Description
**Sales & Marketing Excellence**
**Manager Job Description**
**Job Purpose**
+ Lead and continuously improve all commercial excellence processes across Sales and Marketing, including Multichannel strategy, Sales Force Effectiveness (SFE), Business Planning & Analysis (BPA) and Market Research.
+ Build and execute a customer-centric commercial multichannel strategy, drive effective sales force deployment, optimize resource allocation and enhance reporting systems.
+ Set proper controls, governance and working mechanisms for all Sales & Marketing Excellence activities, creating industry-leading standards in commercial performance and decision support.
**Responsibilities & Outputs**
**Multichannel Excellence**
+ Build and support execution of the overarching multichannel commercial strategy.
+ Improve the effective use of existing channels and explore opportunities for channel expansion where applicable.
+ Advise Commercial Team and Product Managers on appropriate channel usage, campaign design and content creation.
+ Define KPIs/metrics and design performance dashboards for multichannel activities.
+ Identify regional multichannel best practices to localize and promote within the affiliate; share local best practices with the region.
**Sales Force Excellence**
+ Lead the Sales Force Effectiveness (SFE) team and drive excellence in field force deployment.
+ Design and implement core SFE processes including:
+ Segmentation & Targeting
+ Territory Alignment
+ Resource Allocation & Rightsizing
+ Line Structuring
+ Incentive & Reward Scheme Design
+ Identify improvement opportunities in SFE processes by collaborating closely with Business Units and field representatives.
+ Rationalize, streamline and operationalize sales and engagement reporting needs with a focus on meaningful metrics and KPIs.
+ Ensure BI tools deliver effective and comprehensive analytics; lead BI tool integration with regional systems.
+ Coordinate tender sales performance tracking.
+ Act as single point of contact for commercial data vendors (e.g., IQVIA/IMS).
+ Maintain CRM system (Veeva or equivalent), implement required updates, rules and enhancements.
**Business Planning and Analysis**
+ Develop robust forecasting models based on patient flows and market dynamics; involvement in Budget/Latest Estimates works with relevant teams.
+ Develop, maintain and standardize forecasting methodologies, templates and reporting systems.
+ Build organizational capabilities in market analysis and commercial planning.
+ Prepare comprehensive market analyses for brand planning, long-term forecasts, country strategy development and ad-hoc decision needs.
**Market Research**
+ Initiate and coordinate affiliate-wide market research activities (primary & secondary).
+ Maximize utilization of available data sources and market intelligence platforms to generate insights for brands and customer segments.
+ Ensure market research recommendations are actionable and integrated into commercial strategies.
**Authority**
+ Key advisor to Sales & Marketing leadership and Commercial Operations on multichannel, SFE, market research and BPA decisions.
+ Decision-maker for:
+ Reporting frameworks and KPI definitions
+ Field force tracking rules (segmentation, targeting, CRM/CLM governance)
+ Sales incentive model execution
+ System and process design for multichannel and SFE
+ Responsible for CRM, IMS/IQVIA and BI tool budgets; supports decisions on resource allocation and line structuring.
**Qualifications**
**Minimum Requirements**
+ Bachelor’s degree.
+ Minimum 8 years of experience in the pharmaceutical industry (marketing, commercial excellence, SFE, BPA or related consulting).
+ Demonstrated experience in:
+ Multichannel/digital strategy
+ Sales Force Effectiveness
+ Business planning & forecasting
+ Market research
+ Experience in multinational and cross-functional environments.
+ Strong analytical mindset, financial/business acumen and project management skills.
+ Fluency in English (written & verbal).
+ Experience with CRM, BI tools, incentive schemes, and commercial analytics.
**Preferred Requirements**
+ Preferably worked in SFE, multichannel & digital marketing, marketing excellence or business planning and analysis departments in the pharmaceutical industry.
**Competencies**
+ Be Science-Based
+ Compete Intensely and Win
+ Create Value for Patients, Staff, and Stockholders
+ Work in Teams
+ Collaborate, Communicate, and Be Accountable
+ Shapes Amgen’s Future
+ Delivers Results
+ Strategic thinker
+ Ability to champion ideas
+ Excellent interpersonal skills
