Fieldforce & Channel Excellence Head

5 mesi fa

Milano, Italia AstraZeneca A tempo pieno

At AstraZeneca, we are dedicated to advancing science and delivering innovative medicines to improve patient outcomes. The Fieldforce & Channel Excellence Head plays a crucial role in leading and developing a high-performing team to ensure optimal execution and performance on current and future assets. By maximizing the efficiency and productivity of Field teams, collaborating with various units, and implementing innovative strategies, this role drives operational effectiveness and ensures sustained competitive advantage across the organization.

**Key Responsibilities**:

- Lead and develop a high-performing team to deliver operational effectiveness, ensuring optimal execution and performance on current and future assets. Ensure competitive advantage in the deployment of fieldforce and channel resources for OBU customer-facing functions.
- Maximize the efficiency and productivity of sales teams by designing and presenting innovative, simple, and consistent incentive compensation systems aligned with business strategy and specific objectives for each indication/therapeutic area (TA).
- Proactively liaise and collaborate with BBEX to ensure consistency across all business units regarding incentive schemes. Support OBU franchises in the design and implementation of new commercial models (Go To Market projects) for both the current and future portfolio/early asset.
- Collaborate with the Innovation Unit to maximize the efficiency of omnichannel medical, commercial, and diagnostic activities. Develop a culture of impact measurement across OBU, monitoring HCP engagement metrics for customer-facing functions.
- Adopt and implement technological tools and data analytics to streamline processes and optimize efficiency and decision-making.
- Develop and implement a Key Account Management approach for OBU customer-facing functions.
- Continuously evaluate fieldforce effectiveness and execution, providing recommendations to senior management to improve performance and productivity.
- Lead territory design and effort allocation strategies, proposing solutions to optimize efficiency and effort allocation based on business opportunities across all franchises and TAs to ensure operational effectiveness and sustainability for current and future opportunities.

**Qualifications**:

- Bachelor’s degree in business administration, engineering, or related field. Advanced degree preferred.
- Minimum of 8 years of experience in pharmaceutical commercial roles, with a proven track record of success in field force and channel management. Previous sales experience or consultancy is an advantage.
- Strong leadership skills with experience in leading and developing high-performing teams.
- In-depth understanding of incentive compensation systems and their alignment with business strategy.
- Proven experience in developing and implementing commercial models and omnichannel strategies.
- Proficiency in data analytics and technological tools for process optimization.
- Experience in Key Account Management and territory design strategies.
- Excellent communication and collaboration skills, with the ability to work effectively across multiple functions and levels of the organization.

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