Chief Commercial Officer (Durban North) - BEE

Durban

Market related

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ROLE PURPOSE:

Directs and leads all activities related to generating sales for various markets and provide strategic and operational leadership for marketing of the organisations Global Brands, whilst ensuring alignment to the businesss strategy. The Chief Commercial Officer is a member of the Groups 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 Groups marketing objectives

Design and deploy a Marketing Strategy to support companys 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 companys 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 teams performance with the organizations 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 companys 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 companys 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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