Alfasigma is a privately held global healthcare company founded over 75 years ago in Italy, where it remains headquartered today in Bologna and Milan. The Group operates in over 100 markets spanning Europe, North and South America, Asia, and Africa.
Over three years ago, we embarked on a transformative journey to become a truly global innovative healthcare company with a leading focus on Gastrointestinal (GI) health. We have experienced remarkable growth, nearly doubled our revenues, expanding geographically, and integrating several key acquisitions. We have also evolved our portfolio, expanded into rare and specialty segments, and strengthened our pipeline and people's capabilities.
But our journey is far from complete! In fact, this is just the beginning of a bold new chapter in Alfasigma's history. We are committed to advancing innovation and leveraging our deep expertise to provide better health and a better quality of life for patients and consumers worldwide and expand our reach across diverse markets.
As we continue to grow, we are seeking for a (Senior) Director Commercial Excellence.
Scope of the Job
(Senior) Director Commercial Excellence will apply efficient action-oriented and innovative recommendations to drive sales and optimize costs. He/she will work cross-functionally with commercial leadership, finance, marketing and sales, human resources, supply chain and other functions - locally and internationally. He/she will actively work to improve processes through analyses and make recommendations around business execution to the German leadership team, as well as track the performance of commercial operations. He/she leads a team of 5 employees.
Your role
* Leads the Business Analytics Managers, Sales Effectiveness Managers, and Training Manager
* Creates a high performing team by providing strong leadership, hiring, developing and retaining top talent, with the ability to motivate and engage individuals
* Owns national and regional analytics, forecasting process & capabilities & market research capabilities
* Collaborates and partners with Sales lead, area managers, CNMs, the medical team and the leadership team on defining assumptions, generating inputs and outputs, measure & monitor key performance indicators and delivering insight that supports achievement of commercial goals
* Establishes a commercial operating mechanism that enables the affiliate to manage the commercial activities, funnel, sales numbers, with rigor and predictability
* Identifies and supports the roll out of tools related to: Account planning and Analytics tools (margin management, CRM, etc.)
* Leads and coordinating the national and regional implementation of CEX initiatives aligned to global strategy
* Drives continuous improvement in the commercial (sales and operations) and medical processes
* Develops and implements, together with the Sales and Marketing department, of different marketing & sales projects in line with the strategic imperatives of the organization
* Contributes to sales and marketing strategic decisions and playing a critical role in designing and monitoring commercial approach
* Sets KPIs and performance management process, assess national and regional performance, identify performance gaps and drivers, develop remediation / action plans and deploy resources as needed
* Translates strategic objectives into operational plans
* Works horizontally within the regions and functions to drive alignment, execution, accountability and results
* Selects and manages vendors, ensure are adding value to department and commercial teams. (across, Data, market research, analytics, digital)
* Leads integrated customer engagement plan according to brand strategy
* Identifies, activates and drives adoption of adequate (digital) channels and content per customer segment
* Supports localization and execution of integrated campaigns and journeys
* Proactively brings suggestions to the AL leadership team on how to optimize sales effectiveness
* Independently leads high profile projects
Key competencies for success in the position are
Problem Solving
* Identify, assess and solve complex business problems for areas of responsibility, where analysis of situations or data requires an in-depth evaluation of variable factors
* Demonstrate a strategic approach to achieve business objectives by asking strategic questions, aligning resources, developing action plans, and evaluating action plan results
Analytics:
* Continuously maintain subject matter expertise with data sources and tools (including Business intelligence tools), and apply this expertise to develop data gathering tools, deliver high quality data and generate actionable insights and recommendations to achieve business objectives and address opportunities and/or challenges
Internal and Field Stakeholder Management:
* Closely follow the strategic direction set by senior leadership when establishing near term goals
* Interact with senior management on matters where they may need to gain acceptance on an alternate approach
* Effectively communicate and partner up with internal and external stakeholders to align on business objectives and associated action plan
Leadership and Teamwork / Collaboration / Decision Making:
* Manage or heavily aligned various related functions such as Demand Managers; Distribution Managers, Pricing and Contracts Manager; etc.
* Act independently to determine methods and procedures on new assignments
* Contribute to the German leadership team’s performance, actively collaborate within and beyond the team to design and ensure buy-in around solutions – especially with CEX centrally
Project Management
* Utilizes project management tools and skills to organize and manage tasks and timelines in a manner that ensures timely completion of deliverables
* Ensures accuracy of analyses and other deliverables
* Ensures stakeholders are aligned with the progress of deliverables through the life of the project(s)
Working Relationships
Finance, National Sales Lead, Area Managers, Market Access. Marketing, Medical, Global CEX
Who are you
* At least 5 years of experience (including sales, finance, forecasting, market research, etc.) in the pharma/biotech industry.
* Proven track record of developing, implementing and managing local customer engagement plans.
* Proven experience with omni-channel strategies.
* Several years of experience in people management.
Competencies & Major Skills
* Excel in interpersonal, verbal and written communication skills, including the ability to compile data and provide a clear overview of business strategy, opportunities and risks to the leadership team.
* Experienced in collaborating across cross-functional teams, including serving as an interface between key internal and external stakeholders and scientific and commercial teams.
* Experienced in using Excel for analytical purposes
* Practically oriented, show initiative and have proven experience in shaping the function in close collaboration with sales teams.
* Able to work in a fast paced and growing business and deliver quick wins as well as future vision and roadmaps.
* Interacts effectively with cross-functional stakeholders on multiple levels.
* Fluent in English, both in writing and verbal
Why Join Alfasigma
At Alfasigma, we foster a culture where the courage to innovate is key to our success.
We offer a competitive salary, comprehensive benefits, and extensive opportunities for professional growth and development.
Our commitment to people and patients is at the heart of everything we do. We value diversity and welcome individuals with unique perspectives and experiences. We believe that open-mindedness, collaboration, and a shared passion for innovation are essential to achieving meaningful progress.
Join Alfasigma and become part of a forward-thinking team dedicated to shaping the future of the pharmaceutical industry.