Commercial Lead SEAC

Job Description

This role will be based in Kenya

• Region: SEA (Kenya Uganda Tanzania Ethiopia Rwanda Namibia Botswana Angola Mauritius)

Description

Reporting to the Director of SSA the Commercial lead will be responsible for managing commercial operations inclusive of all partnerships alliances tenders projects and agreements within the regional realm thus working closely along with marketing teams and respective support functions to ensure implementation of strategies and KPIs as set forth in the annual marketing plan.

The role mainly focusing around

• Managing the Alliance management operations: Financial forecasting Inventory management Data Reporting Governance CRM Digital integration Contracting Pricing Projects Promotional oversight and management.

• Leading the in-market Distributor Operations: Financial Forecasting Inventory Working capital Projects.

• Leading the Pricing : Leads the team to develop the pricing strategies to meet customers needs while providing a profit for the organization.

• Tender Management : Leads the preparation of bids and tenders to national regional or local governments including private market tenders and ensures that the organizations bids are fully compliant.

• Leads Implementation of Strategy and Projects: Oversight of Alliance partner resources. Managing in market sales especially in top account Implementation of structured commercial processes to develop business in different trade customers etc. (Point of Sales Operations)

• Financials: Responsible for effectiveness & efficiency of commercial terms ensuring proper governance and SOPs in place.

MAJOR RESPONSIBILITIES:

Establish a structured framework for engaging with local partners in a way that serves the mutual objectives & Act as the face of our company to the relevant strategic alliances

Identify and align key stakeholders across internal and partner functions put in place alliance governance and ensure that it functions efficiently

Develop a clear understanding for the trade environment of different trade customers in the market and support the execution of structured commercial processes in compliance with laws and regulations to maximize our companys business by driving topline and bottom-line.

Articulate a clear strategy for the market covering both retail & public channel that is focusing on capturing trade opportunities with clear operational & financial KPIs; switch availability/distribution and affordability.

• Active engagement and participation in CFT to mutually develop and deliver marketing strategy for priority franchises and markets.

• Establish CRM integration and digital capability in priority markets.

• Top level communication skills to ensure cross functional collaboration among different internal stakeholders

  Experienced trade customer negotiation skills to ensure trade negotiation with top accounts are managed in a structured and effective manner.

  Establish analytics procedure that evaluates quantifies identifies and prioritizes revenue growth opportunities utilizing external & internal data resources and based on solid research data.

• Establish CRM integration and digital capability in priority markets.

Qualifications

The successful candidate will be a status quo changer & entrepreneurial. He/she should have the following competencies:

• Track record of strategic and executional commercial achievements in a complex trade environment.

• Strong business and commercial acumen and leadership capabilities.

• Deep experience with externally facing partners/3rd parties

• Experience influencing senior leaders with business rationale both internally and externally

• High level of understanding on managing top accounts in retail channel with clear set of KPIs.

• Ability to take rapid decision with calculated risks.

• Accustomed to working in a diverse and rapidly changing workload delivering projects across several teams timelines and within a matrix structure

• Innovative strategic thinker with exceptional process and project management skills.

• Commercially astute proactive and self-starter

• Strategic thinker; Innovative and creative; problem solver

• Demonstrates expert skills in pushing boundaries & setting the tone for hard negotiations using indirect strategies to persuade such as establishing alliances.

• Analytical skills with an ability to synthesize data/insights into actionable business recommendations

• Superior collaborative skills with an ability to work across cultural geographic and hierarchical boundaries

Education:

BSc. Commerce Degree or international equivalent from an accredited university MBA is a plus.

Oral and written communication proficiency in English. French is an added advantage.

Personal Characteristics:

To have a passion for achievement; strong negotiating/influencing skills integrity and drive with a strong desire to make things happen.

Flexible mindset Interpersonal and organization skills; strong customer focus and service orientation and communication skills.

Confident; team player can do multi-tasks strong coordination implementation skills.

Resilient with an ability to deal with ambiguity and complex operating environments

Drive results & foster collaboration

Entrepreneurial mentality willing to take reasonable risks

Mix of strategic thinker capabilities and strong operational and executional knowledge

EXPERIENCE REQUIRED :

Minimum 10 years of multinational experience with at least 3 years of commercial experience within a leading pharmaceutical company. Experience in Export markets (SSA) is an added advantage

Experienced in managing top accounts (customers distributors) in different channels with different therapeutic area experience

Minimum 5 years of leadership role and people management experience

Required Skills:

Preferred Skills:

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Current Contingent Workers apply HERE

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Relocation:

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