Sales & Marketing Excellence Manager

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