Chief Commercial Officer (Durban North) - BEE

SUMMARY:
Chief Commercial Officer

POSITION INFO:

ROLE PURPOSE:

Directs and leads all activities related to generating sales for various markets and provide strategic and operational leadership for marketing of the organisation’s Global Brands, whilst ensuring alignment to the business’s strategy. The Chief Commercial Officer is a member of the Group’s Executive Committee.

LOCATION: Flexible

SPECIFIC OUTCOMES / ACCOUNTABILITY:

MARKETING:

Strategy

• This role is responsible for leading the strategic marketing activities for Sterile Brands and other globally marketed brands across the Group to achieve business goals by fostering innovation, prioritising initiatives, and coordinating the evaluation, deployment and management of current and future marketing strategies and systems across the organisation
• Ability to formulate, and lead a team to execute on the Group’s marketing objectives
• Design and deploy a Marketing Strategy to support company’s business objectives, ensuring that growth, innovation and cost are the cornerstones of any proposal
• Work with the senior management team to assess and develop for new marketing opportunities, providing solutions to the business that create value by enhancing competitive advantage
• Sets strategy for monitoring and driving the performance of Sterile Brands and other globally marketed brands, in respect of their contribution to business performance and benefits to the business
• Lead and facilitate consultation with stakeholders to define marketing requirements
• Define and communicate corporate marketing plans, policies, and standards for the organisation
• Ensure that solutions and proposals are scale-able, flexible and enable the business to operate with agility and embrace change without impacting productivity
• Develops plans to ensure that the organisation has appropriate skilled resources to meet marketing function objectives and commitments on a cost beneficial basis
• Manages the effective implementation of resource planning, recruitment, selection, assessment, on boarding and transitioning of Group marketing resources

Pricing

• Ensures pricing governance and compliance
• Leads new global product launches:
  • price positioning vs category opportunity and competitor dynamics
  • volume, margin management
• Drives margin expansion through price, margin, volume balancing on global products across the Group

Digital

• Leads the strategy and policy for of on line marketing and promotional material, content management and best practice alignment across the Group
• Directs the team to ensure Website content alignment and compliance
• Develops a progressive digital strategy for the Group and facilitates its approval and implementation
• Develops a global KOL platform management
• Establishes a plan to ensure company’s readiness for E-Commerce

Commercial Excellence

• Leads a team who will ensure the business has necessary market insights to drive commercial decisions
• Oversight of marketing material content and usage across the group to ensure no duplication of resources and management time
• Leads a team who will ensure the Training and Development content is updated and managed for global portfolio
• Competitor trend analysis
  • Insights
  • Opportunities
  • Threats
  • Tactical guidance
• Portfolio gap opportunities identified
  • Global portfolio opportunities
  • Commercial modelling, size of prize and prioritization
  • Launch strategy support

Marketing 

(Sterile Brands and other global brands)

• Develops brand and product blueprint strategy guidelines for the various territory brand plans
• Implements technical and clinical product information updates to aid in HCP engagement
• Provides strategic as well as operational Commercial and Marketing support
• New product launch support and education
• Drives broader indication registrations where assessed as advantageous
• Ensures effective education of local teams and HCPs on the application of product indications
• Seeks opportunities to broaden portfolios to leverage areas of expertise and focus
• Influence treatment regimes in market to include company products on the recommended treatment guidelines as well as the reimbursement lists
• Engage with KOLS to achieve preceding point and drive market usage and sales

SALES:

Strategy:

• Provides leadership and strategic direction to the overall sales programmes of territories under leadership, inclusive of plans to secure new consumers, expand opportunities within the current consumer base through advertising initiatives, and delivering new product offerings
• Sets overall framework for sales strategy for respective territories
• Directs and guides territories under leadership in activities related to generating sales growth in order to increase revenue and gross profit
• Analysis of business tactics, sales strategies, performance of the sales teams, competitor analysis, and market research in order to assess performance, shape strategy and make sound business decisions
• Responsible for setting and achievement of sales budgets (sales / forecasting / pricing)
• Responsible to increase sales revenue through the design and implementation of appropriate strategies for the each of the territories under leadership
• Monitor and forecast sales performance
• Compile and present reports, presentations, and make recommended strategy suggestions based on sound analysis of markets and convey this to stakeholders
• Responsible for communication between the sales departments, other departments and the stakeholders
• Develop innovative strategies and lead positive change within the dynamic environment

Operations:

• Approves sales targets, determines effectiveness of sales initiatives and assesses the need for change
• Accountable for achievement of revenue and profitability targets for territories under leadership
• Annually guides and approves advertising and promotional budgets, monitors spend initiatives and assesses returns on investment
  • Monitors and implements initiatives to improve product and/or brand margins/pricing/sales performance
  • Budgeting for allocated portfolio and territories
  • Facilitates stock availability.
  • Evaluates forecasts and forecast accuracy – Plans short term and long term goals
  • Monitors stock availability according to forecast
  • Sets and monitors performance KPIs related to sales performance and service delivery
  • Attends conferences and congresses pertaining to the specific focus area of value
  • Facilitates new product development and launches

Commercial Excellence

• Leads a team that operates at the highest levels of commercial excellence
• Leads, grows and develops a group of in country Commercial Executives
• Management of sales excellence principles, practices and processes across the applicable territories
• Leads a team that ensures high standards of fit-for-purpose training and development content is is available and delivered in applicable territories
• Undertakes thorough competitor trend analysis
  • Insights
  • Opportunities
  • Threats
  • Tactical guidance
• Sales growth opportunities identified and managed
• Mentors key employees in the sales and marketing departments, ensuring their constant professional growth, and assisting them in the execution of their duties where necessary

 Relationship management

• Builds strong relationships with key stakeholders in all applicable trerritories
• Guides and develops stakeholder relationship strategies and skills with each applicable in-market team
• Responsible for negotiating sales and business development transactions inclusive of licenses, transaction agreements, subscription agreements, and partnerships

Leadership

• Leads the recruitment, development, retention, and organisation of all employees under management in accordance with budgetary objectives and HR policies
• Builds a diverse team
• Leads and supports an inclusive culture
• Mentors key employees in the sales and marketing departments, ensuring their constant professional growth, and assisting them in the execution of their duties where necessary
• Develops sound sales and marketing talent pipeline for key roles in the team and ensure right balance of technical, analytical, and leadership skills within the team
• Coaches non sales/marketing managers on sales/marketing topics to help foster a culture of transparency, collaboration and value creation

Requirements

EDUCATIONAL QUALIFICATIONS & EXPERIENCE:

• A bachelor''s degree and an advanced degree in Marketing or Business (e.g. MBA) is preferred
• Bachelors level, preferably Masters or above in a science-based degree would be advantageous
• 10 years’ experience in pharmaceutical marketing, business development experience, sales strategy and brand management, with at least 10 years at an Executive level
• Experience in a fast-paced and dynamic pharma business, preferably working as director of sales or director of marketing
• Experience of working across multiple geographies
• Understanding and experience in market access across major territories like Europe, Spanish Latam, China

SKILLS AND ATTRIBUTES:

• Strategic mind-set:
  • Strategic thinking 
  • Commercially astute with proven track record of defining and leading marketing and sales strategies
  • Entrepreneurial spirit
  • Ability to develop and implement market-specific growth strategies
  • Creative and ability to innovate
  • Experience in positioning their business area at executive committee level
  • Considerable knowledge of business processes, management, budgeting and business operations

 Judgment/Decision Making/critical thinking:

•  proven as an astute commercial decision maker
• identify internal and external challenges and hindrance in sales and marketing opportunities and solve them critically
• demonstrated capabilities in product selection 
• Interpersonal skills: 
  • needs to form excellent relationships with other leaders in the organisation and get significant input from the organization so that objectives can be met
  • proven leadership ability by demonstrated motivation of employees to deliver high quality output in line with set priorities
  • demonstrated team building capabilities
  • instils confidence so that employees believe in the vision and mission of the commercial plan
  • active listening skills
  • ability to show empathy and consideration for others in order to engage and motivate
• Analytical skills: 
  • highly analytical, demonstrated by well developed capabilities in evaluating commercial performance and setting key performance metrics to measure achievement of  strategic and financial goals
  • excellent problem solving skills
  • proven ability to manage complexity and draw critical conclusions from extensive data
  • capacity to identify complex problems and review related information to develop and evaluate options and to implement solutions

 Leadership skills:

• handles the team effectively by aligning the team’s performance with the organization’s sales goals
• active in cross-functional collaboration
• positive role model with capability to develop and grow others
• ensures highly ethical conduct from sales teams

 Communication skills:

•  needs to be an excellent communicator who establishes the respect and credibility to inspire employees to invest in their work and the vision of the organisation
• articulates company’s critical differentiation with clarity and conviction to customers, business partners and other stakeholders 
• Social Perceptiveness:
  • being aware of others'' reactions and understanding why they react as they do
  • passionate customer advocacy
  • to effectively and efficiently interact with customers and identify the needs of consumers

KNOWLEDGE:

• Excellent knowledge of the pharma industry, including company’s competitors
• Thorough understanding of regulatory affairs
• Detailed knowledge of marketing principles, brand, product and service management
• Outstanding commercial understanding
• Deep understanding of changing market dynamics
• Financially capable
• Demonstrated knowledge of how marketing and sales strategy is defined and executed
• Understanding of software systems, practice management systems, distribution networks, and ad tools and platforms

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