Commercial Excellence Manager - Sales & Marketing Effectiveness


Job purpose:Develop Commercial Excellence strategy for the country. Increase sales and revenue, by running competitive analysis, forecasting, and providing guidance on how maximize the impact of our commercial activities in the defined stakeholders. Coordinate with the marketing team on how to develop and run successful campaigns and accelerating in to an omnichannel way of working by applying the most optimal channel mix across defined brands. Develop a monitoring tool to track performance of execution and defined commercial aspirations.Accountabilities Develop Commercial Excellence strategy for the countryDrive Commercial Excellence process from Strategic Brand Planning by Marketing to Operational Sales Plan for our customer facing staffEnhance commercial performance management (incl dashboards, metrics and KPIs)Drive strategic improvements in line with affiliate strategic objectivesEnhance customer segmentation & targeting in line with Amgens customer engagement modelsAccelerate C journey in the South African affiliateIdentify best practice and facilitate best practice sharing (locally and regionally)Support teams in campaign planning and executionEnsuring data integrity and governanceResponsibilities:Stakeholder managementApplying the 3C Model, customers, competitors, and corporation: analyzing these three elements, to be able to find the key success factor (KSF) and assist in creating a viable marketing strategy.Mature and advance customer activity/account planning & monitoringEvaluate third-party data to determine best practices for company success, e.g., -degree customer view and satisfaction surveysDevelop business models that are aligned dynamically around market stakeholdersDrive the commercial, operational and value excellence processes and continuously improve them in support of the affiliate strategyCommercial investment portfolio optimization (CIPO)Gather and analyze data in order to understand investment opportunities and address them proactivelyReview data to determine productivitiesLead efforts to effectively benchmark, analyze, and optimize the use of customer facing resourcesForecast and data analyzesPartner with the business to monitor sales performance and address issue proactivelyCompile and analyze data over time to forecast sales trendsPrepare accurate reports using data from internal and external sourcesPresent actionable information and insights to team members and managementCustomer accelerationBe the expert in technology & stay on top of innovations & developments in Multichannel/Digital Marketing. Ensure knowledge transfer to all stakeholders.Drive digital strategy for Affiliate, define MC Roadmap.Drive Digital Strategy and Execution in close collaboration with Marketing Manager, consult internally which tools/platforms to prefer, also drive 3rd party selection process. Guide for digital solutions per brand and use case.Local implementation of company assets & TrainingDrive innovation in digital customer innovation and make Amgen a leading company in this areaConducts systematic, in-depth analysis of problem in order toanticipate in advance the best course of action to improveMC performanceAnticipates & communicates competitive threats andopportunities. Takes the lead on gathering competitiveintelligence.Coordinates the creation and roll out of omnichannelprojects.Localizes and implements global / regional digital projects on anaffiliatelevelBrand planning business Partner:Coordinate strategy & operational plan with business partners regarding MC related topicsEnsure integration with traditional channels, build multiple touchpoints and partner in brand planning processPartner with Brand teams in MC Plan development & execution within the Brand Planning Process and foster quarterly review & adjustmentSupports Commercial, Medical, and V&A in their omnichannel projects with a focus on the digitalactivitiesOtherVIPP calculations and management of logistic fee rebates, invoices, recon and payment control and customer contract extension VIPPManage, develop, and maintain the sales incentive schemes (SIP)Facilitate Analytics, Dashboarding and Insights to identify and communicate customer needs and insights in order to achieve revenue growth objectivesMinimum RequirementsUniversity degree in business administration/management or marketing or finance or actuarial science3-5 years of experience in market research, business analysis and/or (digital) marketingExperience in working in a matrix organizationIntegral knowledge of the pharmaceutical business in the countryDemonstrated experience in all areas related to Sales Force support: CRM, Incentive Schemes, Sales Force Activity, Objective Setting, Territory AlignmentDemonstrated experience in working in multinational companies and cross-functional environmentsFluency in English, both in oral and written communicationStrong interpersonal and influencing skills with a demonstrated ability to drive decisionsAbility to structure and solve abstract and complex problemsAnalytical thinkerEffective communication skills at all level, both internally and externally as well as good presentation skillsSelf-starting approach, creativity and flexibilityPreferred RequirementsExperience in some areas of pharmaceutical sales and marketingTrack record of successfully establishing and maintaining business processesRecord of success in participation on and in supporting teamsGood IT knowledge and expertise, familiarity with TableauProject management skillsJoin UsIf you're seeking a career where you can truly make a difference in the lives of others, a career where you can work at the absolute forefront of biotechnology with the top minds in the field, you'll find it at Amgen.Amgen, a biotechnology pioneer, discovers, develops and delivers innovative human therapeutics. Our medicines have helped millions of patients in the fight against cancer, kidney disease, rheumatoid arthritis and other serious illnesses.As an organization dedicated to improving the quality of life for people around the world, Amgen fosters an inclusive environment of diverse, ethical, committed and highly accomplished people who respect each other but compete intensely to win. Together, we live the Amgen values as we continue advancing science to serve patients.
Posted
05/05/2022
Location
Johannesburg, GT, ZA