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Commercial Excellence Lead

2 months ago

Bridgewater, United States Euroapi US Full time
Job DescriptionJob Description

Overall Assignment:

  • Lead Commercial Excellence and Business Development initiatives for North America commercial teams, including Contract Development and Manufacturing Organization (CDMO), Contract Manufacturing Organization (CMO), and Active Pharmaceutical Ingredients (API) sales.
  • Develop, implement, and oversee the execution of commercial growth strategies in tight collaboration with the General Manager, to optimize revenues and profitability.
  • Track and Communicate the North America market trends, API sales priorities and customer acquisition activities
  • Build and Refine marketing resources and tactics, particularly through organizing and managing local industry conventions, tradeshows, and exhibition events.
  • Collaborate with North America commercial teams and Corporate Marketing functions to ensure that key enabling capabilities are in place, including CRM/Dashboard, Reporting, Sales Forecasting, and Call Planning.

Main missions:

Commercial Excellence & Business Development

  • Collaborate with the Global Business Intelligence and Product/Category Managers teams to enhance the North American commercial teams’ understanding of products and markets
  • Lead regional commercial development projects with a short-to-medium timeframe, working closely with the North America General Manager and the commercial leadership team.
  • Identify and advise on key business growth areas, focusing on the product lineup and ongoing evaluation of customer database and value.
  • Boost the sales team’s productivity by developing and closely monitoring a monthly prospection plan for business opportunities.
  • Organize and manage the regional rollout of global product development efforts, such as global initiatives to advance API offerings (ex: API regulatory extension projects).
  • Oversee the monthly sales outreach and client engagement strategies, including calls and event planning.
  • Regularly update and maintain the customer categorization strategy for the North American market.

CRM Tools Training & Monitoring

  • Advocate for the adoption and effective use of sales processes and CRM tools across all North American divisions, including Sales, CDMO, and Sales Administration.
  • Support sales teams and bridge the gap with IT support to guarantee the smooth operation of our CRM reporting tool (salesforce.com)
  • Increase CRM adoption rates by conducting regular training sessions and creating user-friendly guides for the North American teams

Sales Force Analytics & Reporting

  • Produce and distribute detailed analyses on sales strategies, prospecting plans, and sales pipeline health.
  • Manage the monthly synthesis of sales data and key performance indicators (KPIs) related to commercial excellence for executive review.
  • Deliver updates on the North American market landscape (e.g., using IQVIA data) to inform commercial strategy and project planning.
  • Aggregate and review KPIs related to event planning and new business initiatives, including prospecting efforts and cross-selling opportunities.
  • Perform in-depth evaluations of new product development initiatives, presenting findings in a structured presentation format.

Knowledge Management

  • Maintain North America core curriculum by partnering with global training / business stakeholders to ensure product and market knowledge, as well as reflect innovative, competitive sales tools, concepts, and best practices (ex: contract negotiation process)
  • Work collaboratively with the Global Business Intelligence and Category Managers to drive continuous training and improvement of commercial activities in North America
  • Acts as liaison with Category Manager and Global Marketing teams and Excellence team to conduct analysis and collect specific information on ad-hoc projects (ex: value analysis for new product generation)

Marketing, Tradeshows & Events

  • Implementing a strategic event selection process to prioritize attendance at congresses and commercial events that offer the highest potential for business growth
  • Oversee the organization of key congresses and events across the North American region (ex: DCAT, CPHI), ensuring all events are organized in compliance with our company global communication objectives
  • Establish and manage the trade show budget for the upcoming year, while also overseeing the monitoring of actual expenditures to ensure proper financial reporting
  • Enhance the visibility and impact of marketing materials (ex: brochures, digital content, social media) to strengthen the market position of API Sales and CDMO services
  • Drive client acquisition efforts through diverse campaigns, email marketing, apps, and networking at events, aiming to engage new prospects before, during, and after industry congresses
  • Creating a feedback loop with the sales and marketing teams to continuously refine communication tools based on performance metrics and audience engagement
  • Utilizing advanced analytics to track the success of prospecting activities and adjust strategies for maximum effectiveness in client outreach

Profile

  • Master’s degree in finance or marketing and/or International Business School
  • + 8 years of experience in pharmaceutical business, including at least +5 years in marketing
  • Strong business acumen, understanding of the pharmaceutical industry, regulatory requirements, commercial considerations, and technical project delivery.
Company DescriptionEUROAPI is a French Pharma Company focused on reinventing active ingredient solutions to sustainably meet customers’ and patients’ needs around the world. We are a leading player in active pharmaceutical ingredients (API) with approximately 200 products in our portfolio, offering a large span of technologies, while developing innovative molecules through our Contract Development and Manufacturing Organization (CDMO) activities.

Headquartered in Paris, Euroapi include 6 European production sites located in Brindisi (Italy), Frankfurt (Germany), Haverhill (UK), Budapest (Hungary), Elbeuf (France) and Vertolaye (France).

Our API Solutions and CDMO teams are present in 11 countries to cover our customers in 80 countries.Company DescriptionEUROAPI is a French Pharma Company focused on reinventing active ingredient solutions to sustainably meet customers’ and patients’ needs around the world. We are a leading player in active pharmaceutical ingredients (API) with approximately 200 products in our portfolio, offering a large span of technologies, while developing innovative molecules through our Contract Development and Manufacturing Organization (CDMO) activities.\r
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Headquartered in Paris, Euroapi include 6 European production sites located in Brindisi (Italy), Frankfurt (Germany), Haverhill (UK), Budapest (Hungary), Elbeuf (France) and Vertolaye (France).\r
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Our API Solutions and CDMO teams are present in 11 countries to cover our customers in 80 countries.