Senior Director, Global Sales

**Department**: Global Business Excellence

**Function**: Global Insights & Business Excellence (GIBEx)

**Reports To**: Head Global Business Excellence

**Location**: Barcelona

In the BBU, we turn ideas into life changing medicines. Working here means thinking big and working together to make the impossible a reality. We’re passionate about the potential of science to address the unmet needs of patients around the world. We commit to those areas where we believe we can really change the course of medicine and bring big new insights to life.

In our ever-changing environment the importance of finding a blend between innovation and new ways of working while keeping focus on the core principles for impactful interactions with our external customers is more important than ever. In short, strong commercial capabilities is at the core as this will secure the long-term success for the BBU and for AZ overall.

The Global Business Excellence function forms part of GIBEX and is the Global BBU function that play a critical role in outlining the capabilities needed for future success, secure that these capabilities are developed across the BBU markets/functions, and that owns the assessment of the quality of the execution of these capabilities.

The vision for Global Business Excellence is to support our BBU Ambition with a relentless focus on securing pre-launch excellence, future proofing BBU with elevated world class capabilities, and enabling practice change at scale.

**Senior Director Global Sales & Operational Excellence - Accountabilities and team overview**

Strong sales, coaching and account working remains key for the long-term success of the BBU and AZ overall. Furthermore, there is a need to re-establish SFE rigor including impact modelling, and to further evolve SFE capabilities to capture the critical pre-launch customer engagement beyond the traditional medical led interactions.

Driving performance through targeted capability interventions combined with a systematic use of diagnostics is at the core to ensure our commercial consistently exceed goals and generates maximum revenue for AZ. As the healthcare ecosystem continues to evolve, there is also a need to further to build the BBU account working capabilities and to set up analytical platforms to secure the teams delivery a flawless execution of the Vision for Transform Care strategy. The Sr Director Global Sales & Operational Excellence will set the strategic direction for shaping and lifting sales, coaching and account working capabilities combined with SFE capabilities and tracking platforms.

Overall, the Sr Director Sales Force Excellence is accountable for
- Uplifting Sales, Coaching and Account Working Capabilities by outlining capability blueprints and securing impact through systematic and measurable capability workshops, webinars and capability forums
- Driving SFE capabilities with aligned tracking; S&T, HCP Profiling, Data Analytics, Incentives, FF Sizing, CRM, and enhancements required to successfully execute our resource allocation model
- Develop new approaches for GTM models that captures cross functional needs
- Set new standards for consistently and systematically maximizing sales and account team performance, ensuring adaptation and value add to every customer engagement.
- Owning, creating, and embedding transformational enterprise-wide commercial sales, sales leadership and account working capabilities globally (US, EUCAN & JP priority, CN and INTL where appropriate), including competency blueprints, diagnostic tools and learning interventions based on data driven insights.

**Team, Customer and Business Leadership**

**Team**
- Support team and wider organization by investing in the long-term development of others through mentoring, coaching, continual feedforward creating a climate of trust.
- Identify issues and opportunities to anticipate and remove obstacles for others so that teams/workgroups can deliver results and succeed in a cross-matrix global environment.
- Inspire ownership, accountability, initiative and engagement by regularly communicating AZ's ambition, objectives, performance outcomes and future actions.

**Customer**:

- Strategic and consistent stakeholder engagement with global senior business leaders within Marketing, Sales, IBEX community, Customer Digital Health, HR, IT, GLI, etc
- Acting as thought partner across the regions, ensuring execution of transformational, enterprise-wide capabilities for global to local implementation.
- Drive internal and external collaboration to effectively scale impactful solutions to global markets directly impacting AZ business.

**Business**:

- Lead creation, design, and delivery of launch/brand summits, including KPI and measurement through close partnership with IBEX, GBT, medical and market access teams impacting global sales teams
- Oversees execution of all globally led Sales Force Excellence Learning CLL programs creating a global long-term Community of Practic