Commercial Excellence Director

Andy Fish
13 Nov 2017
16 Nov 2017
Contract Type
Full Time
Commercial Excellence Director - Pharmaceutical company based near Slough, Bucks.

Excellent negotiable basic salary plus car allowance, bonus & benefits.

Leading the Business Intelligence & SFE / Business Analytics team.


The Commercial Excellence Director will provide strategic direction based on current commercial insights to and from the customer facing roles, in order to drive effective decision making at the KAM team level to support the optimisation of company profitability and maximise revenue. The role will also be responsible for the development and continuous improvement of the customer facing roles.

Role Requirements:

- To be a strategic business partner to the leadership team in all aspects of the Commercial Excellence function
- Participate in the affiliates management committee in order to ensure identification and utilisation of business opportunities.
- Through a thorough understanding of market leading strategies outside of the pharmaceutical industry, identify resources, solutions and process can drive profitability of the company business and brands whilst remaining compliant of ABPI.
- Lead the Commercial Excellence team in the delivery and implementation of standardised SFE systems, tools, analytics, performance dashboards and quantitative and qualitative KPIs across the different parts of the company Business, driving salesforce and company productivity and ROI analysis.
- Define and lead a high quality approach to Customer Relationship Management (CRM) and KAM Analytics. Supports the Regional Teams with relevant information and analysis to enable an optimal diagnosis of the situation of each account and the monitoring of the account plans, including performance tracking (i.e. sales and activity).
- Ensure there is a developed and maintained data model for the company, combining data from different sources (IMS, CRM, other market data, etc...).
- Ensure the appropriate resource is defined for the salesforce and other customer facing functions, leading salesforce geographical reorganizations and targeting, segmentation and profiling.
- Ensure that there is a coherent, collaborative and forward thinking approach to market research, aligned with the brand plan and company objectives.

Technical/Professional Knowledge:

Essential -

- In-depth and current experience of designing, and developing a Commercial Effectiveness strategy utilising market data and commercial insights in order to drive strategic goals across the business.
- Proven experience gathering and acting upon commercial insights in order to lead a cross functional team to drive sales performance within the UK.
- Proven leadership skills with highly effective communication, networking and influencing capability both with senior internal and external stakeholders.
- Proven ability to develop and lead the implementation of the principles of Key Account Management within a specialty business leading to high performance.
- Substantial and successful experience gained in leading and managing teams of sales professionals within a pharmaceutical organisation.
- P&L management responsibility.
- Degree level education (or equivalent).

Desirable -

- Professional qualification obtained in a relevant subject - e.g. MBA,
- Experience working within a relevant NHS role.
- In-depth and current understanding of the DOAC Market