JOB OPPORTUNITY
DIRECTOR, SALES EXCELLENCE

BRIEF COMPANY PROFILE

Our client is a global, research-driven pharmaceutical company focusing on the development of prescription-only-medicines, and they are a global market-leader within their therapeutic area. The company headquarter is in Greater Copenhagen, Denmark with subsidiaries, production facilities and distributors worldwide. It is the aspiration of our client to obtain world-class pharma sales & marketing capabilities driven by a sales & marketing organization equipped for success, and in order to achieve this, our client is now investing in building a state-of-the-art Sales Excellence platform.

THE POSITION

The Director, Sales Excellence will be responsible for developing and implementing the future sales- and sales operating model, including optimizing the sales process, developing sales programs and conducting sales training globally. The overall focus of the position is to ensure sales force effectiveness and efficiency in Frontline Sales while closing the gap between global strategies and local execution.

The role offers an opportunity to exert influence and impact on a strategic level and provides an excellent entrepreneurial opportunity for building up a function nearly from scratch. As a result, the position requires a senior professional with an exceptional commercial drive and business acumen.

POSITION PROFILE

Position title:

Director, Sales Excellence

Reporting line:

Director, Global Commercial Excellence & Brand Management

Location:

Greater Copenhagen

Traveling:

30-40 days per year

Responsibilities & Tasks:

  • Establishing the Sales Excellence function with the objective to enhance customer engagement, enabling sales leadership and improving sales knowledge and best practice sharing.

  • Optimizing the sales process by developing and implementing a Sales Excellence plan and initiatives that drive and standardize sales process compliance and best practices, while harvesting synergies across the organization and functions.

  • Building and implementing proven sales models that are in alignment with current and future market conditions.

  • Developing and implementing a sales operating model that will support the implementation of the sales model.

  • Contributing to the development and execution of a new CRM strategy based on a system platform already in place.

  • Development and implementation of Sales Excellence training programs continuously improving the competency and effectiveness of the salesforce.

  • Driving strategic direction and operational impact in close collaboration with Marketing based on an informed and data-driven feedback-loop with regional/local sales organizations.

  • Coaching, developing and motivating the Sales Excellence team – starting with one team member.

  • Taking part in Global Marketing’s extended leadership team.

  • Identifying and driving continuous improvement programs through insights into key payor-prescriber-patient behaviors leading to the identification of tangible/sales-driving initiatives. 

  • Overseeing the creation and maintenance of dashboards for sales performance management.

Key success criteria:

  • Ensuring that the Sales Excellence journey is defined, and that the preceding insights-gathering process is conducted.

  • Obtaining broad cross-organizational accept of the Sales Excellence function and its role in the organization.

  • Completing the development of a new sales model and a sales operating model.

  • Inspiring and ensuring a strong best-practice sharing culture within the commercial organization.

  • Ensuring seamless collaboration with Global Marketing and the local/regional sales organizations – and other key stakeholders.

  • Launching of the first Sales Excellence sprints.

  • Completing the development of a clear CRM strategy.

  • Demonstrating the capability to launch sprints/short-term wins, while also driving long-term, strategic initiatives and processes.

  • Contributing to a high-performance culture within the Commercial Excellence team and Global Marketing as a whole.

CANDIDATE PROFILE

Educational background:

Preferably degree at M.Sc. level.

Language:

English – fluent, verbally and written.

Ideal experience and competencies:

  • Experience from a similar role in a regulated industry or from a management consulting role working with sales excellence and/or commercial excellence processes.

  • Solid project leadership skills.

  • Strong experience in developing and implementing commercial excellence and sales excellence processes.

  • Preferably people management experience (or potential) and a demonstrated ability to create results through others.

  • Thrives in solving complex business problems.

  • Preferably first-hand experience from a sales role.

  • Clear display of solid business acumen.

Personal competencies:

Analytical

Navigates well within complexity and divides problems into relevant parts, while sensitively integrating the analytical output into a given context. Differentiates between key areas and irrelevant and less important areas. Understands trends, their implications and opportunities in the external environment and gathers information from multiple sources.

 

Structure

Works systematically, organizes work and effort and is methodical in one's performance, while applying a structured approach towards problem solving.

 

Leadership and results orientation

Provides clear leadership and direction by setting visible and achievable department goals. Focuses on action, activities and results. Is able to “cut to the chase” in an empathetic way, while continuing to work at a problem, viewpoint or action plan until a result is achieved or it is determined that an alternative approach is needed.

 

Stakeholder management

Exerts great personal impact at all stakeholder levels and is pragmatic and able to identify, establish and maintain relations with stakeholders at all levels, internally as well as externally. Makes people feel at ease and achieves agreement by dealing with disagreements and potential conflicts in a diplomatic manner. Develops and maintains networks through strong stakeholder management skills.

 

Communication

Communicates the central issues in a discussion in a clear, fluent and precise manner. Produces written material that is clear, fluent, precise and easy to understand for recipients.

 

Ambition and Inspiration

Inspires others and encourages the achievement of set goals by promoting a sense of purpose. Provides inspiration for a positive work attitude and prompts a strong wish to succeed in the team.

 

Team orientation

Collaborates and works well with others, with a view to obtain the team's objectives by sharing information and supporting others. Fosters an environment of open communication and knowledge sharing. Encourages the expression of idea sharing and proactively seeks feedback, while demonstrating willingness to learn and to change.

 

Drive

Is highly dynamic and delivers personal impact, while encouraging the achievement of set goals by promoting a sense of energy and purpose.

For further information:

Please contact Kristian H. Larsen, Head of Research, Albright Life Sciences A/S at:

M: +45 7199 1504

E: khl@albright.dk

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