Manager Commercial Operations jobs at West Pharma in China, Shanghai

In this role, you will be member of AP Commercial Operations team, leading and responsible for key activities like CRM adoption, SIP administration, CPQ (Configure Price Quote), Pricing Execution and Strategy, Reporting and Analytics, Market insights and some key APAC and China sales strategy related projects.

•Active member of the AP Commercial Operations Team and China Commercial Leadership team
•Provide tools, resources and training required for the sales team to generate more opportunities and close more deals.
•Drive data integrity and accuracy in sales tools implemented (e.g. CRM, CPQ), pipeline analytics, and reporting requirements.
•Analyzes data; create and develop pipelines and reports that will deliver insights to the organization.
•Support in managing Sales incentive compensation programs, special incentives, policies, and administration of the same.
•Responsible for the implementation of Key Accounts Management program, Customer Segmentation and Service levels for various functions for China
•Generate and disseminate market-led information including industry analysis, market trends, customer and pipeline information by market segment/product lines and competitive intelligence.
•Work closely with China Marketing team to provide insights and be a thought partner to understand and interpret the China market environment.
•Work with relevant stakeholders to deploy pricing in a way that improves business outcomes.
•Collaborate with the Global and Regional team to implement the best practices for sales enablement/sales force effectiveness for commercial excellence.
•Support business through initiatives like knowledge sharing, on-boarding, and training support, in all business-related tasks / activities, building process documentation and knowledge repositories.
•Understand the current processes and policies related to sales org, and work towards process improvements to make it efficient.
•Work closely with local and regional teams for monthly sales review, forecast and demand planning, 5-year strategic plan
•Lead sales operations and supply chain management, including optimizing internal procedures for warehousing, shipment, and sales process utilizing SAP HANA ERP
•Establish an exceptional partnership with internal stakeholders, and act as a trusted advisor to the GM, China
•Other duties as assigned by Manager to support the APAC and China business.

• Bachelor’s degree in business administration or information technology or equivalent experience is required

•Minimum 8 years (Mgr) with 6-8 years of experience in Commercial Excellence /Sales Force Effectiveness/Analytics is required
•Project Management upon hire is preferred

•Established analytical skills supported by aptitude in Excel for data analysis and manipulation
•Business acumen in relation to sales and marketing channel processes (Lead Management, Campaign Management, Channel Management, Opportunity Management, Account Management, and Pipeline Management)
•Excellent analytical, project management and communication skills.
•Functional expertise: in-depth knowledge in sales/marketing, finance, in a B2B environment
•Proven track record of development and execution of an effective strategy and vision to drive significant growth.
•Clear understanding of the healthcare industry, including pharmaceutical/medical device in global markets and the complexities of working effectively in this environment
•Competent in graphical reporting platforms such as Power BI
•Advanced skills in Microsoft Word, Excel, Outlook, and PowerPoint
•Should have zeal towards customers experience and continuous improvements.
•Knowledge of security roles and field level security principles and application.
•Able to comply with the company’s safety and quality policies at all times
•Global commercial experience in a matrix organization, preferably in a multi-national manufacturing organization.
•CRM / SAP /Power BI experience is preferred
•Strong working knowledge of SAP HANA, CRM (i.e., Salesforce) and DocuSign.
•Ability to prepare and present clear and concise information to all levels of management and staff (including effective visual graphics.)
•Driven and accountable self-starter, with ability to identify and communicate priorities, and work independently in a fast-paced industry at a rapidly growing organization.
•Strong organization and detail-oriented skillset, driving towards firm payout deadlines.
•Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description.
•Able to maintain the highest standards of discretion and confidentiality.
•Able to comply with the company’s safety policy always
•Able to comply with the company’s quality policy always.

• Willingness to work outside of standard business hours to support other global regions as required (20%)
• Understanding of industry structures, business models and competitive dynamics
• Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read and write, speak in front of groups, express and exchange ideas, understand direction and adhere to procedures and interpret data, information documents.
• Capable of communicating fact-based go/no-go decisions to large groups in clear, concise, and comprehensive manner
• Self-starter mindset with intellectual curiosity - Desire to learn new ideas, different opinions, and innovative approaches from external and internal sources and to use them to influence future direction
• A strong attention to detail and the ability to view scenarios through the eyes of the end user.
• Comfortable and creative in translating user requirements into tangible system solutions
• Desire to learn and expand business competencies, open to new and different ways of working, and innovative approaches from external and internal sources
• Adept at learning new processes quickly and able to assist the business in understanding changes and transitioning to new processes
• Promotes positive attitude toward new business solutions and demonstrates effective written and verbal communication skills
• Able to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
• Organizational skills will enable planning, prioritization and achievement of goals especially of importance for the successful execution of related activities.
• Must be able to multi-task, work under time constraints, problem solve, and prioritize.
• Ability to make independent and sound judgments.
• Observe and interpret situations, analyze and solve problems.

• Serve as the regional contract lead with customer facing negotiations and providing direct insight on West contracting agreement guidelines.
• Lead and drive regional contract negotiations working collaboratively with regional commercial teams and customers ensuring all open actions are followed up on and prioritized with appropriate stakeholders and customers.
• Utilize business acumen to appropriately position West’s offering and effectively incorporate customer asks.
• Provide strategic direction to the regional commercial team on contracting guidelines, trends, and best practices.
• Coordinate quarterly on-site customer meetings with the commercial team within the regions of India, Korea, China, and other regions as needed.
• Serve as the point of contact between all West internal stakeholders to ensure timely review, approval, and execution of agreements.
• Understand all regional business strategies and global internal stakeholder guidelines (Finance, Supply Chain, Operations, Legal, EHS, and Quality) and integrate into contracting approach and execution.
• Perform financial modeling including revenue and margin analysis to support contract evaluation and strategy. Includes formal coordination with Finance team for contract approvals.
• Maintain visibility to all regional expiring contracts as well as the pipeline of all future agreements.
• Schedule and Chair meetings for regional contract reviews
• Define and manage KPIs for regional Contracts including SLA, Closing rates, turnaround time.
• Provide insight and champion recommendations to management for change/improvement and execute on approved proposal(s)
• Work alongside our D&T to integrate and enable our Contracting & Development Agreements processes into our West Digital Platform
• Promotes teamwork to achieve common goals; while encouraging individual contributions
• Manage Records to ensure proper audit trail and compliance
• Undertake any additional ad hoc duties as may be required and/or directed by line manager

• Bachelors Degree in business, finance or equivalent experience required and
• Masters Degree MBA or Masters degree in an related field preferred

• Minimum 10 years in business, finance or related field in contract administration required and
• Experience of Contract Management and related tools or similar software solutions would be an advantage. preferred

• Leadership qualities to engender cooperation, respect, and support from other team members within the region and globally.
• Team player orientation with keen interest for innovation and process improvement
• Strong organization skills and attention to detail
• Demonstrates Customer focused approach and motivation to ensure an excellent customer experience.
• Sound independent reasoning and judgment to establish work priorities, handle questions and be flexible to respond to constantly changing priorities or shifting deadlines.
• Ability to identify process improvements that have a direct impact on the work performed. Uses best practices and knowledge of internal or external business issues to improve these processes.
• Solves complex problems; takes a new perspective using existing solutions.
• Works independently; receives minimal guidance and can adapt to changing business requirements
• Excellent analytical skills and project management.
• Intermediate to advanced knowledge and experience with Microsoft Office and SAP
• Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description
• Able to comply with the company’s safety and quality policy at all times

• Able to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines
• Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read and write, speak in front of groups, express and exchange ideas, understand direction and adhere to procedures
• Organizational skills will enable planning, prioritization and achievement of goals especially of importance for the successful execution of related activities
• Position operates in a professional office environment. May stand or sit for extended periods of time
• Read and interpret data, information and documents
• Must maintain the ability to work well with others in a variety of situations
• Must be able to multi-task, work under time constraints, problem solve, and prioritize
• Ability to make independent and sound judgments
• Observe and interpret situations, analyze and solve problems