Viatris İlaçları Ltd. Şti
At 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.
RESPONSIBILITIES:
- Role description:
- The Business Excellence Manager is responsible for optimizing G2M strategies, lead changes when it’s required and provide insights to keep up with market trends.
- Provide multi-channel approaches to support the enhancement of business excellence and resource management for the commercial teams.
- Establish, collect, and analyze KPIs, providing insights to drive informed decision-making and enhance sales structures.
- Carry out gap analysis of current sales structure and strategy to guide improvements and adjustments to maximize efficiency.
- Run daily operations aimed at successfully positioning sales management tools, systems, platforms, and processes to support an efficient and cohesive incentive and reward plan.
- Collaborate with the Leadership Team to assess and analyze trends and trajectory business activities, develops insight-based reporting to support.
- Go-to-Market Strategies:
- Continuously monitor and measure effectiveness of current G2M strategies, provide gap analyses and initiate strategy changes when requirement emerges.
- Analyzes the correlation between effort and sales. Generates insights to guide senior management and Sales & Marketing departments as needed.
- Participate and contribute to segmentation and targeting strategy, provide necessary analyses and leverage the field force related data sets.
- Data Management:
- Acts as a key liaison for the creation, enhancement, and management of the weekly and monthly regional sales database.
- Collaborates with the IT department to ensure the proper and efficient functioning of systems and processes.
- Develops and updates dashboards to monitor national, regional and territory level performance (market, sales, activity, promotion, etc.).
- Leads the development and execution of Sales Data Management (SDM) projects that will form the foundation of commercial operations.
- Develops strategies to achieve sales targets, which may include elements such as market analysis, customer segmentation, prescription analysis, and competitive analysis.
- Field Force:
- Designs, implements, executes, and communicates incentive plans that are aligned with the company’s mission and objectives, brand strategies. Collaborates with HR and Finance departments on guideline development and payment process tracking.
- Identifies and guides Key Performance Indicators (KPIs) through appropriate analysis and recommendations to increase productivity and efficiency.
- Utilizes tools and resources to enable effective sales processes, measure sales force productivity, and ensure the effective implementation of defined strategies and tactics.
- Provides support for sales operations-related inquiries and issues, serving as a key point of contact.
- Utilizes tools and resources to enable effective sales processes, measure sales force productivity, and ensure the effective implementation of defined strategies and tactics.
- Collaboration and Communication:
- Establish great connection with BEX Managers, CRM Manager, Business Operation Manager and MAX Manager to empower inter-departmental network
- Collaborates and communicates with other departments to interact effectively.
- Conducts field visits to examine the usage and functionality of practices within the scope of responsibility, striving to improve processes through observation.
QUALIFICATIONS:
- BA Required; MBA or equivalent Master’s level education preferred
- 3 years in Pharmaceutical Experience
- 5-7 years of team leadership experience including leading teams
- Proven track record in Sales Force Effectiveness (SFE), Business Excellence (BEX) or Commercial Excellence (ComEx) topics including but not limited to G2M, CRM, targeting and segmentation, and incentive plan management.
- Demonstrated ability in strategic and tactical data management, business analytics, and reporting.
- Ability to work in a fast-paced and growing organization, with the capability to provide both quick wins and future vision and roadmaps.
- Strong analytical and problem-solving skills for evaluating and utilizing qualitative and quantitative data and incorporating insights into decision criteria.
- Ability to interact with diverse teams at all management levels, fostering teamwork and collaboration.
- Ability to respond to internal customer needs and inquiries, particularly in interaction with Field forces.
- Effective decision-making ability amidst significant changes in responsibilities, business processes, organizational culture, or work environment.
- Capacity to recognize the constant evolution of the operating environment and adjust one’s approach and behavior accordingly.
- Professional proficiency in written and verbal English communication.
At Viatris, we offer competitive salaries, benefits and an inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.
Viatris is an Equal Opportunity Employer.
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