Manager Commercial Excellence EU & RoW (m/f/d)

At Fresenius Kabi Biosimilars, we want to make a difference. With our principle "we care for excellence" we relentlessly strive to provide easier access to high-quality, affordable medicines to more patients around the world. Being part of Fresenius Kabi, we are a global company with strong growth opportunities and a unique expertise in healthcare, which allows for a wide range of demanding and varying tasks.

We develop products with a focus on autoimmune diseases and oncology.

We work together in a spirit of teamwork, personal commitment and integrity to create value. We combine an entrepreneurial leadership approach with a lean hierarchy, diversity, and talented individuals. At Fresenius Kabi Biosimilars, we believe that every single one of our 200 employees counts and makes a difference on a daily base.

Fresenius Kabi SwissBiosim has also been certified as an Equal Pay Employer.

Functional Goal:

The Manager Commercial Excellence EU and RoW is responsible for defining and implementing activities to achieve improved commercial efficiency and sales excellence in BU Biopharma across EU & RoW.

Main Tasks: 

To take responsibility for implementing activities at global and local level to deliver and maximise commercial efficacy and sales excellence, to include, but not limited to:

• Work very closely with the markets, understanding market dynamics and needs so as to be able to provide innovative and appropriate solutions.
• Support the markets to implement a best-in-class customer engagement framework for the Biosimilars business and ensure capacity building to support the growth of the Biosimilars portfolio.
• Drive segmentation and targeting harmonization across markets.
• Define, implement and harmonize sales excellence dashboards across EU and RoW.
• Define, implement and harmonize standard operating procedures related to CRM data collection, definition and monitoring across EU and RoW.
• Define, document and continuously improve sales excellence process standards and competency across EU & RoW.
• Ensure end-to-end process flows and data inputs are surfaced to enable optimal performance; challenging the current state to identify opportunities for process efficiencies.
• Support project delivery whilst ensuring that changes to processes within EU & RoW sales operations are consistently documented and successfully embedded.
• Own adoption of sales process and tools and associated metrics and KPI’s.
• Measure and report on country performance against sales excellence targets, identify deviations and follow up to support the implementation of corrective actions.
• Ensure Country Cluster Leads have set targets that correspond with agreed strategies.
• Establish appropriate incentive schemes for commercial teams, which includes benchmarking versus external organisations and auditing of country schemes versus performance.
• Expand and utilise the organisations’ resources in an optimal manner to ensure cost effectiveness.
• Support implementation of digitalization and omnichannel initiatives for the Region.
• Provide tailored support and guidance to ensure regional strategies are effectively executed.
  

Other Tasks:

• Control of costs to meet plans as agreed with the Director.
• Demonstrate a proactive approach to tasks and challenges.
• Be a team player who collaborates effectively with colleagues from different functions.
• Manage responsibilities independently, showing strong organizational and time management skills.

Qualification profile:

• University Degree in Science and/or Business, MBA
• Minimum 7 years commercialization/marketing experience (should include country level national sales management in healthcare/pharmaceutical sales)
• Experience in multi-country sales excellence management
• Subject matter expert and in-depth knowledge in sales excellence (Tool & Techniques)
• Highly confident in managing sales data – proficient in data analysis and sales monitoring tools
• Biosimilars experience a plus
• Leadership skills including the ability to lead cross-functionally and cross-geography
• Strong understanding of customer needs with a global view
• Outstanding communication skills
• Ability to deal with complexity and translate insights and conceptual ideas into strategies
• Goal driven mindset with clear metric driven process map
• Always seeking new approaches to internal and external challenges
• Fluency in English; German and/or French would be beneficial
• Regular business travel will be required (circa 25% of time, planned travel)