Sales Commercial Excellence Lead at Roche

Role Purpose

The role involves driving commercial effectiveness and excellence by taking full ownership of the commercial excellence tool implementation and adaptations.
The successful candidate will be required to collaborate with the commercial functions to develop and implement a tailored roadmap for each country within the Management Centre, aiming to fully implement the tools available within the commercial excellence pillar. Support is required for the countries in the implementation phase by providing both technical training as well as helping the countries to fully utilize and capitalize the value of the tools provided.

Key Responsibilities

• Implement an operational strategy for the strategic pillar “Commercial Excellence” within the Management Centre
• Define individual roadmaps for commercial excellence tools for each of the countries.
• Own the implementation of a data driven culture and empower countries in maximizing the usage of data and to transition to the use of digital tools/channels in order to gain insights into customers, markets and business.
•  Use data by tapping into quantitative methods to monitor success of strategy and roadmap implementation.
• Support the Management Centre countries with internal system and Miller Heiman sales training, campaigns, best practices, implementation, assessment and tracking, thereby ensuring full adoption.
•  Define and implement sales force effectiveness KPIs for better measuring and monitoring of sales performance in the various countries.
• Proactively help sales and marketing teams to identify and win sales opportunities using commercial excellence tools.
•  Streamline communication and create common sales language and a sales community.
•  Identify, systemize and share best practices and provide Managers Coaching across all relevant sales roles.
• Simplify sales processes and increase agility within the team.
• Voice the needs of enhancements of the CRM system to appropriate stakeholders.
• Identify new sales tools to aid in the development of better work plans.
•  Monitor the impact of training and development actions by continuously analyzing the outcomes of evaluations and satisfaction surveys, combined with in-field observations, to ensure continuous improvement of the processes.
• Report on sales performance by understanding KPIs, analysing sales data daily, identifying trends and patterns, providing feedback on performance, monitoring and achieving profitability and drafting reports monthly and as required.
• Participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team as required.

You, as an ideal candidate, will have the following skills, experience and education:

• NQF 6 in Medical science or similar is required. A university degree or higher is preferred and a   Business Management qualification is an advantage.
• At least 8 years commercial experience in the medical industry with at least 5 years in Account Management / Sales.

Requirements:

• A  proven sales track record at key account / outsourced partner level within the medical diagnostic industry.
• Strong working knowledge of commercial / or working experience in the Africa market.
• Evidence of strong influencing and negotiation skills.
• Evidence of strong business acumen.
• MS office (all packages at advanced level) and CRM system exposure.
• Strong planning and organising (project management) skills.
• The ability and willingness to travel nationally and internationally (within assigned Africa territory and some international travel). A driver’s license and a valid passport are required.