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Sr Director, Commercial Excellence

HK Recruiting

Sr Director, Commercial Excellence

San Diego, CA
Full Time
Paid
  • Responsibilities

    Commercial Excellence leader is a key member of the US Region Medication Management Commercial Leadership team responsible for owning the strategy and execution of sales enablement, customer engagement, evidence generation, Business Analytics and Sales Trainings programs across the commercial organization. This role reports to the VP, of US Marketing, and partners with senior leaders of sales, service, marketing, customer care, the business units, and finance to provide strategic and operational mentorship to improve commercial efficiency.

    The role will have direct responsibility to lead the Field Marketing Managers for respective regions within US, customer engagement, sales enablement, and Business Analytics team. This role focuses on the customer journey and drives programs that improves MMS ability to engage customers

    Key metric will be business performance focusing on top 200 accounts for MMS Business in US region, penetration and share gain for key business, enhancing sales and commercials skills, implementation of customer engagement programs, evidence generation and KOL engagement, positive customer experience, successful product launches, enabling new business models including omni-channel.

    The position will be member of MMS US region Marketing leadership team, providing critical input into new product development, innovation strategy, portfolio management, including portfolio strategy, developing, and executing marketing plans, and developing marketing competencies within the regional marketing teams

    Solid people leadership, strong team culture and talent development skills are required to be successful in this role.

    PRIMARY DUTIES, RESPONSIBILITIES & AUTHORITIES:

    • In collaboration with the VP of Marketing USR, sets direction for short- and medium-term Commercial and Sales enablement strategy development.
    • Accountable for executing top 200 account-based marketing and commercial activities to ensure the achievement of expectations related to short- and medium-term outcomes.
    • Leads development of customer engagement organization, evidence generation, advisory boards, and user groups in coordination with cross functional team.
      • Ability to understand customer needs and translate into meaningful business solution and product requirement working with broader marketing organization.
      • Support Medical Affairs Director in driving development and implementation of an MMS suite of customer focused initiatives and services that support product standardization, process optimization, policy development, and best practices.
      • Support Marketing Communications leader to drive development and execution of an integrated US Region media/trade/promotion strategy
      • Lead pre-market and early adapter program supporting new product launches
    • Responsible to lead end-to-end Business Analytics strategy and provide direction to the analytics team. Business analytics comprises front-end digital marketing / omni channel analytics, sales effectiveness, and advanced analytics.
    • Responsible to lead sales training organization, sets direction and training strategy leading to enhanced skills and capabilities of the sales team.
    • Develops and implements programs/tools that align with internal partners to ultimately drive improved sales efficiency and process standardization.
    • Leadership responsibility for an organization of approximately 20 employees.

    KNOWLEDGE AND SKILLS:

    • Track record of achievement in delivering large and/or multiple projects and influencing business outcomes.
    • Strategic thinker with demonstrated ability to develop and implement marketing and product strategies, convert these into tactical marketing plans, and deliver results.
    • Knowledge of Medical Industry with desired experience in Health IT, Service and capital sales.
    • Sound decision making capabilities and the ability to make decisions, even in absence of consensus when necessary.
    • Familiarity and track record of developing sales tools, education, and training programs to boost sales skills, technical proficiency and overall efficiency
    • Inside Sales, Data Science Analytics, Commercial Tools, Commercial Compliance, Field Communications, and Sales Training.
    • Creative out-of-the-box thinker who is intellectually curious, stays current on new trends, and takes calculated risks with novel ideas.
    • Strong leadership skills with an ability to set a vision, lead change and to motivate others. Speaks up when important information or questions must be raised and acts when issues must be addressed.
    • Strong leadership presence with ability to utilize organizational channels, experience and influencing skills to effectively negotiate and persuade others without authority.
    • Strong organizational skills and ability to meet tight deadlines in an environment of competing priorities. Ability to routinely work on multiple tasks with multiple people while effectively prioritizing.
    • Flexibility to travel within US region and customer sites up to 30% of the time.
    • Demonstrated ability to use analytics and market facts to develop business strategies and deliver results
    • Strong financial and analytical background
    • Experience leading complex teams, in a matrix organization


    EDUCATION AND EXPERIENCE:

    • Bachelor’s degree in Science or Business
    • MBA strongly preferred
    • Extensive experience with software tools including, but not limited to CRM systems (salesforce.com), learning management systems, dashboarding tools (Power BI), relational databases and MS Office applications
    • Suggested minimum of 10-12 years of commercial leadership and business management experience, ideally with medical device and capital industry.
    • Strategic mindset with downstream commercial excellence, sales and marketing leadership required
    • Strong leadership skills with an ability to set a vision, lead change and to motivate others
    • Direct supervision of professional associates
    • The associate must have strong knowledge in the following areas:
      • Brand Strategy
      • Digital and social media
      • Business & Financial Acumen
      • Commercial Excellence
      • Marketing Communications
      • Marketing Planning & Execution
      • Product & portfolio Management