AddressDirector, Business Excellence UK&I - Allergan Aesthetics
Role description:
This role has as primary responsibility to champion Business Excellence initiatives in to improve the effectiveness, profitability and growth of sales and marketing functions, whilst driving customer engagement transformation. Remit includes driving improvements in SFE, adoption and utilization of VEEVA CRM, generation of business analytics & insights, sales incentive design, multichannel customer engagement, embedment of strategic account management and enablement of commercial capability development.
Overview of responsibilities:
- Cascade & operationalise the Business Excellence vision and story and drive local deployment of the Business Excellence strategy.
- SFE – Drive local sales force effectiveness initiatives. Track and manage sales force performance, drive corrective actions for relevant SFE KPIs, conduct territory alignment initiatives, ensure optimal sales force size and structure for all lines of business, develop capability strategies for future portfolio needs, and drive the implementation of alternate go-to-market models.
- Segmentation & Targeting - Collaborate with marketing to research, develop and define the strategy to profile, segment and target Allergan’s customers, manage the implementation of projects, identify and communicate best practice and measure success of approaches. Work with BUDs to set direction for sales management that will ensure sales force effort is targeted to highest value customers aligned with business strategy. Run projects to identify optimal and code compliant coverage of key business accounts and target customer groups and collaborate with sales management to ensure resources are deployed across the BU/Product Line/Country effectively to maximize the impact of the sales teams.
- CRM - Manage & drive adoption of evolving CRM tools (VEEVA) across country. Own training and education to ensure compliance and rive productivity and multi-channel capability improvements.
- Commercial Analytics - Design & implement sales analytics to benchmark & measure sales force activity and sales momentum & growth. Responsible for defining and leading sales efficiency indicators (KPIs) through appropriate analysis, and support leaders with the implementation of metrics to assist with productivity & efficiency assessment.
- Sales Incentive Operationalization – work with the International team to shape annual Sales Incentive Schemes as to ensure competitiveness and motivational impact, whilst driving strategic behavioral change. Ensure that local SIP policies and structures are communicated, understood, managed and implemented in-country. Evaluate SIP health on a continuous basis to ensure alignment to principles of SIP policies.
- Strategic Account Management – Drive development and evolution of the strategic account management mindset and implement international SAM strategy as per relevant maturity level for market.
- Commercial Capabilities – Implement commercial competency frameworks as per international strategy and take responsibility for the Commercial training function. Assess capabilities, recommend and implement training interventions to drive sales & marketing excellence improvements. Work with local Training Manager to develop a curriculum and capability development plan, supported by the commercial leadership and sales management teams. Collaborate closely with global Talent (L&D) team, and local HR team to drive design and implementation of a first line manager curriculum.
- Create & lead ad-hoc strategic projects & processes to support local top line and bottom line growth.
Profile:
- Experience in senior sales management roles, and strong understanding and experience in Key Account Management
- Track record in Commercial Excellence / Sales Force Effectiveness / Sales Operations, preferably within a Pharmaceutical / Healthcare company
- Strong critical thinking and problem solving skills.
- Strong analytical and consultancy skills and business acumen
- Excellent data analysis and reporting skills.
- Experience in Sales Coaching and Outcomes based selling – exposure to/experience in training design & delivery
- Proven track record as an effective team builder and change leader. Ability to drive change, regardless of ambiguity.
- Strong organisational skills with the ability to consolidate and integrate a wide range of inputs
- Excellence Focused – demonstrating passion and commitment to turning strategy into reality; driving results by focusing on prioritization, continuous improvement and innovation
- Influencing – persuading others to follow a path; can negotiate to win
- Talent Magnet – identifies and invests in people; amplifies strengths to build the best talent
AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community, and embracing diversity and inclusion. It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.
