Head of Commercial Excellence

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Date: 29-Jul-2019

Location: Nationwide, Belgium, 1420

Company: Daiichi Sankyo Europe

Head Commercial Excellence Mid-Size Countries (m/f/x)

The Context:

The Head of Commercial Excellence Manager is heading a team of managers within the Commercial Excellence department for Belgium, The Netherlands, Ireland, Austria, Portugal & Switzerland.  He/she reports to the General Manager and is responsible for the strategic and operational development of the department.


Purpose of the job:

The Head of Commercial Excellence acts as a business partner for the Country Managers and the other members of the Management Committee. He oversees a team of managers that are responsible for different Commercial Excellence missions and tasks such as business and competitive intelligence, performance management, targeting & segmentation, business dialogues and training.


The Head of Commercial Excellence is more specifically responsible for the maintenance and the development of the CRM system (SEIKA) and its correlated analytical tool (Qlik Sense) with the purpose of enhancing its functionalities in order to support the Customer Facing Roles in the management of their stakeholders. He/she designs and improves the associated processes within the regional teams.


The Head of Commercial Excellence also supports his/her business partners in other specific projects and tasks such as forecasting, objectives setting & incentive schemes, supply chain, market research and brand planning.


The Head of Commercial Excellence is the primary contact person for external vendors and for the department of Affiliate Resource Effectiveness (ARE) at the European headquarter (HQ) when it comes to pan-European projects and collaboration.



Result areas:

Core activities include but are not limited to:


Provides leadership and coaching for internal roles to ensure Commercial Excellence expertise is developed and disseminated within the organization


  • Delivers effective, consequent, and open leadership towards the Commercial Excellence team towards a high performing attitude
  • Ensures Commercial Excellence related knowledge is accumulated within the organization by coaching internal stakeholders (e.g . Commercial Excellence team members)

  • Organizes regular meeting to discuss emerging Commercial Excellence topics and to disseminate expertise within the entire organization



Provides partnership with our commercial and medical teams to truly understand our customers, and proactively respond to their needs, ensuring we internally adapt to reflect the changing environment, enabling us to optimally achieve our business objectives


  • Keeps abreast of changes in the healthcare environment and pro-actively addresses resulting requirements for our operating model, if required
  • Ensures market insights are delivered to the Brand Teams, ensuring challenge and dialogue at all times
  • Establishes best in class management tools and balanced scorecards to better inform business reviews and create a robust platform for business review cycles
  • Defines and exploits an agreed customer relationship management strategy and subsequent selection and alignment of tools (CRM, CLM, KOL databases,..) to ensure the optimal platform for our current and future product portfolio. Ensure that platforms, processes and trainings lead and enable the organization towards a 360° view of our customers, connecting multiple channels as well as various customer facing roles. Reflect the overall market and behavioral trends in customer preferences.
  • Develops Product Portfolio / Sales Force Allocation scenarios to support both the Budget and the Strategic Planning processes together with the Country Manager, the National Business Director and The Managing Director
  • Leads the company sales forecasting process together with the Country Managers and the Finance Director
  • Designs and develops the CFR incentive scheme and relevant metrics together with the Country Manager and the National Business Director to drive best in class performance across the regional teams and a culture of continues improvement
  • Leads and coordinates the processes of Sales Force geographical reorganization, targeting, segmentation and profiling of customers


Acts as primary contact for HQ on national Commercial Excellence issues 


  • Provides input to HQ ARE Managers to ensure local market-specific requirements are accounted for in HQ ARE strategy
  • Effectively engages with HQ ARE functions to provide insights to strategic & tactical plans and to ensure alignment with HQ ARE plan
  • Partners with all relevant departments, other major affiliates and DSE to create a cooperative culture and European mindset



Manages the Commercial Excellence budget and acts as primary contact for external vendors on Commercial Excellence related activities & projects 


  • Prepares, executes and monitors budget and forecast the Commercial Excellence activities and projects
  • Effectively engages with external vendors to design cost-effective processes and tools to achieve expected results and outcomes
  • Monitor the development of the service offering in the healthcare industry and identify business opportunities relevant to our current and future portfolio


Maintains and develops the CRM system (SEIKA) and its correlated analytical tool (Qlik Sense) with the purpose of enhancing its functionalities in order to support the Customer Facing Roles in the management of their stakeholders


  • Liaises to HQ CRM contact person for system hosting and change management process. Ensures alignment with regards to all functional CRM support topics such as change management process, data loading, and its release management

    Acts as a primary point of contact for any functional & technical queries relating to the SEIKA CRM system and OneKey Database for internal customers in the affiliate as well as local external vendors such as local IMS service manager.

  • Collects, defines and follows up on accurate definitions of existing and new system change requests/business requirements (via change management process). Is able to perform an end to end analysis and impact analysis of the request & ensure detailed documentation to enable approval by HQ CRM team and business process owner(s).

    Is responsible for internal release communication with local business teams. Manage local priorities and expectations (internally and with 3rd partner).

  • Ensures test support where needed for testing of business requirements and changes. Check and identify if technical requirements are met from the system provider and HQ configuration team.
  • Has knowledge and understanding of the local business processes and specialties that are being supported by the IMS CRM software. Masters entire processes and workflows. Local solution consultancy for business teams.
  • Takes ownership of and leads selected work streams within the CRM system hosting and administration, for example conduct training for specific end-users and reach out to local and regional counterparts.
  • Designs and monitors the processes related to SEIKA. Monitors data quality entered into the system.
  • Defines, in coordination with HQE, the data model to be build and maintain in QlikView/Qlik Sense. Ensures that all data within the data model is appropriately updated.
  • Develops and updates dashboards in QlikView/Qlik Sense so that all stakeholders can access to the relevant information in an efficient and timely manner.



  • Master in Economics or similar by experience
  • At least 10 years of experience in Commercial Excellence, Sales or Marketing in the Pharmaceutical Industry
  • Fluent French / Dutch / English 
  • Relevant experience in a local leadership position or a regional management function
  • Willingness to travel on a regular basis

What we offer:


We offer an interesting, diversified and challenging position, good contractual conditions, flexible working models, all the social benefits of a modern company and a professional environment where you will have the opportunity for personal growth.


Please apply online at our Career Portal. We are looking foward to hearing from you