Full-Time Head of Commercial Operations EMEA

Key responsibilities

• Align commercial execution with portfolio and marketing strategy
• Collaborate with marketing and omnichannel engagement teams to ensure reps have the best tools and capabilities to engage with HCPs
• Support marketing and country organizations in coordinating the execution of marketing campaigns across brands and country sales force structures
• Collaborate with region heads and country managers to optimize sales force allocation to address growth potential and align with portfolio strategy
• Work with countries to improve targeting and segmentation to make it a highly integrated and valued business process for priority brands, focusing on major markets
• Design sales incentive plans to drive performance, focusing on inspiring the sales force to achieve portfolio strategy priorities and growth drivers
• Drive development and execution of strategies and tools that enhance sales force capabilities and customer engagement across EMEA
• Develop and evolve sales force training and learning culture across all EMEA countries, ensuring reps use tools and processes effectively, with a focus on launch products
• Assess sales force competitiveness vs the market and design/implement solutions for continuous improvement
• Embed omnichannel engagement mindset and skills among the sales force in alignment with the Omnichannel Engagement and Marketing teams
• Collaborate with Business Intelligence to develop sales analytics at key account and rep-level to identify performance gaps and opportunities
• Manage the CRM system and work with business users to continuously improve its capabilities to maximize customer engagement
• Collaborate with Marketing, Business Intelligence, and countries to ensure brand-specific KPIs are clear, enforced, and monitored
• Conduct regular audits to identify operational strengths and areas for improvement at both country and regional levels
• Advocate for high-value commercial operations activities to senior leaders across Santen EMEA

Qualifications

• EDUCATION
• University degree in a relevant field is required (i.e. life sciences, Economics, Math, or highly analytical subject)
• Masters or PhD in analytical or scientific subjects – desirable
• EXPERIENCE
• Minimum of 7-10 years’ experience in the pharmaceutical industry including experience in sales management or sales leadership position
• 3+ years’ experience in Sales Force Effectiveness, CRM and system management
• Experience in sales force excellence methods and uplifting sales force capabilities
• OTHER COMPETENCIES
• Leadership and influence
• Proven track record of delivering strong, consistent results
• Ability to lead and influence cross functionally to provide solutions to the customer facing organization
• Excellent written and verbal communication skills to senior leaders and more junior employees
• Potential to work in or with multiple country markets
• Fluency in English
• Ability to engage with internal and external stakeholders
• Other European languages as an asset
• Knowledge of ophthalmology is a plus

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