Commercial Excellence Manager

Role Description

The Commercial Excellence Manager drives best-in-class sales execution and market data driven insights for Zoetis Philippines. They work with the leadership team right through to the field force, to ensure that everything from strategy to activity supports the provision of business strategy.

The person in role ensures that KPI and associated practises are fully understood, bought into, and utilised by all field force colleagues. They promote the use of the global and local fieldforce and Data Analytics system i.e. Touchpoint, Azure, Local Dashboard, NGSE, DMS, ensure its use and support colleagues to understand the functionality and requirements of the system. They drive the continued development of the system in conjunction with the CRM global/ Cluster team.

The Head of Commercial Effectiveness is a member of the Leadership team. They contribute to the forging of the Commercial strategy and they drive the achievement of the team’s strategic goals. They demonstrate leadership behaviours of coaching, mentoring, setting expectations and defining roles.

Along with their direct reports, they manage the compliance and execution of the Sales Target setting process, Sales Incentive process and program set up, Territory Alignment and segmentation process and Field Force Effectiveness KPI’s.

Strategy & Planning

• Partners with the General Manager and Business Unit Heads to develop the overall company business strategy and then translates this to an executable plan encompassing Field Force Effectiveness and Marketing Excellence.

• Develops deep understanding of the Commercial business and identifies opportunities to pursue aligned with the company’s overall business strategy.

• Drives the development and adoption of FFE processes and KPIs.

• Deep dives into market data and immerses in field work to generate insights that inform Commercial Excellence strategies.

Field Coaching

• Develops the Field Coaching priorities and execution plan in partnership with the Business Unit Heads and L&D Manager.

• Champions the disciplined execution of Field Coaching priorities aligned with established standards and KPIs.

• Role models “coaching the coach” approach with regular field work with Field Force and Sales Managers.

• Ensures all Field Coaching certification programs are implemented in a timely and effective manner.

Data and Digital Management

• Works with above-country subject-matter-experts in establishing best-in-class data and digital practices for the local team.

• Champions the implementation and successful adoption of globally-developed data and digital programs such NGSE, Azure, Hybris, etc.
• Ensures the seamless provision of data and digital support to the Commercial Team with emphasis on timely and accurate reports.

• Drives the company’s data and digital adoption programs to maximize informed decision making by the Commercial Team.

Relationships

• Develops strong connections with cross-functional teams, within and above-country, to facilitate support for the Commercial Excellence agenda.

• Demonstrates leadership role across the Commercial organization to maximize influence and impact.

• Represents the Philippine’s Commercial Excellence agenda across the business both globally and locally

Qualifications and requirements

• Strong sales and marketing management experience, demonstrated in various management roles over at least a 5 year period.

• Clearly demonstrated leadership capabilities including change management, influencing and impact, and execution effectiveness.

• High competency in data and digital management.

• Impactful communications, both written and oral.

• Established experience in strategy development and execution planning.

• Demonstrated people management skills, particularly on performance management and individual development.

• High resilience and adaptability to change.

Full time

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