Commercial Excellence Lead

Overall Assignment:

• Lead Commercial Excellence and Business Development initiatives for North America commercial teams, including Contract Development and Manufacturing Organization (CDMO), Contract Manufacturing Organization (CMO), and Active Pharmaceutical Ingredients (API) sales.
• Develop, implement, and oversee the execution of commercial growth strategies in tight collaboration with the General Manager, to optimize revenues and profitability.
• Track and Communicate the North America market trends, API sales priorities and customer acquisition activities
• Build and Refine marketing resources and tactics, particularly through organizing and managing local industry conventions, tradeshows, and exhibition events.
• Collaborate with North America commercial teams and Corporate Marketing functions to ensure that key enabling capabilities are in place, including CRM/Dashboard, Reporting, Sales Forecasting, and Call Planning.

• Main missions:

  Commercial Excellence & Business Development

• Collaborate with the Global Business Intelligence and Product/Category Managers teams to enhance the North American commercial teams’ understanding of products and markets
• Lead regional commercial development projects with a short-to-medium timeframe, working closely with the North America General Manager and the commercial leadership team.
• Identify and advise on key business growth areas, focusing on the product lineup and ongoing evaluation of customer database and value.
• Boost the sales team’s productivity by developing and closely monitoring a monthly prospection plan for business opportunities.
• Organize and manage the regional rollout of global product development efforts, such as global initiatives to advance API offerings (ex: API regulatory extension projects).
• Oversee the monthly sales outreach and client engagement strategies, including calls and event planning.
• Regularly update and maintain the customer categorization strategy for the North American market.

• CRM Tools Training & Monitoring

• Advocate for the adoption and effective use of sales processes and CRM tools across all North American divisions, including Sales, CDMO, and Sales Administration.
• Support sales teams and bridge the gap with IT support to guarantee the smooth operation of our CRM reporting tool (salesforce.com)
• Increase CRM adoption rates by conducting regular training sessions and creating user-friendly guides for the North American teams

• Sales Force Analytics & Reporting

• Produce and distribute detailed analyses on sales strategies, prospecting plans, and sales pipeline health.
• Manage the monthly synthesis of sales data and key performance indicators (KPIs) related to commercial excellence for executive review.
• Deliver updates on the North American market landscape (e.g., using IQVIA data) to inform commercial strategy and project planning.
• Aggregate and review KPIs related to event planning and new business initiatives, including prospecting efforts and cross-selling opportunities.
• Perform in-depth evaluations of new product development initiatives, presenting findings in a structured presentation format.

• Knowledge Management

• Maintain North America core curriculum by partnering with global training / business stakeholders to ensure product and market knowledge, as well as reflect innovative, competitive sales tools, concepts, and best practices (ex: contract negotiation process)
• Work collaboratively with the Global Business Intelligence and Category Managers to drive continuous training and improvement of commercial activities in North America
• Acts as liaison with Category Manager and Global Marketing teams and Excellence team to conduct analysis and collect specific information on ad-hoc projects (ex: value analysis for new product generation)

• Marketing, Tradeshows & Events

• Implementing a strategic event selection process to prioritize attendance at congresses and commercial events that offer the highest potential for business growth
• Oversee the organization of key congresses and events across the North American region (ex: DCAT, CPHI), ensuring all events are organized in compliance with our company global communication objectives
• Establish and manage the trade show budget for the upcoming year, while also overseeing the monitoring of actual expenditures to ensure proper financial reporting
• Enhance the visibility and impact of marketing materials (ex: brochures, digital content, social media) to strengthen the market position of API Sales and CDMO services
• Drive client acquisition efforts through diverse campaigns, email marketing, apps, and networking at events, aiming to engage new prospects before, during, and after industry congresses
• Creating a feedback loop with the sales and marketing teams to continuously refine communication tools based on performance metrics and audience engagement
• Utilizing advanced analytics to track the success of prospecting activities and adjust strategies for maximum effectiveness in client outreach

• 
  Profile

• Master’s degree in finance or marketing and/or International Business School
• 8 years of experience in pharmaceutical business, including at least 5 years in marketing
• Strong business acumen, understanding of the pharmaceutical industry, regulatory requirements, commercial considerations, and technical project delivery.