LevNA Commercial, Business Operations & Alliances Director

Job Description

Reporting directly to the LevNA Managing Director, the Business, Commercial Operations & Alliances Director for LevNA (Levant & North Africa) will be responsible for oversight and leadership of operations across all the 8 Markets (Algeria, Iraq, Iran, Jordan, Lebanon, Morocco, Tunisia & Syria), providing the opportunity to operate in both public and private archetypes.

Being a member of the LevNA Leadership Team, the role involves in cross-functional teamwork chartered to work on strategic initiatives providing insights, diagnostics, and education for achieving brand health, performance excellence, providing decision enabling information through analysis of internal and external performance parameters while leading alliances in line with evolving business models.

The role is a multi-team leader and is responsible for the ongoing development and motivation of their team and in aligning them to our core values.

BASIC FUNCTIONS & RESPONSIBILITIES

This critical position is to lead and develop Business & Commercial Effectiveness initiatives to support the long-term business growth of our company in LevNA. As a member of the Leadership Team, the role will provide leadership, influence, vision, digital, data & analytics expertise and direction to contribute to help exceed top and bottom-line results in the annual and 5-year Strategy Plan.

The position will lead, shape, implement, continually assess the sales, marketing and account management competency development to improve the productivity & impact of all commercial functions. The position will also work with internal & external parties on sales, marketing & account management effectiveness-based projects to deliver tangible improvements in commercial impact, productivity and long-term effectiveness of the organization.

WHAT YOU WILL DO

Business Operations & Commercial Team Effectiveness:

• Establish an outstanding program for developing and ensuring the long-term success of all commercial teams – Sales, Marketing and Account Management.
• Lead and develop Sales Force Effectiveness (SFE) measurement and process initiatives to help ensure result delivery and improve sales productivity as ultimately goal.
• Ensure the function delivers value added support in Sales information report and call reporting analysis.
• Develop solid system for measuring, tracking and communicating Sales, Account and Organizational performance.
• Coordinate and help initiate Commercial Optimization projects – Sales Force, Marketing & Account Management.
• Work with sales & marketing in identifying business opportunities and key initiatives for further investment and growth.
• Lead the sales force automation initiatives, coordinate with service providers to ensure productivity enhancement and establishment of metrics to measure sales force effectiveness
• Develop reward & incentive plans for the sales team, measure performance to evaluate earnings as per the reward plan.
• Plan call strategy aligned to Marketing plan and define, measure & review Key Performance Indicators.

Strategic Planning:

• Lead the annual strategic planning ensuring that our company has a clear & integrated strategic plan for the LevNA Cluster.
• Establish robust mechanism for assessing performance against the strategic plan, managing risks and working with the Managing Director to ensure optimal resource allocation to ensure the execution of the plan.
• Plan, educate & review the globally defined brand planning process, define, develop & deliver key diagnostics parameters for brand health
• Should be actively involved with each BU during the planning and forecasting process and support them with trend analysis, customer understanding and market analytics.

Digital Data & Analytics:

• Create business analytics (market / brand insight & performance matrix) in a timely manner to each function to enable strategic planning and decisions, enabling right selection & targeting of customers, actionable territory sales force alignment etc.
• Harness the opportunities being offered by digitization, sourcing and supply chain and develop digital capabilities within organization.
• Establish and drive technology roadmaps that align with current and future business needs
• Influence organization’s commercial and functional leaders to help accelerate and embed digitization in the cluster.  
• Influence the digital transformation journey across the whole organization & manage the existing digital portfolio.
• Work closely with the business units to plan, develop and implement omnichannel campaigns targeting customers & consumers.

Learning & development:

• Develop & Implement learning and development journeys targeting the organizational enterprise leadership skills.
• Define business requirements, Identify Sales, Account Management & Marketing training needs, develop, and customize training course in both short & long terms perspectives, deliver training course for sales, training course follow up and implementation, training evaluation and continuously improvement.

• Collaborate with HR to ensure core programs deliverables.

Alliance:

• Ensure effective third-party partner management and seamless execution on current and future opportunities.
• Third-party partner deals in order to exceed performance targets and drive incremental growth for our company.
• Build long term relationships and find win-win solutions.
• Set clear and measurable KPIs and monitoring to ensure effective execution; identifying and acting on opportunities while simultaneously and proactively uncovering and addressing  performance gaps.

Commercial Operations

• Drive the implementation of the pricing strategy and manage in-market prices for the whole portfolio of our company products and build design of pricing models which is critical in determining and influencing their business plans respectively.
• Ensure the operational success of pricing within LevNA and develop tools to measure the result for the KPIs set.
• Evaluate in-depth market analysis for pricing impact across the cluster with appropriate pricing tools and processes.
• Lead the supply chain & customer service enabling timely forecasting and goods availability across markets, continuously monitoring inventories.
• Drive operational efficiencies to maximize company’s profitability through tender excellence and gross-to-net optimization.

WHAT YOU MUST HAVE

To be successful in this role, you will have:

Experience

• More than 10 years relevant experience in multinational company in Marketing, Sales & Commercial experience in the pharmaceutical industry.
• 5+ years people management experience required

Professional knowledge and skill

• Strong leadership capability, Growth Mindset and positive attitude
• Strong financial acumen & business saviness
• Strong people management skills & talent development
• Proven organizational skills & Results driven
• Exceptional partnership skills and strong relationship building and stakeholder management abilities.
• Cross- functional capability; Flexibility to meet business needs while moving key programs and priorities forward
• Ability to anticipate challenging environments, and ability to facilitate the resolution of complex issues 
• Strong communication skills; Excellent in English & Arabic both written & spoken. French is a plus.

Current Employees apply HERE

Current Contingent Workers apply HERE

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Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

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