Loading...
Share this Job

WÖRWAG Pharma located in Böblingen near Stuttgart is a mid-sized, international pharmaceutical company. As a family-owned company we develop and distribute biofactors and generics. We are represented in more than 35 countries with about 1000 employees.


Become a part of our team in our headquarter in Böblingen (near Stuttgart) because we are looking for you as a

 

Global Commercial Excellence Manager (m/f/x) 

 

As Global Commercial Excellence Manager you define and lead the development and implementation of Sales Excellence (SE), Sales Force Effectiveness (SFE) and Key Account strategy for Wörwag Pharma (WP) Group. You drive the delivery of Commercial Sales Excellence programs and corresponding SFE programs by providing functional leadership (functional content expert) by collaboratively working with the Country Sales Leadership Teams and regional leaders.

 

Tasks & Responsibilities:

 

  • Own and further develop all Commercial Excellence relevant processes, methods and tools, including Customer Profiling, Targeting & Segmentation (Quantity-to-Quality), FF Structure and FF Training Curriculum, CRM systems , SF performance management, incl. sales bonus structure, KPI development and tools for KPI reporting, as well as the overall functional roadmap
  • Develop and implemented a WP Group KAM concept for relevant segments, geographies and commercial channels (i.e. wholesale, pharmacy chain, key hospitals) for improvement of Key Account and Channel Management activities
  • Analyze complex issues and multiple data sources and create solutions to key business problems driving Commercial & Sales Excellence
  • Own, lead and action all WP Sales Trainings for field force associates, and first-line-managers, with a view to standardizing and professionalizing selling approaches on all levels
  • Monitor commercial excellence program activity and recognize and reward good practices as well as identify problem areas/ inefficiencies, institute corrective action as required
  • Provide direct leadership to global Commercial Effectiveness team as well as functional leadership, coaching and mentorship to SFE colleagues in country affiliates (in close cooperation with Regional and local Sales Leadership Teams) to create an environment and culture in which Commercial Excellence becomes a cornerstone of all sales activities
  • Ensure plans, programs and activities derive directly from global company strategy and are developed with full awareness of priorities in other departments and knowledge of local country action plans
  • Communicate a clear vision for Commercial Excellence to the organizations, ensuring that individual programs are logically integrated into an overall functional strategy

 

 

Requirements:

 

  • University degree in business administration or comparable studies (MBA preferred)
  • Min. 8 years’ experience in sales functions, with proven track record in Commercial Excellence, Sales Force Effectiveness, CRM and Key Account Management (incl. Understanding of product launch and product commercialization processes)
  • Knowledge of Pharmaceuticals market (OTC, RX and Food Supplement) and first-hand experience with pharmaceutical sales forces (pharmacy/POS and medical community)
  • Exposure to international markets: good understanding of countries, regional and local dynamics, including pharmaceutical market environments; knowledge of CEE market a plus
  • Successful track-record of contribution to top- and bottom-line results and/or P&L responsibility
  • Sound organizational understanding, high degree of analytical and conceptual thinking as well as concise and impactful communication skills to different target groups and management levels (ability to work cross-functionally with different functions and business partners)
  • Strong Change Management skills, high degree of results-orientation and comfort in taking the driver seat (Proven leadership skill through formal and informal reporting relationships)
  • Fluent in English (German or Eastern European languages are a plus)

 

What we offer:

 

  • We offer you a challenging and varied scope of tasks in a dynamic team of a successful, mid-sized  pharmaceutical company
  • We offer you exciting projects in an international work environment, with the opportunity to quickly take responsibility and to share your experiences and knowledge
  • In addition to a performance-based salary you receive an offer of additional benefits, for example including an occupational pension provision, workplace health promotions, a job ticket as well as diverse training offers

 

We are looking forward to receiving your application!