Head of Commercial Effectiveness

The Head of Commercial Excellence leads the Sales Force Effectiveness (SFE) and Learning & Development (sales training) departments to drive improvements in sales productivity, customer segmentation, and go-to-market strategies.

This role is responsible for developing and executing initiatives that enhance the capabilities and effectiveness of the sales organization, ensuring alignment with overall business objectives. By leveraging data-driven insights and best practices, the Head of Commercial Excellence fosters a high-performance sales culture that maximizes revenue growth and customer engagement.

Roles & Responsibilities

Sales Force Effectiveness

• Lead and develop Sales Force Effectiveness (SFE) measurement and process initiatives to ensure results delivery and enhance sales productivity. This includes coordinating and initiating Sales Force Optimization projects
• Take accountability for driving the team to monitor actual sales budget achievement versus targets, ensuring timely and effective communication of sales objectives to the respective sales force.
• Collaborate with global and regional SFE teams to share and implement best practices across regions and globally.
• Develop, measure, and report on sales effectiveness performance using key performance indicators (KPIs) across various initiatives.
• Lead the planning and execution of Sales Meetings for Business Units (BUs), including content development and approval, agenda setting, communications support, and survey deployment and analysis.
• Influence strategy and sales execution tactics across sales and marketing functions.
• Assist companies in maximizing returns on investments in sales compensation, sales enablement, and sales operations infrastructure.
• Provide best-in-class services for planning, implementing, and supporting incentive compensation and sales operations management processes and tools.
• Partner with Sales Leadership to devise sales strategies aimed at improving sales productivity, focusing on sales reporting, forecasting, and quota management.
• Deliver end-to-end solutions including process analysis and design, requirements planning, business case development, analytics support, and administrative assistance.

L&D (Leadership & Sales Training)

• Consult with sales leadership, employees, and customers to identify training needs and developmental opportunities.
• Lead the team responsible for developing, implementing, and maintaining effective analytical capabilities nationwide.
• Collaborate with internal teams and external vendors to design and deliver sales, technical, product, and professional development programs that enhance the skills of frontline sales, sales support, and sales leadership teams.
• Identify emerging trends and alternative training methods to ensure the sales team remains relevant and up-to-date.
• Ensure effective knowledge transfer by monitoring course delivery and assessing learning outcomes through testing.
• Work cross-functionally with other departments to leverage trends and communications that keep sales aligned with company initiatives, driving continuous improvement in the business-to-business space.
• Provide leadership, career guidance, training, and development to direct reports and trainers across the organization, ensuring alignment with HR initiatives.

Qualifications, Skills, & Experience

• Bachelor's degree in Business, Pharmacy, or a related field.
• At least 7 years of proven experience in commercial strategy, sales effectiveness, or business analytics.
• Demonstrated strong leadership capabilities with a track record of managing and motivating cross-functional teams.
• Advanced analytical and problem-solving skills, proficient in data analysis and visualization tools such as Excel, Tableau, and Power BI.
• Solid understanding of the pharmaceutical industry and healthcare landscape, with expertise in medical communication.
• Outstanding communication skills and the ability to effectively engage and influence diverse stakeholders.
• Proven ability to thrive in a fast-paced, dynamic environment while managing multiple priorities efficiently.
• Proactive mindset with strategic thinking and innovative problem-solving to address complex communication challenges and opportunities.
• Excellent project management skills, ensuring timely and successful delivery of initiatives.
• Meticulous attention to detail, ensuring accuracy and quality in all aspects of work.