Commercial Excellence Manager

4週間前

Tokyo Galderma

Description

s, Training, and Coaching of the Salesforces establishing consistent training formats that enhance the ability to deliver improved commercial outcomes and aligning to Sales Competency Model (Project SHINE) across countries.
  • Sales Incentive Assessment, SIP Design, Rewards and Recognitions.
  • Sales Automation (Veeva CRM/CLM/PATH): Customer Relationship Management System and support an internal Learning Management System and Commercial Business Intelligence tool.
  • Establishment of KPIs of Sales developing metrics and scorecards. Lead and challenge the country operation rhythm through regular business performance review among different businesses.
  • Maximize Brand Value in Store: Enable Sales Force Effectiveness (SFE) analysis for key categories and connect with SFE experts to identify the right coverage strategy and supports investments for growth aligned to Sales strategies, including field and account selling sufficiency to deliver leading Share of Voice (SOV).Optimize assortment to improve NNS and mix profitability (Optimise AVR, pricing & margin relative to channel dynamics ()Optimize Channel Trade Spending effectiveness by category and for total channel ()
  • Drive Sales Academy across different sales roles including Salesforce Onboarding, Basic Training, Level I, Level II, and Train the Trainer classes for Front-line Sales Representatives, Sales Managers and Key Account Managers across all BU based on training needs and sales competency gap.
  • Collaborate with various departments in Sales, Marketing, Human Resources, Medical and SFE in the region and global to provide a balanced and integrated sales training program.
  • Other duties as assigned.

    • Minimum Education, Knowledge, Skills, and Abilities

  • Bachelor's degree in science, Business, Education, Psychology, or a related field, required.
  • Five or more years of previous Sales Training Manager, Corporate SFE/Training Manager, or related experience within a regional/cluster matrix environment preferred.
  • Previous extensive sales experience is must (e.g., Sales Rep/Medical or Medical Device Rep, Key Account Manager, Territory Manager/District Sales Manager, etc.)
  • Proficient in MS Office; especially Word, Excel, and PowerPoint; experience working with sales tracking and reporting software.
  • Ability to demonstrate excellent presentation/facilitation skills.
  • Ability to demonstrate leadership abilities (e.g., team lead, project lead, and/or people management)
  • Ability to demonstrate high level of Passion for Purpose, Accountability, Collaboration, and External Focus
  • Ability to work in a cross functional team environment

    • Job Competencies

    PROFESSIONAL EXPERTISE: Proven track record of 10+ years of experience in pharmaceutical sales, consumer health, or medical device with special focus on healthcare products and in-depth understanding of different sales roles, sales channels, and Go-to-Market model.

    ADVANCED SALES KNOWLEDGE AND SKILL: Expert in Sales, strategic planning, product development, analysis and interpretation of information and statistical indicators.

    Strong inspirational leader uses a variety of means to influence people and develops effective relationships within a culturally diverse context across functions at all levels of the organization. Proven leadership skills to enthuse and motivate others towards a clear purpose. High level of energy and an aptitude to manage a complex external environment.

    CORE COMPETENCIES: Strategic**, analytical, and systemic vision, Customer Focus – building Strategic partnerships, Results Orientation, a drive to achieve results and to surpass goals, flexibility and positive attitude, self-management, organization and process, creativity, thought leadership, team player, strong business acumen.

    Role and Location

    Permanet role based in J apan : 20

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