Manager Commercial Excellence EU & RoW (m/f/d), Eysins

Fresenius Kabi ist ein weltweit tätiges Gesundheitsunternehmen, das Medikamente und Medizinprodukte zur Infusion, Transfusion und klinischen Ernährung anbietet. Unsere Produkte und Dienstleistungen werden in der Therapie und Versorgung von kritisch und chronisch kranken Patienten eingesetzt.

Main Tasks

To take responsibility for implementing activities at global and local level to deliver and maximise commercial efficacy and sales excellence, to include, but not limited to:

• Work very closely with the markets, understanding market dynamics and needs so as to be able to provide innovative and appropriate solutions.
• Support the markets to implement a best-in-class customer engagement framework for the Biosimilars business and ensure capacity building to support the growth of the Biosimilars portfolio.
• Drive segmentation and targeting harmonization across markets.
• Define, implement and harmonize sales excellence dashboards across EU and RoW.
• Define, implement and harmonize standard operating procedures related to CRM data collection, definition and monitoring across EU and RoW.
• Define, document and continuously improve sales excellence process standards and competency across EU & RoW.
• Ensure end-to-end process flows and data inputs are surfaced to enable optimal performance; challenging the current state to identify opportunities for process efficiencies.
• Support project delivery whilst ensuring that changes to processes within EU & RoW sales operations are consistently documented and successfully embedded.
• Own adoption of sales process and tools and associated metrics and KPI’s.
• Measure and report on country performance against sales excellence targets, identify deviations and follow up to support the implementation of corrective actions.
• Ensure Country Cluster Leads have set targets that correspond with agreed strategies.
• Establish appropriate incentive schemes for commercial teams, which includes benchmarking versus external organisations and auditing of country schemes versus performance.
• Expand and utilise the organisations’ resources in an optimal manner to ensure cost effectiveness.
• Support implementation of digitalization and omnichannel initiatives for the Region.
• Provide tailored support and guidance to ensure regional strategies are effectively executed.

Other Tasks:

• Control of costs to meet plans as agreed with the Director.
• Demonstrate a proactive approach to tasks and challenges.
• Be a team player who collaborates effectively with colleagues from different functions.
• Manage responsibilities independently, showing strong organizational and time management skills.

Profile

• University Degree in Science and/or Business, MBA
• Minimum 7 years commercialization/marketing experience (should include country level national sales management in healthcare/pharmaceutical sales)
• Experience in multi-country sales excellence management
• Subject matter expert and in-depth knowledge in sales excellence (Tool & Techniques)
• Highly confident in managing sales data – proficient in data analysis and sales monitoring tools
• Biosimilars experience a plus
• Leadership skills including the ability to lead cross-functionally and cross-geography
• Strong understanding of customer needs with a global view
• Outstanding communication skills
• Ability to deal with complexity and translate insights and conceptual ideas into strategies
• Goal driven mindset with clear metric driven process map
• Always seeking new approaches to internal and external challenges
• Fluency in English; German and/or French would be beneficial
• Regular business travel will be required (circa 25% of time, planned travel)