Head - Commercial Excellence

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Head - Commercial Excellence
Purpose:
The Head Commercial Excellence is a Country Leadership position in Bayer Pharma India reporting into the MD/Country Division Head (CDH) & works to develop and implement best in class Commercial Execution capabilities within the Bayer Pharma organization. The role ensures Bayer Pharma remains effective & competitive in line with evolving customer landscape.

Specifically, the position oversees the operations of the Commercial Excellence Function ie. Sales Force Effectiveness, Marketing Excellence, Sales Capability (training), Integrated Multi Channel Marketing, Data Analytics & Market Research, Business Insights & Diagnostics & Commercial Operations/Compliance.

Scope:
Local + country cluster + Region/Global community/CoEs/enterprise projects

Key Tasks:

• Sales Force Effectiveness:
• Drive a culture of superior execution across all commercial stakeholders.
• Lead data-driven & productivity-based field force deployment, effectiveness, segmentation & targeting projects
• Align all stakeholders on the definition of KPIs across sales and commercial activity execution and help define the minimum expected thresholds for every Squad
• Demonstrate expert knowledge of Veeva platform functionalities & drive robust usage, insights and best practices of the platform along with feature enhancements
• Implement engaging sales incentive plans based on strong hypothesis testing and industry benchmarking.
• Drive SFE impact with standardized tools, performance metrics and dashboards.
• Sales & Marketing Capability Building:
• Establish a top-tier field force training process to enhance customer engagement – strengthening onboarding, ongoing learning & certification
• Analyze sales force training needs based on business objectives & design interventions at all levels – Sales Leads, Area Business leads & Frontline (in clinic effectiveness, managerial capabilities, performance improvement)
• Leverage blended learning formats across channels – microlearning, AI based assessments,
• Strengthen managerial cadre & develop high potential succession line
• Act as the country anchor to Co-create integrated brand plans with product teams, identifying & integrating global marketing models & guidance.
• Data Analytics & Market Research:
• Develop a data and insight mining strategy in collaboration with data vendors (IQVIA, SMSRC, Pharmarack, Healthplix, etc), benchmarking Bayer externally
• Design & execute relevant primary market research/ATUs for existing/pipeline products - Support new product launches and label expansions with actionable insights
• Design & implement dynamic MIS for leadership team basis cycle objectives
• Utilize predictive modeling and analytics to understand business performance drivers.
• Digital Marketing / Integrated Multichannel Marketing:
• Oversee the execution of digital marketing strategies to enhance customer engagement across channels & drive brand outcomes
• Drives continuous upskilling of all stakeholders regarding multichannel functionality, optimal usage, release changes and best practices/processes
• Monitors adoption and finds opportunity areas to enhance orchestrated utilization of Bayer's digital assets (websites, IM, email, remote calls, HCP portal)
• Evolves & Governs Content Excellence framework and processes such as content factory/management, content localization, review and approval, content distribution processes as well as content calendar
• Commercial Operations:
• Ensure internal and external audit readiness for commercial activities – HCP events, samples, document due diligence
• Ensure compliance of commercial activities with local regulations and industry standards, with medico-legal team.
• Business intelligence:
• Leverage Business Intelligence and KPI dashboards to derive insights on key business actions & drive performance and execution
• Leverage knowledge of reporting solutions like Tableau/Power BI, etc to automate sales & efforts reports, flag issues and creating solutions on how to improve the outcomes
• Design & generate MIS reports to BUs along with key intervention plan
• Drive the Target setting process through BUs & evangelize adoption of analytics to challenge status quo

Key Working Relation
:

• Country: CDH, Leadership team, Sales & Marketing leads, Medical, HR, SCM, IT, etc
• APAC/Global: Centre of Excellence teams; Project automation/design teams
• External: data, digital & automation vendors (IQVIA, Veeva, etc)

Skills & Qualifications:

• Bachelor's degree in science
• Master's degree in business management or appropriate discipline including
• 15-20 years of Pharmaceutical Industry experience with minimum 10 years in Commercial Excellence, SFE, CRM (Veeva) and Data Analytics experience with good understanding of Pharma Marketing and Sales processes
• Experience of working in leadership positions and project management will be an advantage
• Proven ability to think strategically and act operationally, rack record of project and stakeholder management
• Ability to work independently with minimal guidance; determine priorities and coach team in a true Dynamic Shared Ownership mindset

Key Figures

• Direct Reports: 10
• Managed Positions: 25

**Ever feel burnt out by bureaucracy? Us too. That's why we're changing the way we work— for higher productivity, faster innovation, and better results. We call it Dynamic Shared Ownership (DSO). Learn more about what DSO will mean for you in your new role here

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YOUR APPLICATION**
Bayer is an equal opportunity employer that strongly values fairness and respect at work. We welcome applications from all individuals, regardless of race, religion, gender, age, physical characteristics, disability, sexual orientation etc. We are committed to treating all applicants fairly and avoiding discrimination.

Location:
India : Maharashtra : Thane

Division:
Pharmaceuticals

Reference Code:
851557

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