MSD Commercial Excellence Lead 

Vietnam, Ho Chi Minh City 

332564041

Job Description

Team (~70%)

• Develop and implement customer centric Go-To-Market Model for Vaccines, Oncology and Pharma BU and KAM team in Vietnam
• Develop and implement SFE strategies to enhance the productivity and efficiency of the sales team.
• Design and manage incentive programs that align with business goals and motivate the sales force.
• Segmentation and Targeting: Implement varied investment (effort, messaging, channels) in high potential customer segments. Ensure that our company has a realistic short and medium term plan for improving targeting effectiveness. Maintain clear visibility of opportunities to enhance the efficiency and accuracy of business units in the process of creating target lists (profiling, classification).
• Lead on Omnichannel KPIs and analytics and monitoring to support the achievement of specific Omnichannel customer engagement objectives
• Conduct regular performance analysis, identify gaps, and recommend actionable improvements to support data decision-making and business planning
• Co-lead capability development of Salesforce in partnership with Learning & Development team
• Lead sales force structure and size, HCO and HCP segmentation and targeting including key account definition and identification, customer segmentation
• Be a champion on sales sensitivity analysis and optimize the SFE resource and business impact
• Lead automation, simplification and visualization in sales targeting and performance analysis by CRM tools and AI technologies to support sales activities and reporting
• Establish industry leading Sales Force Effectiveness Team by upskilling technical knowledge and business acumen
• Lead collaboration with regional commercial operation team to enhance SFE strategies and productivity, and roll out regional/global tools, platforms and initiatives

Manage Wholesalers and Channel/Trade Strategy (~20%)

• Understand & analyse market trends & distribution landscape to drive strategic decision-making for Company Distribution strategy.
• Contract Management & Execution: as local point of contact to navigate & collaborate with related internal + external stakeholders to execute wholesalers’ agreements, negotiating contracts with wholesalers, and ensuring compliance with legal and regulatory requirements.
• Manage business reporting and meetings, customer relationships, and negotiate contracts with distributors and key customers.
• Optimize Performance: Monitoring and analysing operational & commercial performance metrics, identifying areas for wholesalers’ improvement, and implementing corrective actions
• Review and assess trade programs and its business impact
• Collaborate with regional team for distribution strategy and its implementation

• Play as a strategic partner with the commercial operations director to execute innovative, customer-focused commercial strategies and operations that drive growth and operational excellence.
• Coordinate Sales & Marketing Governance with Country Business Impact Team to ensure optimization of meetings, alignment of topics to key priorities and tracking the agreed actions in collaboration with Commercial Operations Director.
• Monitor and analyse In-Market Sales Data and progress of key commercial initiatives across business units and key brands, and proactively provide insights and actional recommendations
• Support operation of Commercial Operations team with planning, budgeting, team governance, and coordination for monthly, quarterly, and yearly meetings.

• Bachelor’s degree in business or relevant subject or fields.
• At least 7 years of experience in sales force effectiveness or commercial excellence roles in also life sciences.

Must-have competencies & experiences

• Extensive experience in designing and implementing a customer centric Go-To-Market Model for HCP and HCO engagement.
• Expertise in creating and executing strategic Sales Force Effectiveness
• Strong strategic thinking and analytical skills: ability to turn data into actionable insights and identify business opportunities.
• Effective Communication: Clearly shares ideas and information with impact.
• Demonstrated success in leading and developing a high-performing team.
• Fluent in written and spoken English.

Preferred competencies & experiences

• Experience in commercial operations or commercial excellence in life science industries including optimization of business process Distributor management, Trade/Channel strategy and Gross-To-Net analysis
• Problem Solving – Gathers and analyses data and effectively responds to new, complex or problematic situations; creates solutions that drive value for our company
• Business & Financial Acumen – Understands and intelligently applies economic, financial, and industry data to make business decisions that drive value for our company

Current Contingent Workers apply

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