Executive Director, Commercial Excellence

Accountability Description

Architect, lead and optimize enterprise commercial excellence capabilities, operating models and organizational structures to enable scalable growth, operational effectiveness, and long term business transformation.

• Drive enterprise-wide strategic initiatives in partnership with executive leadership, influencing commercial priorities, resource allocation, capability investments, and transformation roadmaps across the North America Commercial organization. Accountable for enterprise commercial capability investments, prioritization decisions, and operational governance impacting field effectiveness, customer engagement, analytics maturity and organizational performance outcomes.
• Drive the evolution of the role to global capability dependent on company-wide business need.

• Develop and enhance the tools and resources needed to support the sales team to maximize their capabilities and effectiveness, including key performance indicator dashboards.
• Determine, evaluate, and acquire the appropriate data assets to assist the NA Commercial organization in making strategic, fact-based decisions to drive revenue-generating activities.
• Collaborate with sales leadership to identify strategic opportunities that can translate to meaningful sales growth.
• Lead strategic initiatives in collaboration with sales / marketing to develop the NA Commercial organization such as future commercial modelling exercises, sales force sizing and deployment, and targeting and segmentation in collaboration with sales/marketing.
• Provide direction over these key functional areas within the sales ops team:
  Sales Enablement-CRM/Customer Master, field technology, incentive compensation, and fleet management in partnership CSL.

• Lead an ongoing effort to elevate commercial analytic capabilities, fueling continuous improvement in revenue performance.
• Accountable for the overall data strategy for the enterprise including data governance, advanced analytics, strategic planning, forecasting, and competitive intelligence.
• Provide broader analytical support for the greater organization beyond sales to include Marketing, Customer Operations, Pricing and Contracting, and Market Access & Reimbursement.
• Partner with finance to ensure timely delivery of key analytics specific to commercial performance, brand performance, and the budgeting and forecasting process.

• Develop and build the learning and development programs to support NA Commercial through analysing the business environment and gaining stakeholder feedback for future L&D needs.
• Collaborate with Marketing and Sales leadership to ensure alignment of ongoing training curriculum with the brand strategy, enabling all field sales teams to deliver a cohesive message to customers.
• Support colleague and leadership development for NA Commercial at all levels by developing a curriculum for continued skill and leadership development for all colleagues as it relates to Commercial Operations.

• Accountable for the team responsible for the medical, regulatory, and legal review and approval for promotional materials.
• Ensure delivery of all field-directed brand communications in collaboration with the marketing team including time-sensitive market driven talking points, competitive intelligence, and general brand updates.
• Plan all on-cycle sales meetings (POA) and conventions, as well as select ad hoc meetings.

• Oversee a coordinated management hub for all key projects to assist NA Commercial in scoping, developing, and executing project plans in alignment with corporate strategy and goals.
• Partner with commercial leadership in determining alignment of resources needed to complete projects—including both internal resources and potential external resources (vendor, consultants).
• Develop and maintain timelines, track…