• Monitor Strategy Execution with the Marketing Team
• Collaborate with the Sales Director to improve commercial structure to support market share strategy.
• Enable the acceleration of the sales team's productivity. Scope, build and implement Leads maximization and cross-selling and upselling analytics.
• Coordinate Commercial Area inputs to the IBP process to ensure consistency relative to the comprehension of the Commercial and Customer needs relative to all Product Projects (On-Market and New Product).
• Drive Continuous Improvement, instilling a new culture with transformational mindset in each one in the organization, Best Practices and Process Simplifications through Customer Care to help deliver an exceptional CX.
• Work with the Sales Director to ensure month-to-month changes in business and market dynamics are comprehended as potential business opportunities and vulnerabilities for review and action planning.
• Work in close collaboration with the local sales and marketing team to create plans and strategies for revenue growth.
• Support Customer Relation Management.
• Develop and implement training programs aimed at the sales team to strengthen product selling productivity.
• Direct creative development for both internal and external requests.
• Oversee projects and product lifecycles from inception to completion.

Skills: Strategic Collaboration, Sales Analytics, Integrated Business Planning (IBP), Continuous Improvement & Change Management, Market Dynamics Analysis, Revenue Growth Strategies, Customer Relationship Management (CRM), Project Management & Creative Development

• Collaborate with BOSD, Sales & Trade Marketing to lead the agenda for Customer Segmentation & Targeting (S&T) refresh in both Retail & Hospital Channels on a periodic basis
• Drive the right Coverage & Field Force sizing & allocation strategy based on Customer S&T in consultation with BOSD & CHC Leadership
• Drive the right KPI setting & monitoring for Commercial Projects like Race To Zero across both Retail & Hospital Channels
• Support the Hospital Tender Strategy for CHC Brands
• Drive the Execution of new Commercial Projects like Perfect Clinic in Ethical Channel & Win The Recommendation in Pharmacies
• Own the Cycle Plan cascade & compliance for both Retail & Ethical FF
• Advise changes in Sales Incentive Plans to drive right behaviors in consultation with BOSD & CHC Leadership
• Ownership to roll out & refresh Global Commercial Capability programs to the FF – Win in Store, Win with HCP, Win in Shopper Excellence (gets rolled out by Global and CBO)
• Drive continuous learning of FF through Win with Customers Application, I-Learn etc.
• Identify specific capability & execution gap trends to create customized Training requirements

Skills: Customer Segmentation & Targeting Strategy, Coverage & Field Force Sizing, KPI Setting & Monitoring, Hospital Tender Strategy Support, Commercial Project Execution, Cycle Plan Management, Sales Incentive Plan Advisory, Global Commercial Capability Programs

• Ensure periodic refreshers & newcomer onboarding programs for CHC Commercial basics like CVM Classification, TRAX Application, 3D Call Expectations etc.
• Collaborate with BOSD to drive non-commercial training & Development programs – eg. Product Knowledge, Territory Management, Leadership, other soft skills etc.
• Support the development & refresh of the right MIS & Dashboards for both Retail & Ethical Channels to support fact-based decision-making across the Commercial Organization
• Support the generation of powerful and action-oriented Insights by driving the right analytics on the enormous amount of Customer data available in the organization
• Put in place the right processes and tools to capture Externally Focused information from the field on Competition, Customers, Shoppers and Categories
• Support the FF to minimize time spent on data crunching by creating systems to provide ‘One Click Tracking’ of Commercial KPI’s to maximize time on Execution
• Own the Multi-Channel Engagement agenda for CHC by collaborating with Sales, HCP Marketing & Digital Manager to create & manage multiple Digital Tools and Mediums of engagement with Customers & HCP’s
• Led the Project to Implement & Adopt new CHC-specific SFA / CRM Tools as part of Project CHLOE in coordination with ITS, Sales and BOSD
• Support the Automation & Outsourcing of Measurable, Repeatable, Transferable & Programmable (MRTP) tasks to enable the organization to focus on Excellent Execution

Skills: Training and Development, Data Analysis and Insight Generation, MIS and Dashboard Development, Process Improvement, Multi-Channel Engagement, CRM and SFA Implementation, Automation and Outsourcing, Collaboration and Stakeholder Management

• Structure and control commercial planning activities
• Ensure that the Core Lab’s ADD “Rules of Engagement” and sales cadence are understood and implemented across all levels within the commercial organization.
• Work closely with the Core Lab Area Commercial Excellence Director to drive the ADD business in a coordinated manner. 
• Ensure the establishment of “One set of numbers
• Report on month-to-month changes in business and market dynamics, outlining potential opportunities and vulnerabilities to close gaps and mitigate risks
• Ensure tracking and monitoring is in place through standardized metrics & dashboards to drive accountability and action to address issues
• Drive structured Win-Loss analysis including “voice-of-customer” to drive continuous improvement and commercial excellence
• Support the enablement of the POWER BI Dashboards to all AD staff in the area
• Ensure strategic growth planning (SGP) and local strategy development process (e.g. ROAD 25), including alignment and implementation monitoring in collaboration with individual stakeholders
• Ensure commercial excellence across the area through the identification of training needs and coaching. 

Skills: Commercial Planning and Strategy Development, Cross-Functional Collaboration, Sales Process Optimization, Data Analysis and Reporting, Win-Loss Analysis, Performance Monitoring, Training and Development, Strategic Implementation and Monitoring

• Ensure channel strategy deployment, and gatekeep dealer onboarding and offboarding compliance.
• Build up dealer performance scorecards, and drive channel effectiveness to hit business target.
• Lead forecast reviews and drive monthly forecast accuracy.
• Drive SFDC adoption, and operationalize funnel management in commercial team.
• Explore new business intelligence tools to improve analytics capability and provide business insights.
• Set up Standard Work for wing-to-wing commercial processes, and drive continuous improvement for better efficiency and effectiveness.
• Work closely with DBSL to lead Kaizen events and install DBS tools, e.g. Growth Room, Funnel Management.
• Develop talents and leadership pipelines. 
• Optimize organizational structure with the best support model for continuous business growth.

Skills: Channel Strategy Development and Execution, Performance Metrics and Scorecard Management, Forecasting and Accuracy Improvement, Salesforce (SFDC) Adoption and Funnel Management, Business Intelligence and Analytics, Process Optimization and Standardization, Kaizen and Lean Tools Implementation, Talent Development and Organizational Optimization

• Experience in key customer management
• Proven record of business development, pricing management, customer relation management
• Good communication both in English and Chinese. 
• Experience in managing global customers and local customers
• Familiar with all the finance models/tools (PQF, simulation) , SFDC, TP, baseline management process, account planning.
• Comfortable working in a matrix organization. 
• Able to leverage cross-functional resources to achieve business targets
• Understanding of market dynamics, segmentation, and customer needs.
• Experience in the FMCG / OTC Industry

Qualifications: BA in Business Administration with 4 years of Experience

• Strong grasp on SFE fundamentals – S&T, Coverage Planning, FF Resource Allocation, FF KPI’s
• Strong Technology Orientation, Analytical Skills, Ability to design & develop various MIS & Decision Support Systems
• Highly proficient in the use of MS Excel and PowerPoint
• Strong Leadership skills such as change management, organization and people development
• Fluency in German and English
• Negotiation skills and Strong Communication Skills
• High standards of ethical and compliance
• Demonstrated understanding of trade spend budgeting, deployment and tracking
• Strong influencing and communication skills
• Excellent analytical and project management skills

• Strong ability to keep track of multiple targets and processes
• Comfortable with constant contact with relevant collaborators to ensure high-quality processes
• Ability to work across the country/regional organization establishing relations with stakeholders at all levels
• Strong leadership and project management skills
• Strong CRM and channel strategy experience from B2B business
• Dominant traits include structure, persistence and goal-orientation
• Common commercial traits include high work capacity contact/communication skills and empathy
• Experience in interfacing with DVP’s and general managers and disciplinary leading of a team
• Demonstrated business analytical capabilities and track record of contingency planning with a commercial operations focus (preferably Sales Analytics and CRM Management)

Qualifications: BA in Economics with 4 years of Experience

• Experience as sales and/or project manager, commercial business consultant, or sales program manager
• Experience in designing and implementing commercial projects like sales price development and/or digital enablement driving sales analytics and reporting.
• Knowledge of SAP SD, IT processes, sales tools and CRM
• Excellent communication and interpersonal skills, able to convey complex topics in an understandable, accurate way
• Results-oriented team player with a ‘can do’ attitude
• Hands-on mentality, able to execute projects in an agile and fast way
• Entrepreneurial spirit and creative, problem-solving
• High learning agility and passion to drive improvement
• Demonstrated performance of influencing change, strategy development
• Skills in building consensus

Qualifications: BS in Data Analytics with 5 years of Experience

• Experience in the Pharmaceutical industry ( SFE, sale planning, business analyst)
• Strong analytical skill and fluent in English
• Experience in sales and marketing
• Strong communication skills, able to communicate complex data to a simple message
• Business level of English and Japanese ( Speaking, writing, presentation)
• Open-minded and high learning agility
• Understanding of Customer and Market Dynamics
• Strong Interactions skills & Influential to stakeholders
• Understanding of commercial aspects of business (Sales Funnel, CRM/SAP)
• Strong Analytical Skills

Qualifications: BA in Management Information Systems with 4 years of Experience