Commercialization Excellence Director Italy

Under the guidance of the General Manager Italy Greece Cyprus and Malta the Commercialization Director is responsible for leading and embedding a culture of performance excellence across the affiliate  also in collaboration with the Medical Excellence Lead.

 

This role involves leading significant organizational change requiring a resilient solutions-oriented and growth-focused mindset.

Key Objectives and Responsibilities

• Lead the transformation of the Italian and Greek affiliates toward a data- and insights-driven culture using segmentation and analytics to optimize business decisions commercial planning and customer engagement.
• Build and implement strategic frameworks for market segmentation account management and business intelligence to drive targeted and effective customer interactions.
• In collaboration with business units and cross-functional teams develop and standardize commercial excellence tools (e.g. account planning real-time dashboards dynamic segmentation models).
• Advance omnichannel strategy enabling seamless insight-driven engagement across all customer touchpoints.
• Champion a customer- and market-centric approach across portfolios and brands supporting informed focused decision-making.

Accountabilities and Deliverables

1. Sales Force Effectiveness

• Drive segmentation and targeting strategies using market and customer insights to support prioritization of accounts and resource allocation.
• Monitor and optimize KPI performance in collaboration with BUDs NSMs and leadership. Proactively escalate risks or opportunities.
• Maximize use of Veeva CRM for account planning customer profiling call planning and closed-loop marketing.
• Support rollout of business acumen and account excellence training in partnership with European Customer Excellence teams.
• Use qualitative and quantitative insights to drive customer understanding and improve go-to-market strategy.
• Institutionalize quarterly business reviews (QBRs) with sales teams embedding insights and segmentation data to identify priority accounts.

2. Business Insights and Market Segmentation

• Enhance and structure the affiliates use of business analytics and insights to support commercial strategy performance tracking and customer understanding.
• Implement advanced market segmentation frameworks integrating patient journey disease epidemiology referral mapping and behavioural profiling.
• Provide actionable insights to senior leaders to support strategic decisions in customer engagement portfolio allocation and investment prioritization.
• Develop customer archetypes/personas using market research and segmentation analytics to inform tailored engagement.
• Align with global and EU-level initiatives to pilot new analytical tools and methodologies.

3. Omnichannel Development

• Define the vision for omnichannel engagement in Italy and develop a roadmap for its implementation aligned with customer expectations and digital trends.
• Accelerate the deployment of omnichannel capabilities (e.g. Sobi Pro VAE CLM) integrating insights from segmentation to personalize engagement.
• Lead measurement of omnichannel effectiveness using customer-centric KPIs (reach engagement preferences) to inform strategy.
• Collaborate with global digital marketing to ensure alignment and adaptation of global tools to the local ecosystem.

4. Launch Excellence

• Co-lead the development of affiliate launch excellence playbooks embedding market segmentation competitive intelligence and customer insight as core elements.
• Lead commercial readiness by developing robust go-to-market models:
  • Patient journey mapping
  • Market sizing and segmentation
  • Sales force sizing and targeting
  • Competitive environment analysis
  • Post-launch monitoring and insights generation

5. Forecasting

• Lead bottom-up and top-down forecasting (patients volumes revenues) incorporating insights from segmentation and real-world data.
• Co-own LRP (Long-Range Plan) assumptions and business cases with the Finance Director and GM bringing deep understanding of customer dynamics and market trends.

6. Operational Excellence and Customer Focus

• Lead initiatives to embed a customer-centric and agile operating model across commercial functions.
• Use segmentation and engagement analytics to refine resource deployment across portfolios and territories.
• Foster continuous improvement removing inefficiencies and driving scalable processes to support growth.
• Build capabilities in data literacy business acumen and customer insight interpretation across commercial teams.

7. DEP (Data Entry Processor): 

• Understand the local Transparency requirements for the assigned country or geographical area
• Participate in DEP calls
• Inform the Activity Leads about the applicable Transparency requirements including the data and information needed to correctly record Transfers of Value (ToV)
• Record all required information on ToVs provided by Activity Leads in the Transparency HUB
• Inform the Sobi Spend Transparency Office (STO) about any third-party vendors requesting access to the Transparency HUB
• Review the recorded data upon PwCs request and respond to any questions from PwC that may arise during the data correction phase
• In collaboration with the HCC SME review the draft publication report to verify its accuracy and compliance with local regulations
• Provide confirmation and/or updates on the draft report to PwC
• Upload the final reports to DocSpace D2 for General Manager approval
• Publish the Transparency report on the company website according to applicable procedures
• Manage the retention time in DocSpace D2 for the deletion of the disclosure report

Qualifications :

• University degree (scientific or business discipline preferred)
• Proven experience in Commercial Excellence Business Insights or Strategic Marketing within the pharmaceutical or biotech industry
• Demonstrated expertise in market segmentation data analysis and insight generation
• Experience in launching new products and leading cross-functional launch teams
• Proficient in CRM and analytics tools (Veeva Power BI Qlik etc.)
• Experience leading change and capability building initiatives

Additional Information :

All Sobi employees need to demonstrate behaviors in line with Sobis core values: Care Ambition Urgency Ownership and Partnership. Are you ready to be on the Sobi team Come join a culture that empowers every person to be the person that makes a difference for rare disease.

Why Join Us

We are a global company with over 1700 employees in more than 30 countries and are committed to the societies where we operate. With a deeply skilled management team directing our day-to-day wins and a Board with a stellar track record were ready to take on the worlds diseases ailments and adversity. Our people believe they have the power to make a positive impact in others lives because thats exactly what we do here. If youre seeking a career that taps into your talents in a way that makes the world a better healthier place we just may have a job for you.

We know our employees are our most valuable asset and our culture conveys that. We offer a competitive benefits package to support the health and happiness of our staff.

Sobi Culture

At Sobi we refuse to accept the status quo. This is because we have witnessed first-hand the challenges facing those affected by rare diseases and have used this knowledge to shape our business to find new ways of helping them.

As a specialized biopharmaceutical company we are dedicated to rare diseases. And we see this focus as a strength. By effectively turning our research into ground-breaking treatments we help make medicine more accessible and open up more possibilities for patients and more opportunities for those caring for them. This has been our approach since day one but we know we cant change the world of rare diseases on our own. Accomplishing this requires strong partnerships with patients partners and stakeholders across the entire value chain. Together we define how our business can create solutions that serve the needs of those affected by rare diseases while facilitating sustainable growth.

An Equal Opportunity Employer

Sobi is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions at Sobi are based on business needs job requirements and individual qualifications without regard to race color religion or belief national social or ethnic origin sex (including pregnancy) age physical mental or sensory disability HIV Status sexual orientation gender identity protected veterans and/or expression marital civil union or domestic partnership status past or present military service family medical history or genetic information family or parental status or any other status or protected groups by the laws or regulations in the locations where we operate.

Sobi is an affirmative action and equal opportunity employer. Disabled/Veterans. If you are a qualified individual with a disability or a disabled veteran you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request reasonable accommodations by sending an email to

Remote Work :

No

Employment Type :

Full-time