Commercial Excellence Director

Report to General Director, the Commercial Excellence Director is responsible for shaping and leading the company’s commercial excellence strategy to drive sustainable business growth, strengthen competitive advantage, and enhance organizational effectiveness.

This role provides strategic leadership across Business Intelligence & CRM, Sales Force Effectiveness (SFE/SFA), Market Insights, New Product Development (NPD), and Medical Affairs to ensure data-driven decision making, commercial capability enhancement, and effective portfolio management.

The position acts as a key strategic partner to senior leadership and cross-functional teams to accelerate business performance, innovation, customer engagement, and long-term organizational growth.

KEY RESPONSIBILITIES 

Commercial Excellence Strategy & Leadership

• Define and lead the overall Commercial Excellence strategy aligned with company vision, business priorities, and growth objectives.
• Drive organizational excellence through data-driven decision making, commercial capability building, and process optimization.
• Act as a strategic advisor to leadership on market trends, business performance, commercial risks, and growth opportunities.
• Lead and develop high-performing teams, fostering a culture of innovation, accountability, and continuous improvement.

Business Intelligence & Sales Effectiveness

• Oversee Business Intelligence, CRM, SFA, and SFE strategies to improve sales force productivity and commercial effectiveness.
• Ensure effective implementation and optimization of commercial systems, analytics tools, dashboards, and reporting frameworks.
• Lead performance analysis, forecasting, and KPI management to support strategic business planning and execution.

Market Insights & Portfolio Development

• Lead market research, customer insights, and competitive intelligence initiatives to identify business opportunities and support strategic planning.
• Oversee New Product Development (NPD) strategy and pipeline management across OTC and ETC portfolios.
• Collaborate with cross-functional stakeholders to ensure successful product development, launch readiness, and portfolio optimization.

Medical Affairs & Scientific Partnership

• Provide strategic oversight for Medical Affairs to ensure strong scientific support for commercial and portfolio strategies.
• Strengthen engagement with healthcare professionals, key opinion leaders, and external stakeholders to enhance scientific credibility and market presence.
• Ensure alignment between medical, marketing, and business objectives while maintaining compliance with industry regulations and ethical standards.

Cross-functional Collaboration & Governance

• Partner closely with Sales, Marketing, Regulatory Affairs, Supply Chain, Finance, HR, and IT to drive aligned commercial execution.
• Lead transformation initiatives to enhance operational efficiency, organizational capability, and customer-centricity.
• Oversee budgeting, resource planning, vendor management, and governance processes within the Commercial Excellence function.
• Ensure compliance with company policies, industry regulations, and quality standards.

Qualifications:

• Bachelor’s degree in Pharmacy, Medicine, Business Administration, Marketing, or related field.
• MBA or postgraduate qualification is preferred.
• 12–15 years of experience in pharmaceutical commercial leadership roles.
• Strong leadership experience across Commercial Excellence, Sales & Marketing, Business Intelligence, Market Insights, Medical Affairs, or New Product Development.
• Proven track record in leading cross-functional teams, driving business transformation, and delivering commercial growth.

Competency Requirements:

• Visionary leadership with strong business acumen.
• Exceptional strategic and analytical thinking, with the ability to anticipate trends and shape markets.
• Strong executive presence and influencing skills across senior stakeholders.
• Expertise in driving change, building capabilities, and fostering high-performance cultures.
• Fluent in spoken and written English; excellent communicator and storyteller.
• Global perspective with agility to adapt to local market realities.