Commercial Excellence Manager

2 weeks ago

Greater Toronto Area, Canada MedAccess Recruiters Full time

Summary

The Commercial Excellence Manager plays a vital role in enhancing business performance by optimizing sales strategies, improving commercial practices, and driving operational efficiencies. This role involves close collaboration with cross-functional teams, including Sales, Marketing, and Finance, to develop and implement initiatives that maximize revenue growth, enhance customer engagement, and support overall business objectives.

Responsibilities

  • Develop and implement strategic initiatives to optimize sales and commercial strategies, including tools for performance tracking, planning, and forecasting.
  • Collaborate with Marketing and Analytics teams to refine customer segmentation and targeting, ensuring optimized market reach and tailored customer approaches.
  • Design, track, and report key performance indicators (KPIs) to assess the effectiveness of sales and marketing initiatives. Provide insights through dashboards and reports to drive continuous improvement.
  • Partner with Sales and HR to design and implement training programs, focusing on CRM utilization, product knowledge, and soft skills development.
  • Oversee CRM system utilization to ensure accurate data collection, activity tracking, and insights generation. Facilitate CRM training and ensure data integrity while promoting best practices, including highlighting regional progress.
  • Act as a liaison between Sales, Marketing, Finance, and other departments to align objectives, streamline processes, and ensure consistency in messaging and execution.
  • Conduct market research to understand competitive positioning and identify opportunities for differentiation and commercial growth.
  • Collaborate with Finance on budgeting and forecasting, ensuring alignment with commercial objectives and providing strategic insights.
  • Lead the implementation of a new CRM system in partnership with relevant teams, building processes to support cross-functional collaboration at the field level.
  • Work closely with the Commercial Director to develop and implement the Commercial Excellence strategy, focusing on Sales Force Effectiveness, Channel Effectiveness, Account Planning, Performance, Training, and Patient Support Initiatives.
  • Oversee segmentation, targeting, account planning, incentive calculations, CRM system management, and the creation of insights and dashboards through market analysis.
  • Collaborate with Alliance Partners to exchange and implement best practices.

Education & Experience

  • Bachelor's degree in Business, Marketing, Life Sciences, or a related field.
  • MBA or equivalent advanced degree preferred.
  • 5 to 8 years of experience in Commercial Excellence, Sales Operations, or a similar role within the pharmaceutical, biotech, or healthcare industry.

Skills and Additional Requirements

  • Strong analytical and problem-solving skills, with the ability to interpret complex data and transform it into actionable insights.
  • Proficiency in CRM software (e.g., Salesforce), business intelligence tools (e.g., Tableau, Power BI), and advanced knowledge of Excel and PowerPoint.
  • Excellent communication, presentation, and interpersonal skills, with a track record of effective cross-departmental collaboration.
  • Proven ability to manage multiple projects with competing priorities and deliver results within set deadlines.
  • Experience with change management principles, including the implementation and adoption of new processes and tools.
  • Ability to navigate uncertainty, take initiative, and deliver results in complex, dynamic environments.
  • Passion for enhancing customer engagement and improving the healthcare customer experience.
  • Strong understanding of the pharmaceutical industry, regulatory landscape, and market dynamics.

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