Head of Commercial - Neurology

Job Purpose

• Responsible for all sales driven activities including omnichannel operation & performance management.

• Collaborate with key stakeholders identifying territory/market level opportunities.

• Leads and develops Customer Facing filed teams in order to meet both sales targets & customers experience objectives on yearly targets, Transformation KPIs and resources allocation for an assigned geography.

• Lead the responsible business operation framework of responsible squads and Customer Facing teams seeking new growth opportunities & works closely with other business management peers and cross functional team members to ensure an environment of high collaboration, transparency, trust and foster new way of working toward GTM strategies.

Key Accountabilities

Manage Great Customer Experience

• Develop, lead, and drive performance of a Squad of Customer experience partners with diversified accountabilities in terms of setting business objectives and growth opportunities through team agile setup while allocating appropriate coaching time.

• Lead the field execution including coaching with Customer experience partners on customer engagement and transformation objectives.

Performance and Business Acumen

• Engage in company objectives and strategies, translate and embed the objectives into field objectives and tactics.

• Business Owner of the responsible territory and therapeutic area performance.

• Responsible for all aspects of regional sales management, key account management for the assigned region.

• Design territory objectives & growth opportunities acting as the product owner for the regional field agile team and playing the liaison role with the HQ business team

• Accountable for the volume and revenue forecast accuracy including sales and distribution of the promoted portfolio and targets breakdown to Customer experience partners.

• Regional accountabilities on yearly targets and resource allocation within the region.

• Develop and execute regional business plans based on national medico marketing portfolio strategies.

• Regional activating for the national public reimbursement growth opportunities though planned assignments to some team members for public sector focus.

• Lead regional GtM model execution including the effective approach for digital remote specialists within the assigned territory.

• Establish positive working relationships with all key customer segments (internal and external)

• Accountable for the final decision of resource allocation, engagement plan and individual target allocation.

• Lead the Objectives, KPIs and Results forum along with CEP, to support the consensus forum and feedback loop of field force

Leadership and Development.

• Role model of Agile ways of operation.

• Performance management of subordinates through setting and reviewing priorities, spending adequate time in the field with Customer experience partners to support individual development, as well as provide coaching, direction, and feedback with the goal of the end-to-end development delivering business results for the Squad objectives.

• Responsible for developing capabilities of CXP as well as (scrum master, Customer Engagement Planner in their assigned roles within the squad) if applicable & ensuring their operational efficiency within this role (the 50% responsibility) and provide opportunities to learn and practice new skills.

• Leads the building of a motivated and engaged team using formal and informal recognition, regular communications, and the encouragement of cooperation between individuals and teams.

• Foster data and analytics driven business and decision-making process of CXP, Squad leads and CEPs.

• Servant leadership to facilitate the employee feedback is connected to HQ plan.

• Ensure the business ethics and compliance across all field activities and executions.

New ways of working:

• Walk the talk of driving our new ways of working into more empowered, autonomous, and accountable organization.

• Apply Agile methodology, Space to lead principles and Volcano approach in day-to-day transversal cooperation (project mode, squads, thoughtful risk taking, simplification opportunities etc.).

• Change our decision-making processes to be more Customer centric, involving the field force and all customer facing Teams more in their decision-making, in a bottom-up approach.

• Adopt a “good enough” approach to be able to respond to the need with the feedback we received from our customers with the first prototype (“Minimum Viable Product”) and iterate with time

• Promote agile collaboration & agile working methods acting as team product owner, developing into an agile self-organizing team.

• Interact with internal / external stakeholders for business implementation.

• Engage with KOLs and DOLs to develop advocacy.

• Facilitate the empowered operation and culture of field force with self-responsibility and shared commitment mindset.

• Support Squad Leads in facilitating Squad collaboration.

• Identify the bottle neck, resolve the issues with responsible stakeholders at HQ.

Health Safety and Environment Responsibilities

• To care for his/her own safety and wellbeing and the safety of others, and to co-operate with the company to ensure a safe place of work:

• Support and conform to Company HSE rules and procedures to ensure a safe, healthy, and pollution free work environment.

• Engage the HSE department in the related activities (where applicable) and be sure that the work performed follows the local HSE regulations, Corporate HSE Policy and key requirements.

• Demonstrate commitment to HSE through active involvement in the related programs and campaigns.

• Follow HSE guidelines and take all necessary measures applicable to effectively implement the ‘HSE action plan (PASS)’ in work area and the activities.

• Promote and follow the HSE rules and ‘Act responsibly’ to protect yourself and others from an injury and ill health conditions while at the work locations and/or while using road e.g., traffic rules, emergency evacuation procedure, medical surveillance, healthy lifestyle etc.

• Follow the company’s road safety program.

• Attend HSE training.

• Report all the accident/ incident (if any) to the HSE Manager and investigate within the area of responsibility.

• Thoroughly read all HSE instructions, procedures, policies issued by the Company, and comply with its requirements. Escalate any doubts or uncertainties to the direct Manager.

Ensures compliance of all activities

• Respecting corporate commitment and compliance guidelines as well as local regulations

• Guarantee that all activities, operations, and procedures at regional level are carried out in compliance with local regulations and laws governing business operations as well as corporate policies in order to avoid conflict with official/legal authorities and loss of public reputation.

• Is responsible to manage HSE issues (Health, Safety and Environment) with the support of the local HSE team.

• Acts as a role-model of ethics and business integrity.

Other responsibility

• Perform other duties as assigned.

• Respect of company’s values, code of ethics and social charter.

• Respect of personal data protection charter.

About you:

Education:

• Advanced Bachelor's degree in business, life sciences, or a related field

Experience & knowledge:

• Minimum 5 years in pharmaceutical business in commercial area.

• Previous Management experience is a must.

• People management experience is a plus.

• GTM Capabilities

• Change Management Mindset & Readiness for New WOW

• Proven track record in achieving sales results and account management.

• Proven track record of people and organization management.

• Neurology Experience is a must.

Specific Skills and Competencies

• Strong leadership skill in driving new ways of working.

• Ability to grasp complex issues quickly and set priorities.

• High understanding of omnichannel and GTM transformation.

• Moderation and control mix in line with agile ways of working.

• Managing business, tracking, and delivering results.

• Fluent in collaborating with cross functional teams.

• Problem solver

• Open mind with learning agility

• Strong and sound communication skill.

• Ability to attract, develop and lead high performing team.

• confident use of digital communication tools as well as experience in digital coaching

• Solution- and result-oriented. Entrepreneur: future oriented and entrepreneurial thinking

• Understanding of agile leadership: open mindset to improve agile leadership, no hierarchical business approach

• Motivator to try new things and take risks (learning by doing/lessons learned)
• Empowerment: Delegation, giving responsibility and lead trustfully

• High standard of ethics and integrity

Core competencies:

Push to go beyond the level we have operated until now: constantly challenge the status quo focusing on the priorities that will deliver the best outcomes and letting go what won’t: be intolerant to mediocracy, believe we can and must do better and aim at higher but never at the expenses of our values and judgment

• Put the interest of the organization ahead of own of those of his/ her team: consider both short- and long-term impact of decisions; puts collective and global goals above individual or local goals; share resources and capabilities with those with the greatest need and impact; enable decision making at appropriate level

• Act in the interest of our patients and customers: actively engage with customers to know their current and future needs; brings an external perspective into decisions

• Take action and don’t wait to be told what to do: take smart and informed best bets with the information at hand and anticipate the consequences of her/his actions; use personal judgement and others’ advice to make bold and impactful decisions which move us forward.

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