VP, Asia Pacific Commercial Excellence assumes full responsibility for a wide range of functions both in market commercial excellence execution and in the regional COEs including Capability Development, Marketing Excellence, Patient Experience and Data Science.
The role leads regional effort to define the customer-centric approaches, sets the mid to long-term vision on the evolving go-to-market strategy for the region and provides strategic direction to support the execution of the strategy. It will have clear accountability to deliver market and regional business performance by driving in-market competitiveness aligned with market business priorities. This includes overseeing in-market sales force effectiveness, marketing excellence operations, patient experience program execution and other commercial excellence operations.
The role leads a regional COE team and acts as a strategic thought leader to envision the implications of digital transformation, patient experience programs and capabilities needed to succeed in the pharm business model. It drives agile changes in the organization, by developing strategic recommendations, secure senior leadership endorsement and mobilize the organization to implement the programs by bringing in the right talents and expertise, in close collaboration with leaders in other regional functions including IT and OpCos.
Main accountabilities:
1. In market Commercial Excellence
- Close business partnership with market commercial teams to drive competitiveness, local sale force excellence and training, marketing excellence operations, patient experience programs execution
2. Digital Acceleration
- Drive innovation, challenge and optimize the testing and implementation of digital acceleration in the business models across the region and portfolios
- Drive a digital content strategy for the region
- Provide deep understanding of current and future opportunities from new technology & commercial approaches and translate them into mid- to long-term vision that can shape the business model
- Develop a roadmap to change in line with the created vision, get senior leadership endorsement, build the team in place and track progress
3. Customer Omnichannel Engagement
- Provide thought leadership in evolving strategies for differentiated customer engagement for both HCPs and patients by taking advantage of new technology platforms and the power of data
- Define the customer engagement vision, the strategy and set up the team of champions with strong advocacy and leadership, ensuring there is strong endorsement and governance as well as the required resources in place
- Drive the customer-centricity in everything we do, and lead the adoption of new customer-centric systems and tools, monitor the adoption and progress, and make strategic recommendations to senior management
- Monitor new technologies and trends in customer engagement, navigate through legal and policy environment, benchmark and preempt the competition, and recommend new, innovative commercial approaches
4. Managing and maintaining the COE delivery model
- Ensuring service level assurance – developing and maintaining SLAs, monitoring service performance, and continuously improving the quality of services provided by the CoE.
- Managing the cost of services – developing andmanaging a budget, tracking expenses, identifying cost-saving opportunities, and negotiating contracts with vendors.
- Developing COE service capability - Identifying capability gaps, developing training programs, establishing best practices and standards, and building a culture of continuous improvement within the CoE team.
5. Change Management
- Drive regionwide change management programs to embrace and adopt new commercial approaches, systems and processes.
- Set up an effective communication plan to set the right tone at the top, middle and frontline.
- Set appropriate KPIs and performance standards that will be used to monitor the progress.
- Communicate the business impacts with recommendations and next steps on a regular basis
6. People Leadership and Development
- Lead, coach and develop a diverse team of individuals who are capable and consistently execute the strategies of the business plan to deliver positive business results.
- Elevate team capabilities, skills and knowledge to a high performance, outcomes-focused organization.
- Actively participate and represent diverse and inclusive behaviors to ensure team and colleagues feel valued.
- Proactively lead the Regional Cross Functional and In-Market Teams in achieving and exceeding goals
- Ensure Credo based leadership embody our J&J Credo and leadership imperatives.
Main performance measures:
- Commercial performance measured across the portfolio, such as business plan delivery, market performance, launch success, progress vs planned milestones, and etc.
- Quality of recommendations and decision-makings to the extent of senior management endorsement & support
- Ability to influence global strategic choices measured by degree of AP needs reflected
- Excellence in Execution of business plan and strategies
- Innovative, commercially strong initiatives
- Effective budget management
- HCC, data privacy, compliance to laws and regulations
- Ability to work collaboratively and effectively in cross-functional teams and in-market teams
Qualifications - A minimum of relevant bachelor’s degree required, Master’s Degree in a relevant field or MBA preferred
- Professional Sales, Sales Management or Strategic Marketing experience preferably in pharmaceutical, biotech, medical device or healthcare industry required
- In-market commercial experience preferred
- Proven track record leading a large team and from different cultural background
- Leading the design and execution of large-scale programs, multi-market implementation
- Experience in cross-functional, cross-culture or cross-geography & global stakeholder exposure preferred
- Effectively working across organizational layers, and an adaptive leadership style in driving change and capability building
- Excellence Stakeholder management skills, providing clarity of strategy and milestones progress
- Ability to travel up to 50% of time