Commercial Excellence Lead

Job Description

POSITION OVERVIEW:

The Commercial Excellence Lead will develop a customer-centric Go-To-Market model, enhance sales force efficiency, and manage wholesaler and trade strategy for our company. This role is key in boosting sales performance, optimizing resources, and aligning with company goals. The position, based in Ho Chi Minh City, reports to the Director of Commercial Operations.

PRIMARY ACTIVITIES

Lead Sales Force Effectiveness Team (~70%)

• Develop and implement customer centric Go-To-Market Model for Vaccines, Oncology and Pharma BU and KAM team in Vietnam
• Develop and implement SFE strategies to enhance the productivity and efficiency of the sales team.
• Design and manage incentive programs that align with business goals and motivate the sales force.
• Segmentation and Targeting: Implement varied investment (effort, messaging, channels) in high potential customer segments. Ensure that our company has a realistic short and medium term plan for improving targeting effectiveness. Maintain clear visibility of opportunities to enhance the efficiency and accuracy of business units in the process of creating target lists (profiling, classification).
• Lead on Omnichannel KPIs and analytics and monitoring to support the achievement of specific Omnichannel customer engagement objectives
• Conduct regular performance analysis, identify gaps, and recommend actionable improvements to support data decision-making and business planning
• Co-lead capability development of Salesforce in partnership with Learning & Development team
• Lead sales force structure and size, HCO and HCP segmentation and targeting including key account definition and identification, customer segmentation
• Be a champion on sales sensitivity analysis and optimize the SFE resource and business impact
• Lead automation, simplification and visualization in sales targeting and performance analysis by CRM tools and AI technologies to support sales activities and reporting
• Establish industry leading Sales Force Effectiveness Team by upskilling technical knowledge and business acumen
• Lead collaboration with regional commercial operation team to enhance SFE strategies and productivity, and roll out regional/global tools, platforms and initiatives

Manage Wholesalers and Channel/Trade Strategy (~20%)

• Understand & analyse market trends & distribution landscape to drive strategic decision-making for Company Distribution strategy.
• Contract Management & Execution: as local point of contact to navigate & collaborate with related internal + external stakeholders to execute wholesalers agreements, negotiating contracts with wholesalers, and ensuring compliance with legal and regulatory requirements.
• Manage business reporting and meetings, customer relationships, and negotiate contracts with distributors and key customers.
• Optimize Performance: Monitoring and analysing operational & commercial performance metrics, identifying areas for wholesalers improvement, and implementing corrective actions
• Review and assess trade programs and its business impact
• Collaborate with regional team for distribution strategy and its implementation

Strategic support for Commercial Operations (~10%)

• Play as a strategic partner with the commercial operations director to execute innovative, customer-focused commercial strategies and operations that drive growth and operational excellence.
• Coordinate Sales & Marketing Governance with Country Business Impact Team to ensure optimization of meetings, alignment of topics to key priorities and tracking the agreed actions in collaboration with Commercial Operations Director.
• Monitor and analyse In-Market Sales Data and progress of key commercial initiatives across business units and key brands, and proactively provide insights and actional recommendations
• Support operation of Commercial Operations team with planning, budgeting, team governance, and coordination for monthly, quarterly, and yearly meetings.

EDUCATION, EXPERIENCE & COMPETENCIES:

Desired Experience/Education:

• Bachelors degree in business or relevant subject or fields.
• At least 7 years of experience in sales force effectiveness or commercial excellence roles in also life sciences.

Competencies Required:

Must-have competencies & experiences

• Extensive experience in designing and implementing a customer centric Go-To-Market Model for HCP and HCO engagement.
• Expertise in creating and executing strategic Sales Force Effectiveness
• Strong strategic thinking and analytical skills: ability to turn data into actionable insights and identify business opportunities.
• Effective Communication: Clearly shares ideas and information with impact.
• Demonstrated success in leading and developing a high-performing team.
• Fluent in written and spoken English.

Preferred competencies & experiences

• Experience in commercial operations or commercial excellence in life science industries including optimization of business process Distributor management, Trade/Channel strategy and Gross-To-Net analysis
• Problem Solving - Gathers and analyses data and effectively responds to new, complex or problematic situations; creates solutions that drive value for our company
• Business & Financial Acumen - Understands and intelligently applies economic, financial, and industry data to make business decisions that drive value for our company

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

02/16/2025

• A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID:R330671