Business Capability Manager - Commercial Excellence - Pharmaceutical

Position : Business Capability Manager

Department : Commercial Excellence

Location : Pune, India

Job Purpose :

- The incumbent is responsible for managing Business Capability function for the Client across India, through leading, developing and implementing sales effectiveness, capability development, commercial process improvement and supporting the implementation of country specific initiatives.

- The incumbent is responsible to deploy and execute the standard sales methodologies, sales processes, systems and tools that are developed and agreed as a regional business capability team. In addition, the incumbent will also collaborate with local business team to identify and continuously improve commercial processes unique to the local business environment.

Job Responsibilities :

- The incumbent will ensure that all Client's sales personnel are fully conversant and trained with Professional Selling Skills (PSS) and Challenger sales techniques.

- The incumbent will partner with country Category and Segment Marketing team to ensure that all Client's sales personnel are fully conversant with and trained in Client's products and systems, as well as relevant Integrated Commercial Program (ICP)

- The incumbent will partner local business and marketing team in the design and deployment of sales program such as product trial program, roadshows, and channel program.

- The incumbent will champion the Client's CRM system, salesforce.com together with local CRM personnel, driving effective use of the system including but not limited to account assignment, activity records, opportunity management, and utilize the data from CRM to identify coaching opportunities and drive correction actions.

- The incumbent will also participate in business excellence projects as assigned by the line manager. These projects are determined by the APAC Commercial Excellence Director and typically strategic initiatives driven across all countries and clusters in Asia Pacific.

The incumbent will develop and maintain a superior business relationships with key stakeholders in the organization including but not limited to :

- The Director of Commercial Excellence - Asia Pacific

- The Regional Business Excellence Leader - South

- The Business Capability professionals in Asia Pacific

- The General Manager of India

- The Sales Leaders (Area Sales Managers, Sales Managers, National Sales Managers)

- All sales and marketing personnel in the country

Dimensions :

Number of direct reports : Nil

Customers : Country leaders, sales and marketing

Travel : Up to 30%

Education Background :

- Business related Bachelor Degree or equivalent work experience.

- Science background preferable.

- Certification in Project Management is an added advantage.

Key Experience :

- 6+ years relevant business experience, preferably in pharmaceutical manufacturing, biotechnology, process automation or equipment suppliers to pharmaceutical manufacturing businesses.

- Well-developed interpersonal skills that enable the incumbent to work easily across a breadth of cultures.

- Proven experience in driving projects to a successful completion.

- Demonstrate understanding and personal mastery of professional selling skill methods

- Past experiences in training, coaching and adult learning method are desired

- Sales training certification is an added advantage

- Strong communication skills, oral and written.

- Strong analytical and planning abilities ensuring attention to detail. Experience in developing and delivery of sales training materials.

- An ability to work in an unsupervised manner with a creative flair for identifying and implementing the right solution.

- Past experience in sales force effectiveness is an added advantage

Functional / Business skills :

- The incumbent will be highly skilled at influencing people and achieving business results/objectives collaboratively and through the use of higher order influencing skills.

- The incumbent should be a logical process thinker with the ability to identify process gaps and introduce creative corrective measures.

Others (Language/ Certificates, etc. :

- English proficiency at Fluent level required and other languages to support local needs

- Presentation Skills

- Coaching Skills

- Project Management Professional Certificate will be an added advantage

- Coaching certificate (desirable)