Commercial Operations and Digital Head

1 mese fa

Milano, Italia Alexion Pharmaceuticals,Inc. A tempo pieno

Location: Milan, Italy

Job reference: R-189948

Date posted: 01/22/2024

**This is what you will do**:
The Commercial Operations and Digital Head will be leading people and processes to drive Business Analytics, Systems, Data, Training, Market Research, Digital, Diagnostics, internal and external events within Italy and ensure active participation in and alignment to International Commercial Operations initiatives.

He/she will report to the Head of Commercial.

**You will be responsible for**:
**Leadership in Local Business Operations**
- Lead and develop a team that will execute the various key roles within the Business Operations team
- Deliver strategic support to Therapeutic Area (TA) leads and the Italian Leadership Team and create alignment across key functions and indications, through strategic business planning cycle development and implementation in collaboration with Strategic Project Lead and finance team
- Ensure that the team is being entrepreneurial in their approach to activities (piloting, assessing, modifying, and scaling up when successful)
- Lead and optimize business operations processes and proactively suggest necessary changes/improvements
- Lead and assess workload capacity exercise and proactively suggest solutions and inform International/Global Commercial Ops on the key local needs and critical success factors to secure optimal activities, resources, and proper budget allocation

**Sales Force Operations**
- Support implementation of global segmentation per indication ensuring local customization
- Lead targeting efforts and resource allocation (cycle planning) in line with global framework and local strategy
- Lead sales force effectiveness processes to inform and monitor SFE activity at national and territory levels. Generate insight and highlight productivity gain opportunities.
- Manage the design of local incentive plans for all indications in collaboration with all relevant stakeholders in alignment with global and regional guidelines
- Manage sales force sizing, territory alignment and resource optimization initiatives
- Co-ordinate sales force training in collaboration with TA leads

**Business Systems and Reporting**
- Support all users with flawless CRM access and full training on all relevant functionalities
- Responsible to ensure most effective use in the region of the business systems in alignment with the Global guidelines
- Responsible to overview and control local 1st level support and escalate / involve global team where necessary for further support
- Responsible to provide clear instructions on local reporting needs going beyond the standard aligned KPI’s and metrics

**Commercial Insights**
- Co-ordinate relevant KPI reports (vial performance, activity metrics) for key stakeholders in affiliate (Management team, Marketing teams) in a timely manner
- Deliver ad hoc reports in line with local specificities and needs
- Collaborate with the TA Leads, Head of Commercial & other stakeholders to prepare relevant analysis to support performance understanding & insights.
- Initiate & lead performance discussions based on assessment of KPIs and Metrics
- Collate and share needs for local market research with Global/Regional teams and coordinate market research projects at local level
- Support Head of Commercial with Strategic Leadership team governance ( STALT) and with Commercial team governance

**Digital**
- Ensure implementation of a digital strategy and plan that supports the cross-functional business and provides documented ROI
- Manage the consent process (all functions at all interactions) that will allow for multi and omni channel customer relationship management
- Manage the creation of systems that allow for all HCP data to be collected and reported on in a single manner

**Internal and external events**
- Supervision of organization and implementation of congresses and events sponsored or organized by Alexion Italy, in collaboration with Marketing, Sales, Market Access and Medical teams according to local SOP
- Supervision of internal events planning and implementation ( eg Company meetings, cycle meetings, workshops, etc)
- Monitoring allocated budget for relevant projects. Strong cost and budget control
- May be asked to perform other functional activities in addition to the above mentioned responsibilities as reasonably required by business needs

**Training and Development**
- Develop training strategy and implement plan across therapeutic areas
- Perform a local assessment on training needs for commercial people and ensure proper training is provided
- Act as central point of contact to coordinate training

**You will need to have**:

- Advanced post-secondary degree in life sciences or business
- 10+ years’ experience in pharmaceutical/biotech industry with background in Business Operations Management
- Experience with market research, business analytics, training, digital, sales and marketing functions
- Ability to think strategically and unders

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