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Head of Global Sales Excellence
View: 125
Update day: 26-03-2024
Category: Sales
Industry: Biotechnology Hospital & Health Care Pharmaceuticals
Position: Director
Job type: Full-time
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Job content
7538 BGP Products Operations GmbHAt VIATRIS, we see healthcare not as it is but as it should be. We act courageously and are uniquely positioned to be a source of stability in a world of evolving healthcare needs.
Viatris empowers people worldwide to live healthier at every stage of life.
We Do So Via
Access – Providing high quality trusted medicines regardless of geography or circumstance;
Leadership – Advancing sustainable operations and innovative solutions to improve patient health; and
Partnership – Leveraging our collective expertise to connect people to products and services.
Location is flexible on this role and can be based in any European country with a Viatris location or the US.
Key Responsibilities For This Role Include
Every day, we rise to the challenge to make a difference and here’s how this role will make an impact:
- Responsible for leading the global function that provides our talented sales professionals with the resources and capabilities that enhance the opportunity for them to have successful interactions with Viatris’ key stakeholders and stay in step with the fast evolving omnichannel and digital ecosystem.
- Best-in-class global strategy, design and resource optimization for sales training, incentive compensation and sales operations. Enhance the various competencies across all levels of the Sales & KAM organization including competitive selling, and account management.
- Provide strategic guidance and thought leadership to countries to develop and implement transformative and innovative execution approaches with frameworks, tools and processes to ensure business success.
- Help create sales analytics platform/capability to enable optimal resource deployment and execution tracking and ‘next best action’ analysis.
- Define global framework for incentive compensation mix.
- Maximize field force effectiveness through automation, optimized targeting, CRM system, etc
- Omnichannel enablement by working with local markets to create Sales Force structures/competencies that will leverage digital marketing assets in the optimal manner.
- Develop standards and best practices for segmentation, targeting and account planning that drive profitable revenue growth.
- Sales Training platforms and curriculum, Customer Services/Relations SOP & KPIs.
- Partner closely with other functional leaders (e.g. marketing, pricing and contracts, portfolio, etc.) on product launch and sales enablement capabilities and tools, amongst other topics.
- Collaborate with Country Managers and Regional leaders on developing and delivering sales tools and best practices to meet market needs.
- Co-develop new commercialization strategies through working closely with other functions, and countries, supporting specific business initiatives and the overall business strategy.
- Facilitate and actively promote sharing of best practices and influence their adoption across countries.
- Develop and implement global sales training program, incl. definition and refinement of sales model, creation of content and training materials in collaboration with brand teams.
- Build a high-performance and compliant sales culture through people development, coaching and best in class incentive programs.
- Bachelor’s degree required with a specialization in science or economics preferred. Master’s degree or MBA preferred. Ideal candidate will have 15 years experience in the industry and specifically: Sales Force experience with at least 5 years in senior (global/regional) roles; driving high impact initiatives and implementation in an omnichannel environment; strategic planning and business transformation; strong Marketing, and Market Access & Medical understanding and track record of collaboration. Related experience and/or education may be considered.
- Experience having direct interaction with Commercial or other leaders/stakeholders.
- Track record of highly successful delivery and positive performance results.
- Excellent project/process management skills.
- Managing uncertainty and managing within a changing environment.
- Good understanding of market research methods and processes.
- Good interpersonal skills, including communication, presentation, persuasion, and influence.
- Previous cross cultural supervisory experience is preferred
- Proficiency in speaking, comprehending, reading and writing English is required.
Viatris is an Equal Opportunity Employer.
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Deadline: 10-05-2024
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