Head of Commercial Sales

4 weeks ago

Cary, United States Omada Search Full time

The Head of Commercial Excellence will lead transformation of commercial capabilities & the deployment of best practices to optimize commercial resources. Leading the development and prioritization of the Global CEX Roadmap (people, process & technology), entailing the creation of a global strategy to ensure commercial excellence throughout the company. This person will standardizing and optimizing commercial capabilities to achieve business growth and market share goals, particularly regarding CRM target.

Key Responsibilities:

  • Lead the definition, prioritization, development & implementation of commercial excellence capabilities. Collaborate with regional CEX teams to implement, drive adoption & measure impact/effectiveness
  • Collaborate closely with regional CEX leads to drive sales force effectiveness and optimize investments in commercial activities
  • Ensure value creation through a well-equipped sales team and optimal investment of commercial resources through customer prioritization and sales force effectiveness
  • Guide and facilitate the development & implementation of global CRM strategies, ensuring alignment with regional CEX. Maintain global template.
  • Engage with high-level internal stakeholders on topics such as the alignment with the CEX roadmap, future training schedules, marketing opportunities, product manager touchpoints, etc.
  • (Re-)Assess and approve contracts with external service providers
  • Guide the development of rigorous sales performance assessment and monitoring frameworks for sales across the regions
  • Lead the design and fulfillment of annual Sales Incentive Plans
  • Collaborate with regional and global leadership on the planning and implementation of performance-improving measures, e.g., customized tools and trainings for individual markets
  • Ensure transparency between CEX and other functions and sub
  • -functions, particularly regarding non-confidential performance data of sales activities and marketing initiatives
  • Receive in regular steering committee meetings briefings on past performance and gather actionable suggestions for decision-making

Qualifications & Competencies:

  • Academic degree, e.g., business, marketing, or agriculture, preferably with MBA
  • 12+ years' experience in sales, preferably in life-sciences and biotechnologies
  • 10+ years' experience in leading teams of sales managers in relevant industries, preferably on group level and in multicultural environments
  • Experience working within cross-functional project teams
  • Outstanding leadership, coaching, and networking skills
  • Impeccable communication and presentation skills
  • Ability to manage complexity, high pressure, and ambiguous situations with pragmatism

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