Fresenius Kabi UK | Manager Commercial Excellence -Biosimilars- Europe & R of W

Manager Commercial Excellence – Biosimilars – Europe & Rest of World (excl USA)

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.

Our expanding and highly attractive product pipeline of biosimilars and innovative biopharmaceuticals includes a range of commercialised medicines and molecules in various development stages. With a growing portfolio targeting areas of immunology, oncology, hematology and osteoporosis, we aim to provide access to biologics for more patients and healthcare providers around the world.

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.

The role

The Commercial Excellence Manager for EU and RoW is responsible for defining and implementing activities to achieve improved commercial efficiency and sales excellence in BU Biopharma across the territory. Reporting to our Global Biopharma HQ in Switzerland, you can be based anywhere in the UK/Ireland and will have the ability to travel (25% of time) across the region.

Key Accountabilities

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 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 organizations\’ 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.

Qualification profile:

• University Degree in Science and/or Business, MBA
• Minimum 7 years commercial / 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
• 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
• Biosimilars experience a plus
• Regular business travel will be required (circa 25 % of time, planned travel)

We welcome diversity

At Fresenius all job applicants are welcome – regardless of gender, age, origin, nationality, religion, disability, sexual identity and orientation, or any other personal characteristics.

Careers with a purpose at Fresenius

Over 300,000 people across the globe work at Fresenius to provide better ever medicine for ever more people. Our independent business segments Fresenius Medical Care, Fresenius Kabi, Fresenius Helios and Fresenius Vamed offer a wide spectrum of products and services in the health sector. We offer you the opportunity to make a difference with your career – and to become part of our impressive growth story.