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Commercial Director

hace 3 meses

Madrid, España Allergan Aesthetics A tiempo completo
Job Description

The Commercial Director - Central Eastern Europe (CEE) reports to CEE Region GM, sits on the CEE Regional Leadership Team, and has one direct report (CEE Training Manager).

The position is responsible for identifying, planning, and supporting affiliates in the execution of commercial opportunities across CEE region, with a strong focus on strategies to maximize sales growth and profitability. This role will provide commercial leadership of the financial planning, S&OP and LRP processes across CEE. In addition, the primary responsibility is to champion Business Excellence initiatives across CEE to improve the effectiveness, profitability and growth of sales and marketing functions, whilst driving customer engagement transformation. 

Remit includes driving improvements in SFE, generation of business analytics & insights, sales incentive design, enhancing commercial policy and commercial offers across CEE, embedment of strategic/key account management; enablement of commercial capability development, and implementation of new to go to market capabilities.

Main duties and responsibilities:

  • Address general commercial improvement needs in the most appropriate manner –engage relevant stakeholders as required at local, CEE region and Europe and Canada Area level
  • Cascade & operationalize the Europe and Canada Area Business Excellence playbook across CEE region and monitor local deployment of the Business Excellence strategy.
  • Partner with Europe and Canada Business Excellence, Trade and Pricing, and Strategic Accounts to proactively identify opportunities and improvements across the CEE region ; partner with GMs and Local BE leads to execute opportunities and implement and embed required improvements.
  • Support and integrate developing capabilities into business approach, i.e. SFE (S&T, SIP…) Strategic/Key account Management, Omni-channel, Analytics, CRM solutions, Trade & Pricing initiatives, S&T
  • In collaboration with Europe and Canada Trade & Pricing, CEE region finance, and other relevant stakeholders ensure the implementation of commercial policies across CEE region . Ensure compliance with commercial policies and support monitoring and tracking of outcomes. Support on projects that that relate to commercial strategy, customer experience, channel selection and that include elements of pricing, discounting and supply. In collaboration with GM, CEE region support commercial reviews of various countries to identify risks and opportunities relating to pricing and commercial policies and offers.
  • Drive BE initiatives to improve effectiveness across CEE region to improve coordination between sales & marketing (including but not limited to, strategic segmentation & targeting, territory alignment & optimization, omnichannel) in collaboration with local BE leads, and CEE region Marketing Director.
  • Support GM, CEE Region, General/ Country Managers, Distributor Markets Director & local BE leads in making the right data driven decisions and enhancing field based teams capability development  
  • Drive functional departments across CEE region to continuously support and improve commercial execution.

Qualifications

Candidate requirements: 

1. Education and Experience:

  • Bachelor's degree in business administration, marketing, or a related field; Master's degree preferred
  • Minimum of 8-10 years of experience in a senior commercial role, preferably in the pharma, or consumer healthcare industry
  • Experience working in a regional role , ideally the CEE region, with knowledge of local markets and business practices would be advantageous.
  • Proven track record of successfully driving sales growth and profitability in a similar role

2. Leadership and Management Skills:

  • Strong leadership skills with the ability to inspire and motivate cross-functional teams
  • Experience managing direct reports and leading a team towards achieving targets and objectives
  • Strong analytical and problem-solving skills to identify opportunities, develop strategies, and make data-driven decisions
  • Excellent communication and interpersonal skills to effectively engage and influence stakeholders at various levels within the organization
  • Ability to manage and prioritize multiple projects and initiatives simultaneously

3. Commercial Excellence and Strategy:

  • Extensive knowledge and understanding of commercial best practices, including financial planning, sales and operations planning (S&OP), and long-range planning (LRP)
  • Experience in championing and driving business excellence initiatives to improve in field team performance and tracking
  • Ability to develop and implement commercial strategies and initiatives that maximize sales growth and profitability in the CEE region
  • Strong business acumen and strategic thinking to identify opportunities and drive continuous improvement

4. Commercial Operations and Execution:

  • Experience in driving sales force effectiveness (SFE) initiatives, including sales and trade analytics, sales incentive design, and strategic/key account management
  • Knowledge of CRM solutions, omni-channel strategies, and trade and pricing initiatives
  • Understanding of commercial policies and offers, with the ability to ensure compliance and track outcomes
  • Experience in collaborating with finance, marketing, and other relevant stakeholders to align commercial operations with overall business objectives

5. Language and Cultural Competence:

  • Fluent in English and proficiency in other languages spoken in the CEE region is highly advantageous
  • Cultural sensitivity and ability to work effectively in a diverse and multicultural environment

6. Travel:

  • Willingness to travel within the CEE region and occasionally internationally as required for business needs


Additional Information

AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion.  It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.