Senior Manager, Commercial Excellence

Overview

Senior Manager Commercial Excellence

• based in Riyadh
• is a pivotal strategic leader responsible for driving the effectiveness, productivity, and operational excellence of the field force team across the Kingdom of Saudi Arabia and Gulf Countries. This role focuses on optimizing field strategies, developing robust performance management systems, and implementing commercial excellence initiatives that align with broader business objectives. By collaborating closely with key cross-functional teams, overseeing CRM and data management processes, and ensuring continuous capability development, the manager supports the delivery of superior field performance, enhanced customer engagement, and sustainable business growth.

Field Force Effectiveness & Performance Management

• KPI Development: Lead establishment and implementation of KPIs to enhance productivity and effectiveness across diverse market segments.
• Performance Analysis: Conduct in-depth analysis of customer and field force data to generate actionable insights for strategic engagement enhancements.
• CRM Oversight: Oversee CRM platform, ensuring visibility of performance metrics to improve customer experience and inform business decisions.
• Collaboration: Partner with sales, marketing, and IT teams to optimize CRM strategies, drive performance against KPIs, and enhance operations.
• Territory Management: Foster effective territory management and resource allocation through comprehensive market assessments.
• Incentive Schemes: Design, implement, and manage performance-driven incentive schemes to motivate and reward the field force.

AI Strategy, Implementation & Monitoring

• Define and execute AI strategy for Commercial Excellence
• Implement AI-driven tools (projects)
• Establish governance frameworks (compliance, ethics, data privacy) with AI steering committee
• Monitor AI performance and business impact

Learning & Capability Development

• Training Program Design: Lead the development and execution of comprehensive training covering product knowledge & Customer Engagement Model (CEM)
• Skill Gap Identification: Assess field team’s skill gaps and advise with tailored coaching and development plans for continuous growth along with the managers.
• Develop and embed a structured field coaching framework that enables front-line managers to elevate rep performance through value-based engagement and scientific dialogue capabilities.

Cross-Functional Collaboration & Strategic Alignment

• Collaborate with Franchise Leads, Marketing, Medical Affairs, and Market Access teams to ensure strategic alignment of CEM strategies and objectives across all divisions.
• Act as primary contact for field staff challenges, providing training and ongoing support for efficient use of systems.
• Monitor strategy effectiveness, evaluate outcomes, and recommend operational improvements as needed for the field force.

Commercial Excellence Strategy Execution

• Ensure the implementation of commercial excellence initiatives, aligning activities, processes, and field force operations with broader business objectives to achieve sustainable growth and operational efficiency.

InterAct Platform Management

• Oversee preparation and uploading of MCCP (Multichannel Cycle Plans) and other field planning data within InterAct.
• Generate, analyze, and share regular InterAct reports to support the field team with strategic data insights.
• Manage Data Change Requests (DCR), and coordinate InterAct-specific training and meetings to ensure optimal utilization of the platform.

Organizational Structure And Resource Alignment

• Maintain and update organizational hierarchy, territories, and product assignments within Valign to ensure accurate resource allocation and alignment with market needs.
• Support the preparation and accurate calculation of SFICP (Sales Force Incentive Compensation Plans) in line with organizational objectives.

Sales Data & Materials Management

• Consolidate and analyze IMS sales data to inform performance review and strategic decisions.
• Oversee processes related to patients recruitment monitoring, and IVA utilization to drive operational effectiveness and support field activities.

Market Research & Analysis

• Manage the process for conducting market research to identify emerging trends, market size, and growth opportunities.

Decision Intelligence & Strategic Guidance To Leadership

• Translate commercial analytics and AI-driven insights into clear strategic recommendations for senior leadership and franchise heads, influencing go-to-market decisions.

Omnichannel Strategy & HCP Journey Design

• Design and oversee omnichannel HCP engagement strategies, integrating field interactions with digital touchpoints to deliver personalized, value-driven customer journeys.

Degree Requirements

• Bachelor’s Degree or equivalent in a Pharmaceutical / Medical field. MBA is Preferrable.

Experience Requirements

• 5+ years of pharmaceutical industry experience in similar role.
• Strong business understanding and marketplace knowledge.
• Demonstrated ability to build and maintain strong relationships with key internal and external stakeholders successfully and effectively.
• Strong project management, analytical and forecasting skills.
• Effective presentation and communication skills with the ability to influence decisions in senior management.
• Excellent working knowledge of MS Office & AI Tools.
• Excellent command of oral and written English and Arabic.
• *If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway.
• You could be one step away from work that will transform your life and career.*

Uniquely Interesting Work, Life-changing Careers

Responsibilities

Supporting People With Disabilities

Candidate Rights

Data Protection