Apply: Commercial Excellence Head

• Senior Member of Singapore Leadership Team
• Set strategy and lead execution for Singapore
• Single Contributor

 
The Position
The Commercial Excellence Head serves as a senior member of the Singapore leadership team, providing strategic leadership to the Singapore commercial team. The Commercial Excellence Head will work closely with Asia Pacific and Singapore Management to set strategy and lead execution to deliver established sales, margin and market share goals. The position reports to the General Manager, Singapore.
 
JOB RESPONSIBILITIES
Sales Force Excellence

• Collaborate with Pacific Asia team, act as the business owner of CRM implementation related to Multi-Channel Engagement for Singapore
• Review Healthcare landscape, dynamics and collaborate with Marketing and Sales to conduct segmentation and targeting process and make sure the team is best structured to execute Route to Market strategies
• Establish appropriate key performance indicators to drive the productivity and efficiency in field execution
• Publishes reports and share recommendation share insights to local management team monthly
• Lead the sales force competency development in Consultative Selling, Key Account Management, Product Knowledge enhancement and Managers’ Coaching Competency development
• Periodic review on Business Tool (Business Analytics, Business Intelligent, CRM, eDetailing and etc.) adoption and ROI to identify improvement area to onboard new tools in order to enhance the field force business understanding and optimize the productivity and efficiency
• Collaborate with Trade Marketing and Customer Development to establish the fundamentals

New product launches, partnerships & commercial innovations

• Lead the Singapore launch commercialization process for product offerings; work with all the different functional teams to define pricing, distribution, sales force optimization, promotion strategies and develop sales forecasts.

 
Strategic planning, performance monitoring and business analytics

• Lead the annual Singapore strategic planning process
• Partner with Area/Asia Pacific Market Insights team to define research priorities that will yield actionable insights that will help shape strategy and direction
• Act as a strategic “think tank” for Management on key business initiatives and issues
• Understand business dynamics and competitive trends in Singapore and proactively plan for potential impact on business
• Perform complex business and financial analysis (e.g., customer segmentation, marketing ROI, customer promotion responsiveness, etc.) that yields actionable insights that increase market share, sales and margin
• Support Singapore GM in the development and delivery of business reviews
• Utilize data and market intelligence to develop market and market share forecasts; track and report actuals, explaining variances versus forecast
• Identify new markets with the opportunity for Singapore SKUs/products to be sold across border via e-commerce.
• Partner National Sales Director to establish appropriate key performance indicators for actionable insights
• Monitor program progress, providing advice and tactical support to ensure results meet budget.
• Identify and coordinate new business opportunities- including due diligence, P&L analysis, headcount and spending analysis

 
REQUIREMENTS

• Proven leader with minimum 10 years post-MBA, in the healthcare and consulting experience required
• High preference for candidates with prior exposure/experience in retail/fast-moving consumer goods.
• High-energy, self-starter that is assertive, possesses a high degree of self-confidence and intellectual curiosity, exhibits a bias for action, demonstrates good executive presence, and can deliver in meeting deadlines and objectives
• Outstanding strategic planning and analytical skills—proven ability to identify/define business questions and issues, synthesize information from multiple sources, conduct analysis, formulate actionable recommendations and recommend a point-of-view to senior management
• Innovative and creative—demonstrated ability to leverage consumer insights to identify and evaluate creative ideas, focusing on those that will create sustainable competitive advantage
• Exceptional oral and written communication skills, with the ability to interact effectively with all levels of management, the sales force and customers. Ability to read and communicate the Chinese language is a must, due to our cross-border e-commerce business in China.
• Strong project management skills, with proven ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
• Strong working knowledge of accounting, finance and statistics concepts (i.e., ROI, P&L)
• Advanced knowledge of and experience using Microsoft PowerPoint and Excel
• Any Business Analytics tools creation experience will be a strong plus
• Possess high-level of integrity & no previous issues on compliance

Reg No. R1102000
BeathChapman Pte Ltd
Licence no. 16S8112