Senior Manager Commercial Excellence Healthcare

Job Summary:

• Drive sales productivity and efficiency across our HEC organization through ComEx and SFE processes.
• Enable decision support tools and playbook to optimize Sales Force sizing structure and allocation and implement across markets.
• Lead the implementation of regional SFE strategies and initiatives ensuring consistent process methodology tool and alignment with business objectives.

Essential Responsibilities:

Customer Segmentation and Targeting:

Develop and refine customer segmentation and targeting models based on key criteria (e.g. revenue potential product adoption industry).

Establish clear targeting strategies and guidelines to prioritize customer engagement.

Design and implement effective go-to-market models tailored to different customer segments and market dynamics.

Provide guidance on the process ensuring consistency and alignment with the framework.

Analyze customer data to identify trends and opportunities for improvement.

Collaborate with Sales to optimize customer segmentation and targeting processes and workflows.

Evaluate and improve sales coverage models to maximize market penetration.

Field Force Sizing & Optimization:

Develop a robust field force sizing methodology based on market potential go-to-market design field force workload and business strategy.

Provide guidance on field force structure territory alignment and resource allocation to ensure field force sizing aligns with strategic objectives.

Analyze sales performance data to identify areas for resource optimization and efficiency gains.

Leverage MCQ channel performance map to optimize F2F digital channels mix in the GTM optimization.

Territory Alignment:

• Standardized territory alignment process and methodology with including internal and external factors such as
• Opportunity distribution and potential.
• Field force workload and service requirements.
• Travel time and geographic considerations.
• Territory size and density.
• Provide guidance and support markets on the territory alignment process ensuring consistency and alignment with the framework.
• Ensure territories are balanced to optimize sales rep productivity and customer coverage.
• Develop and maintain reporting on territory alignment effectiveness.

Sales Performance Analysis and Reporting:

Collaborate with SFE market lead to provide sales performance data.

Develop and generate comprehensive sales performance analysis reports identifying key trends opportunities risks and areas for improvement.

Develop and maintain key performance indicators (KPIs) and dashboards to track sales effectiveness on quantity targeting and quality (QTQ).

Prepare regular reports and presentations for senior management providing insights and recommendations based on data analysis.

Leadership Responsibilities:

• Manage and oversee teams delivery of team/function goals to drive execution against goals set
• Drive and manage learning and development of team in the area of Client Management and DKSH behaviors to achieve team/function goals
• Role model development planning communication and monitoring of ComEx HEC priorities.
• Self-awareness and learning agility: take the lead to learn and understand the implication DKSH HEC commercial data has on its business model.
• Drive self-learning in the area of commercial operation concerning DKSH HEC unique challenges and the DKSH way of working.
• Ability to work in a highly matrixed environment

Functional Skills:

• Subject matter expert in ComEx special focus on SFE.
• Entrepreneurial spirit open-minded passionate about teamwork/winning together.
• Strategic thinking and strong communication skills.
• Passionate about digital transformation in healthcare
• Demonstrate fluency in English both written and spoken

Education:

• Background education in Pharmacy or Health Sciences or IT or Computer Science.
• Proficiency in English.
• Masters degree in business or related field is a plus.

Work Experience:

• Minimum five to eight years experience in a similar role
• Experience at the commercial management level (sales and / or marketing) is highly recommended.
• Proven track record of delivering SFE initiatives at scale in mid large size organizations and / or in relevant markets.