Director, Commercial Operations
Czech Republic & Slovakia
Director, Commercial Operations
Department Overview :
Director, Commercial Operations (DCO) will be responsible for strengthening of marketing and sales effectiveness, capabilities and business performance across all TAs of Czech and Slovak affiliates.
DCO will be responsible for market analyses of new TAs as well as the existing areas and proposals & implementation of adjustment & evolution steps of the organisation in order to be prepared for the future.
The role reports directly to GM.
Specific Job Requirements
Uses broad strategic thinking to analyse the characteristics of the business environment and its opportunities and challenges for Gilead.
Utilizes high level of business acumen in analysing and coordinating activities from identified industry trends, competitor’s resources and practices.
Sets priorities in circumstances of continued complex and conflicting requirements.
On a project basis responsible for business development in the new therapeutic areas, namely Inflammation.
Provides strategic marketing guidance across various therapeutic areas in order to build strong brand perceptions and sales performance.
Leads cross-functional projects focused on the design and delivery of marketing strategy, communication and tools in order to improve affiliate s performance, help to strengthen marketing capabilities of peers and visibility to senior management within the organization.
Provides guidance on relevant human resource management issues (e.g. performance management, salary and compensation planning, incentives and reward, recruiting and hiring procedures, disability provisions etc).
Clearly defines roles, responsibilities and measurable outcomes for all activities of team. May be responsible for developing sales incentive schemes with HR.
Proposes project to maximize sales and minimizes expenses in assigned area.
Coordinates business planning and sets territory targets with input and liaison with other relevant managers and functional departments, as appropriate.
Establishes and drives forecast planning, manages operating budgets and oversees expense management processes. Has profit and loss responsibility.
Develops and initiates strategies that create new business and build key accounts.
Ensures monitoring systems are in place and being managed effectively in order to evaluate sales force effectiveness e.
g. Company CRM databases.
Provides recommendations on customer strategies, coordinates the development of district / territory business plans.
Organizes sales initiatives within the market and follows up to ensure their successful completion.
Coordinates and chairs sales meetings / conferences to include internal & external.
Develops & implements innovations to operational processes to increase effectiveness of Commercial, Marketing, Finance and Manufacturing functions.
Examples of processes include : Physician coverage and targetingSales force resource deployment and structureMarket and competitor assessmentsImplementation planning and call qualityBusiness forecasts in support of Strategic Planning, Finance, Manufacturing and Investor RelationsSales incentive compensation design and administration
Develops and implements customized tools to support and simplify the selling, sales management and forecasting processes to match needs and market specific dynamics.
Participates with other senior managers to establish highly complex strategic plans and objectives.
Regularly meets with executives, major internal customers, and / or strategic partners to report analytical findings or projections on forecasting, inventory management, salesforce effectiveness or other performance indicators.
Provides support to Regional Business Leads and Commercial Operations team on defining assumptions, generating regional inputs and outputs, monitoring key sales performance indicators and recommending changes to achieve productivity goals.
Cooperates well within Gilead matrix organisation - Medical Manager, Market Access Manager, Logistic Manager, Finance manager, Business Conduct and Legal Managers etc.
including Regional Brand Leaders in order to maximise business opportunities across therapeutic areas. Frequently interacts with other functions to optimize collaboration between the department and other groups.
Independently makes evaluations of how the department can best support other groups.
Benchmarks and compares Gilead sales forces with direct competitors on productivity parameters, customer service, compensation levels and overall performance.
Participates in assessment of job responsibilities and performance for key sales force positions to remain competitive within current market dynamics and aligned with business unit priorities.
May participate in the development and implementation of training programs for junior employees to address gaps and improve overall department capabilities.
Participates in corporate development of methods, techniques and evaluation criteria for projects, programs and people.
Responsible for selecting, reviewing, recommending primary and secondary market research agencies, proposing MR projects and implementation steps based on MR results.
Ensures budgets and schedules meet corporate requirements.
Supports GM in developing business frameworks and related analytical processes based on the needs of the Company’s senior management, Sales, Marketing, Commercial Operations, Finance and Manufacturing functions.
Presents recommendations and findings to various stakeholders within the Commercial organization.
Exceptional written and verbal communication skills are required in order to provide clear and concise analysis of quantitative and qualitative concepts.
Must have excellent marketing & sales knowledge.
Must have excellent interpersonal and relationship building skills along with excellent influencing and negotiating skills.
Is familiar with industry trends and remains current with competitor’s resources and practices.
Must be able to analyze highly complex data and put together concise reports while meeting all deadlines.
Must be able to develop, maintain, and utilize a high level of product and therapeutic disease knowledge to promote the appropriate use of Gilead products to Key Opinion Leaders.
Must have an extensive understanding of relevant marketplace for their role.
Proficiency in Microsoft Excel, Power Point and Word is also required.
Must be fluent in conversational and written English.
Education and Experience Requirements
Typically requires University degree, 10-20 years pharmaceutical / healthcare industry experience, which includes 10 years sales and marketing experience.
Equal Employment Opportunity (EEO)
It is the policy of Gilead Sciences, Inc. and its subsidiaries and affiliates (collectively "Gilead" or the "Company") to recruit select and employ the most qualified persons available for positions throughout the Company.
Except if otherwise provided by applicable law, all employment actions relating to issues such as compensation, benefits, transfers, layoffs, returns from layoffs, company-
sponsored training, education assistance, social and recreational programs are administered on a non-discriminatory basis (i.
e. without regard to protected characteristics or prohibited grounds, which may include an individual’s gender, race, color, national origin, ancestry, religion, creed, physical or mental disability, marital status, sexual orientation, medical condition, veteran status, and age, unless such protection is prohibited by federal, state, municipal, provincial, local or other applicable laws).
Gilead also prohibits discrimination based on any other characteristics protected by applicable laws.
For Current Gilead Employees and Contractors :
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