Head of Gtm and Commercial Operations

6 months ago

Johannesburg, South Africa BI South Africa (Pty)Ltd Full time

**The Opportunity**

We are hiring Head of Go-to-Market (GTM) and Commercial Operations for Southern Africa (South Africa & Sub Sahara Africa) based at Johannesburg, South Africa.
1. CRM/CVM/CEE/AIF: Marketing & Sales (M&S) effectiveness, Business Intelligence (Data, Planning & reporting, Customer Relations Management, Market Research)
2. Digital Transformation and Excellence
3. Marketing and sales training
4. Commercial sales
5. Event (congresses and all types of Company sponsored events) management

This position reports to the Head of Human Pharma Southern Africa.

**Role & responsibilities**:

- In line with corporate strategy, responsible for the development of GTM performance in the region. Localizing, adapting & implementing Global/Regional Go to Market strategies and insights, to deliver exceptional customer experience and drive digital transformation for Human Pharma business
- Financial sustainability: Managing commercial sales in alignment with regional net sales targets
- Adapts, localizes customer global/regional strategy and/or defines local customer strategy, 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 company 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.
- Keeping level of innovation high: In line with OPU 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
- 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

**Requirements**:

- Bachelor’s Degree
- Post graduate degree OR MBA in marketing is a plus
- Minimum of 5-10 years of business management experience diversely within: Sales, Marketing, Training, Sales Force Effectiveness (at a management level) and/or Digital and Multichannel Engagement Excellence
- Minimum 3-5 years of previous experience in leadership / team management positions and working within cross functional teams
- Thorough knowledge of the pharmaceutical industry and practices
- Business fluent in English and the local language

**Competencies**:

- Excellent team management / team Leadership skills
- Strong and broad understanding in the areas of Marketing, Sales, Digital & Multi Channel engagement
- 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
- Highly organized and ability to manage projects of different complexity levels
- Complex Problem Solving, Strategic Insight, Enabling Decision making through Stakeholder Alignment

**WHAT’S NEXT?**

**Screening**:
In order to comply with applicable export control laws, Boehringer Ingelheim periodically screens business relations (including job applicants) against sanctioned party lists (“SPL”). These checks may be performed by Boehringer Ingelheim or by any of its Affiliates. You acknowledge that Boehringer Ingelheim and/or its Affiliates will screen you against SPL and that for this purpose your personal data may be processed in relevant databases, including databases of third-party vendors that perform SPL screening for or on behalf of Boehringer Ingelheim or its Affiliates which may be located or accessible outside the EU. Boehringer Ingelheim is committed to ensuring an adequate level of protection of your personal data.

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