Apply now »

Head of CXE, Human Pharma - Mumbai

The Position

The Head of CXE leads Commercial Operations AND Go to Market strategy, projects and execution excellence for respective functions in Human Pharma business including CRM/CVM/CEE/AIF: Marketing & Sales (M&S) effectiveness, Business Intelligence (Data, Planning & reporting, Customer Relations Management, Market Research). MCDE: Digital Transformation and Excellence. Training: Marketing and sales training, Commercial sales, Event (congresses and all types of BI sponsored events) management, ensuring strong executional excellence in all above 5 areas for sustainable business success.
Responsibilities includes In line with IMETA and corporate strategy, responsible for the development of GTM performance in the OPU. Localizing, adapting/(adjusting if needed) & implementing Global/Regional Go to Market strategies and insights, to deliver exceptional customer experience and drive digital transformation for Human Pharma business in alignment with IMETA ROPU Center. Financial sustainability: Managing commercial sales in alignment with OPU net sales targets. People management: S/he leads, coaches and develops all team members and team leaders.

Tasks & Responsibilities

  • Adapts, localizes customer global/regional strategy and/or defines local customer strategy and ensures effective PLANNING in alignment with IMETA ROPU center and responsible for execution excellence in all key areas.
  • Optimizing customer engagement for 6 customer groups defined by global: based on information collected and insights generated at customer level, planning specific marketing/promotional mix, pushing appropriate content through CFRs, include specific Customers in appropriate campaigns.
  • Supporting compliant engagements with our customers and activities in line with SOPs, ensuring full adherence to FF SOPs and relevant legal & compliance guidance during customer engagement.
  • Securing that GTM platforms & processes are part of D2D. Delivering on time and in quality on core GTM activities in line with the GTM End-to-End value stream map, product life cycle and ICP processes.
  • Operating smoothly by adhering to GTM Processes (forecasting, LTF… ), taking the benefits from platforms (especially Data Sight, DAM, Veeva,…) and optimizing use of GTM services for Web, e-mail and e-details in the OPU.
  • Keeping level of innovation high: In line with IMETA ROPU Center priorities; leading digital transformation in the OPU & fostering cross-functional work between the Brand Teams and other Cross-functional Teams while increasing the confidence of Customer Facing roles in an omni-channel ecosystem including F2F and Digital.
  • Leading/driving change management to transform marketing and sales teams into CFRs/marketing teams of the FUTURE.
  • Execution excellence and ensure compliance in event management process flow for all types of events (BI owned or sponsored (online and/or F2F))
  • Ensuring financial sustainability through commercial sales in line with OPU net sales targets and always securing patient access to BI portfolio.
  • Managing Commercial sales process workflow in the OPU from patient consumption to export sales.
  • People management: Ensuring proper objectives setting, performance reviews and developmental plans are in place and acted upon for his/her team.
  • The role has the leadership responsibility over diversified GTM and Commercial Operations areas that are complex and detailed in and of themselves. What adds to the complexity is the fact that the various areas within the GTM/Commercial operations function works cross functionally with a multitude of other OPU and ROPU roles across various business areas / topics / projects. The role holds the governance for all GTM and commercial sales processes.
  • Ensure all relevant SOPs are followed and provide guidance on SOPs to the teams when relevant (e.g. aspects regarding digital materials, etc.)
  • Act at all times within the local pharmaceutical standards/ethics.
  • Follow all company procedures and processes.

Requirements

  • Education: bachelor’s Degree, Post graduate degree/ MBA in marketing. Experience in Sales, Marketing, Digital, Training is an asset.
  • Requires a deep understanding of GTM value stream map and external factors to the business including knowledge of the industry and commercial environment. Previous experience in Sales, Marketing, Training, Sales Force Effectiveness and/or Digital and Multichannel Excellence experience is a plus. Experienced in team management and in working within x-functional teams and leading the cross functional teams without direct authority towards the company GTM priorities.
  • Strong team management / Team Leadership skills.
  • Strong and broad understanding in the areas of Marketing, Sales, D&MC.
  • Strong communication, interpersonal, negotiation and influencing skills.
  • Proven ability to work and coordinate cross-functionally.
  • Strong business acumen and analytical skills with attention to details.
  • Ability to translate strategies into action plans and drive high quality and timely execution.
  • High organization and ability to manage projects of different complexity levels.
  • Complex Problem Solving, Strategic Insight, Enabling Decision making through.
  • Stakeholder Alignment.
  • Minimum of 10-15 years of business management experience preferably in a variety of the following: Sales, Marketing, Training, Sales Force Effectiveness (at a management level) and/or Digital and Multichannel Engagement Excellence
  • Previous experience in leadership / team management positions and in working within x-functional teams.
  • Thorough knowledge of the pharmaceutical industry and practices
  • Fluency in English and Local language
  • Position is based at Mumbai.

READY TO APPLY? 
Click the “Apply On Company website” button. Create an account or sign in and continue to register your profile, upload your resume, and apply in the company site.

For any technical issues or additional questions, contact HR Direct. (Note: resumes should not be submitted to HR Direct since job applications are not processed via email or phone call)

HR Direct contact information:
Phone: +91-22-7145-6700
Email: HRDirect.PH@boehringer-ingelheim.com

Apply now »