the property of Idorsia Pharmaceuticals and are not subject to payment of any form of introduction, placement or referral fees.