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Job description / Role
NTS Group is working with a leading multinational pharmaceutical company to recruit a Commercial Excellence Manager based in Dubai. This position will report directly to the General Manager. The Commercial Excellence Manager is responsible for driving the commercial direction and efficiency across the cluster by acting as a guiding partner to Sales, Marketing and HR functions. The main purpose of this function is to develop, direct, manage, & oversee the key processes, resources and systems used to support the administrative, operative and regulatory needs of the Field Sales force within the Cluster. The role is critical to evolving the business commercial model through the establishment of integrated multi-channel approaches that best meet customers’ evolving needs. S/he develops a systematic approach to monitor, measure, and track overall commercial performance related projects including sales force effectiveness.
Responsibilities
• Build, lead and execute all commercial excellence initiatives within the Cluster, coordinating with both regional and local country leadership to build a high-performing commercial organization.
• Implement and optimize commercial effectiveness methodologies in alignment to the companies global and regional approaches including;
• Segmentation, targeting, call planning, alignment, sizing, incentive & compensation.
• Selling skills and capabilities, incl. coordination of training delivery (internal or through third parties).
• Sales force engagement projects.
• KAM planning and monitoring support.
• Define goals and develop performance metrics to drive faster revenue growth and increased commercial productivity.
• Generate actionable insights and engage leadership to support changes.
• Lead the establishment of new digital channels that complement face-to-face interactions.
• Propose and report on new KPIs that monitor the impact of new approaches.
• Proactively collect, monitor, analyze and communicate targeted, relevant sales information to facilitate understanding of business performance across segments, accounts and geographies to make informed decisions regarding opportunities and performance.
• Establish and drive efficient commercial process and tool improvements to maximize the effectiveness and efficiency of the sales team.
• Lead sales improvement projects in line with business priorities.
• Coordinate, share and align activities and projects.
• Partner with the sales and marketing teams, support development of strategic go-to-market plans with clear priorities to facilitate successful implementation of new programs and foster a culture of continuous improvement.
• Recommend and manage sales force sizing and deployment to ensure right coverage models while maintaining a productive and effective sales organization.
• Lead the process for segmentation and targeting, territory/account planning, and target setting based on appropriate data sources (e.g. IMS/OneKey/IQVIA)
• Manage the CRM database and make suggestions for improvement.
Requirements
Education, Skills & Experience
• English and Arabic (spoken and written)
• +5 years of experience in Sales and Commercial Excellence functions within a pharmaceutical or health care company with a proven record of success.
• Strong analytical skills to identify business issues and formulate actionable recommendations.
• Ability to articulate, communicate and deliver on a defined strategy.
• Track record of identifying and implementing process improvements.
• Experience in evolving the commercial model through the deployment of multi-channel approaches including the establishment of relevant KPIs to monitor and report on their impact.
• Ability to influence cross-functional teams in a matrix environment
• Good interpersonal skills including communication, presentation, persuasion, and influence.
• Demonstrated abilities to coordinate multi-stakeholder projects.
• A team player who brings a growth mindset, “can-do” attitude, and customer-service orientation.
• Ability to manage internal & external stakeholders with patience and appropriate assertiveness.
• Ability to coach, mentor and develop colleagues especially those who are not direct reports.
• Flexibility; ability to adapt to changing priorities and objectives.
• Required: Advanced abilities using Microsoft Excel, PowerPoint, and Power BI.
• High expertise in the management and evolution of CRM and CLM systems.
• In-depth knowledge of pharmaceutical market intelligence, reports, audits, and information sources.
About the Company
NTS Group is a leading specialist recruitment firm and experts at recruiting skilled, qualified and professional people in the Middle East.
Our promise is simple. To provide our clients and candidates an expert, professional and bespoke service whilst maintaining the highest levels of integrity and honesty.
NTS Group specialise within contingency, retained and search based recruitment campaigns across the following sectors;
Finance & Accountancy Professional Office Support Sales & Marketing Operations
To our clients, we understand people are your biggest asset and the future of your business. This is why we focus on understanding not only your technical requirements, but your culture, values and vision in order to find the right people for your business first time.
To our candidates, we believe in honesty, integrity and supporting you throughout the entire process. We listen to what you want and proactively go to market to assist you in finding your dream job.