At Fresenius Kabi Biosimilars, we want to make a difference. With our principle "we care for excellence" we relentlessly strive to provide easier access to high-quality, affordable medicines to more patients around the world. Being part of Fresenius Kabi, we are a global company with strong growth opportunities and a unique expertise in healthcare, which allows for a wide range of demanding and varying tasks.

We develop products with a focus on autoimmune diseases and oncology.

We work together in a spirit of teamwork, personal commitment and integrity to create value. We combine an entrepreneurial leadership approach with a lean hierarchy, diversity, and talented individuals. At Fresenius Kabi Biosimilars, we believe that every single one of our 200 employees counts and makes a difference on a daily base.

Fresenius Kabi SwissBiosim has also been certified as an Equal Pay Employer.

Your assignments

Functional Goal:

The Manager Commercial Excellence EU and RoW is responsible for defining and implementing activities to achieve improved commercial efficiency and sales excellence in BU Biopharma across EU & RoW.

Main Tasks:

To take responsibility for implementing activities at global and local level to deliver and maximise commercial efficacy and sales excellence, to include, but not limited to:

Work very closely with the markets, understanding market dynamics and needs so as to be able to provide innovative and appropriate solutions.
Support the markets to implement a best-in-class customer engagement framework for the Biosimilars business and ensure capacity building to support the growth of the Biosimilars portfolio.
Drive segmentation and targeting harmonization across markets.
Define, implement and harmonize sales excellence dashboards across EU and RoW.
Define, implement and harmonize standard operating procedures related to CRM data collection, definition and monitoring across EU and RoW.
Define, document and continuously improve sales excellence process standards and competency across EU & RoW.
Ensure end-to-end process flows and data inputs are surfaced to enable optimal performance; challenging the current state to identify opportunities for process efficiencies.
Support project delivery whilst ensuring that changes to processes within EU & RoW sales operations are consistently documented and successfully embedded.
Own adoption of sales process and tools and associated metrics and KPI's.
Measure and report on country performance against sales excellence targets, identify deviations and follow up to support the implementation of corrective actions.
Ensure Country Cluster Leads have set targets that correspond with agreed strategies.
Establish appropriate incentive schemes for commercial teams, which includes benchmarking versus external organisations and auditing of country schemes versus performance.
Expand and utilise the organisations' resources in an optimal manner to ensure cost effectiveness.
Support implementation of digitalization and omnichannel initiatives for the Region.
Provide tailored support and guidance to ensure regional strategies are effectively executed.

Other Tasks:

Control of costs to meet plans as agreed with the Director.
Demonstrate a proactive approach to tasks and challenges.
Be a team player who collaborates effectively with colleagues from different functions.
Manage responsibilities independently, showing strong organizational and time management skills.

Your profile

Qualification profile:

University Degree in Science and/or Business, MBA
Minimum 7 years commercialization/marketing experience (should include country level national sales management in healthcare/pharmaceutical sales)
Experience in multi-country sales excellence management
Subject matter expert and in-depth knowledge in sales excellence (Tool & Techniques)
Highly confident in managing sales data - proficient in data analysis and sales monitoring tools
Biosimilars experience a plus
Leadership skills including the ability to lead cross-functionally and cross-geography
Strong understanding of customer needs with a global view
Outstanding communication skills
Ability to deal with complexity and translate insights and conceptual ideas into strategies
Goal driven mindset with clear metric driven process map
Always seeking new approaches to internal and external challenges
Fluency in English; German and/or French would be beneficial
Regular business travel will be required (circa 25% of time, planned travel)

Fresenius

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Manager Commercial Excellence EU & RoW (m/f/d)