Commercial Operation Director

Job Description

Overall Purpose/Roles

• As MD strategic partner, the Commercial Operations Department (COD) develops and orchestrates strategic capabilities within the organization to create best platforms and solutions to maximize our customers and consumers experience. 
• The COD is Leading the Overall Organization transformation of the company to become more productive and efficient by ensuring the excellence execution in compliance way.

The main activity & department under this function are:

Commercial Effectiveness: Sales Force Effectiveness (SFE) Department, L&D and Sales Training Department Alliance Distribution and shared services Patient Program Business Process & Compliance (BPO) Transformation Realization Office & PMO

The Main responsibilities:

• Partnering with Global teams and Local Markets and assessing the current and future challenges of developing strategies and iterating our commercial framework
• Lead capabilities building and implementation throughout the organization to enhance customer and consumer experience and create new ways to communicate with our stakeholders
• Launch the new capabilities of the L3 Next Commercial Excellence Framework across Human Health
• Leading the innovation arm and making sure the company is ahead of the curve.
• Lead the implementation of Agile methodology in the organization

Specific Roles and Responsibilities

Strategic Planning & Transformation:

• Create business analytics (market / brand insight & performance matrix) to provide required analytics to enable strategic planning and decisions, enabling right selection & targeting of customers, actionable territory sales force alignment etc.
• Drive data-driven decision processes throughout the commercial organization to drive the rhythm of business
• Plan, educate & review the globally defined brand planning process (L3 Next),  define, develop & deliver  key diagnostics parameters for brand health and define plan, drive, review patient relationship programs to enhance acquisition & retention of patients (in specific TA) etc.
• Should be actively involved with each BU during the planning and forecasting process and support them with the past trends and market analytics.
• Develop Transformation Roadmap, project implementation & monitoring to ensure achievement of company objectives
• Lead Managing Director Projects per assigned by Managing Director

Sales Operations

• Lead the sales operations function to coordinate closely with all departments and prepare plan, schedule and budget for companywide business meeting such as annual meeting, management meeting, sales cycle meeting etc.
• Ensure the appropriate processes and systems to monitor and control related operations effectively.
• Co-work and facilitate action plan implementation and evaluation process.

Sales Force Effectiveness

• Lead and develop SFE measurement and process initiatives to help ensure result delivery and improve sales productivity as ultimately goal includes Coordinate and help initiate Sales Force Optimization project
• Should be accountable and drive the team to track the actual sales budget achieved and the balance required for achieving the targets and drive the team to effectively and timely communicate the sales objectives to the respective sales force.
• Partnering with Global and Regional Sales Force Effectiveness team to share and implement best practices across the global or regional
• Developing, measuring and reporting on sales effectiveness performance with KPI indicators across a variety of initiatives
• Leading the planning and execution of Sales Meetings for the Business Units (BU) including content development and approval, agenda development, communications support, and survey deployment and analysis
• Influencing strategy and sales execution tactics across sales & marketing functions
• Help companies maximize the return for their sales compensation sales enablement and sales operations infrastructure investment
• Provide best-in-class services for planning, implementing and supporting incentive compensation and sales operations management processes and tools 
• Work with Sales Leadership on devising sales strategies aimed at improving sales productivity focused on sales reporting, forecasting, quota management
• Offer end-to-end solutions including process analysis and design, requirements planning, business case development, analytics support and administration support

L&D (Leadership & Sales Training)

• Supporting a team responsible for developing, implementing, and maintaining an effective analytical capability throughout the nation
• Consult with sales leadership, employees and customers to identify areas of training and developmental opportunities
• Work with team and vendors to develop and implement sales, technical, product and professional programs to enhance the skills of our frontline sales, sales support and sales leadership teams
• Identify future trends and alternative training to ensure our sales team remains relevant and contemporary
• Ensure proper knowledge transfer through monitoring course delivery and testing
• Work cross-functionally with other departments to capitalize on trends/communications necessary to keep sales at the forefront of all company activity/company initiatives in order to continuously improve in the business-to-business space
• Provide leadership, career guidance, training and development to direct reports, trainers for entire organization with alignment with HR initiatives

Alliance & Distribution Management

• Undertake regular analysis of performance against these KPIs, and lead and/or coordinate appropriate measures with partner and/or with internal cross-functional team to discuss solutions to ensure improvement of or consistent high level of partnership performance in the market
• Conduct financial, operational, market data analysis to assess alliance performance
• For new alliances responsible for oversight of end-to-end implementation including planning, troubleshooting across divisions, ensuring overall project timelines are delivered, and identifying and managing risks.
• New Product Planning management
• Conduct an analysis of implementation options to ensure the most effective and efficient implementation
• Develop and/or establish and maintain tools and systems to support effective tracking, project and data management of: Contract (documents/files); KPI tracking and dashboards; Sales & inventory data; Forecasting; Governance Committee reports/data; Marketing Plan, and other related data/files.
• Compliance: Coordinate/Lead initial training of partner on our company’s compliance standards, Communicate new policies/procedures and ensure partner re-certifications, Ensure that compliance metrics are discussed and reviewed quarterly with partner and relevant stakeholders
• Manage partnership contract management: Ensure a comprehensive understanding of the deal or partnership from a 360 degree perspective - from the partner and our company’s point of view, Know and understand the contractual obligations of both the partner and company in order to manage these effectively and ensure achievement of partnership objectives

Business Process Compliance

• Process Development: Design, implement, and optimize strategy business processes related to commercial interactions with HCPs to enhance efficiency and effectiveness to ensure all commercial activities comply with relevant laws, regulations, and industry standards, including anti-bribery and anti-corruption laws.
• Strategy execution include creating the internal control process to ensure the good governance process by conduct regular audits and assessments of commercial interactions with HCPs to identify compliance risks and areas for improvement in collaboration with cross-functional teams, including legal, marketing, and sales, to ensure alignment on compliance matters and business objectives.
• Continuous Improvement: stay updated on industry trends, best practices, and regulatory changes related to HCP interactions and compliance and to identify opportunities for process improvements and implement changes to enhance compliance and operational efficiency.

Shared Services Administration

• Lead and develop strategy to optimize administrative functions across various departments, ensuring efficiency, consistency, and high-quality service delivery and its continuous improvement.
• Develop and implement strategic plans for shared services operations that align with organizational goals and objectives for execution excellence
• Identify opportunities for process improvements and implement best practices to enhance efficiency and effectiveness in shared services delivery.
• Service Level Agreements (SLAs): Establish, monitor, and manage SLAs to ensure that service delivery meets or exceeds organizational standards.
• Financial Management: Manage the budget for shared services operations, ensuring cost-effective use of resources and adherence to financial targets.

Financial Patient Program

• Oversee and manage financial assistance programs for patients to ensure patients have financial support and access and enable them to receive the healthcare services they need.
• Develop strategy & direction for program design, execution and control system in managing the patient program by ensuring compliance with regulatory requirements and best practices.

Leadership

• Provide high profile, visibility and leadership to the team, ensuring divisional objectives are achieved.
• High level of personal leadership, membership and interaction with the India Management team.
• Ensure development of business support team is conducted according to company and individual needs.
• Building culture of data based decision making and marketing effectiveness.
• Ensure adherence to all company SOPs and corporate directives as required.

QUALIFICATION & SKILLS

• Minimum Bachelor degree from any major or Master Degree from Pharmacist or Exact Major more preferably
• Minimum 10 year experience as a sales/Med. Rep. preferably having experience in pharmaceutical industry
• Have a great leadership skill
• Strong written and verbal communications skills (both in English and Indonesia language)
• Advance on ethical product
• Demonstrates initiative, strategic thinking and creative problem solving in response to the communications challenges and opportunities
• Excellent project management skills
• Attention to detail
• Ability to work effectively under intense stress and pressure especially in a crisis/issue
• Undergoes on-going media training to maintain skills 
• Good knowledge of the pharmaceutical industry and health issues, strong on medical communication phrase

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