Commercial Effectiveness Manager

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Date: 22-Nov-2022

Location: Uxbridge , United Kingdom, UB8 1DH

Company: Daiichi Sankyo Europe

 

Passion for Innovation. Compassion for Patients.

 


Daiichi Sankyo and its 16,000 employees in more than 20 countries are dedicated to the creation and supply of innovative pharmaceutical products. In Europe, we focus on two areas: In the cardiovascular space, our strong portfolio of medicines reflects our long-standing commitment and shows that we care for every heartbeat; in oncology our goal is to become a global pharma innovator until 2025 by providing novel therapies to patients across the world. Our European headquarters are in Munich, Germany, and we have affiliates in 13 European countries.

 

Hours:  Full time, head office (Uxbridge) and home based

 

Purpose:

Champions and leads a high quality approach to Customer Experience including Customer Relationship Management (CRM) and Key Account Management (KAM). Supporting the business with relevant information and insight to enable all parts of the organisation, but particularly the customer facing teams to effectively and efficiently deliver against our objectives. 

 

Specific areas of focus include; Development and maintainence of the CRM and data model for DSUK, combining data from different sources (IQVIA, CRM, other market data, etc). Support the processes of field force excellence; geographical reorganisations,  targeting & segmentation and profiling and management of incentive compensation

Accountabilities / Measures:

1.     Develops CRM, CLM and Omni channel systems, processes and business tools which support a Customer Experience/ KAM strategy and high individual accountability for performance. 
•    Collaborates with external partners and internal stakeholders to lead the development and maintenance of a pioneering CRM, CLM and Omni channel system to enable KAM. 
•    Ensure KAM is embedded in our systems and fully adopted to ensure real value is delivered. 
•    Set rules and guidelines for reporting (CRM) and support systems, drive minimum quality standards through regular communication, highlighting and escalating issues when appropriate.

    

2.     Develops true expertise in understanding and interpretation of all potential data sets (commercially available and NHS) and converts this data into usable reports, dashboards, and customer engagement tools which incorporate multiple data sets to deliver enhanced planning, and customer engagement. 
•    Develops and maintains relationships with all potential data providers (including NHS) and leverages these relationships to deliver organisational expertise in terms of how best to use and interpret this data. 
•    Works with external suppliers to use NHS data sets to develop customer-facing tools which allow a population-based discussion which in turn facilitates optimal customer engagement. 
•    Responsible for full Master Data Management ensuring all data is appropriately updated and is consistently quality checked for accuracy.
•    Provides bespoke analytics to support account level projects and to facilitate customer engagement. 

 

3.    Manage the support and delivery of field related activities and initiatives to ensure the field force is fully optimised, motivated and fully enabled to deliver against DSUK objectives and KPIs 
•    Support the processes of geographical reorganization, targeting, segmentation and profiling.
•    Manage the incentive compensation program in conjection with key stakeholders to ensure the scheme meets DSUK guidelines and drives the right business performance and behaviours.
•    Working with the relevant stakeholders develops and supports field force solutions to meet the needs of the business e.g. Coaching tool.


4.     Manage external provider and internal stakeholder relationships and holds them responsible for achievement against SLA’s.
•    Selects and manages the relationship with software & data providers, negotiating effectively with providers to ensure that cost, and service delivery versus SLAs are optimised. 
•    Develops appropriate management reports with internal stakeholders and works with suppliers to deliver them. 
•    Liaises with key stakeholders from Daiichi Sankyo Europe to agree the appropriate performance frameworks and metrics and delivers reports to those stakeholders on a regular basis.   

 

5.     Ensures that personal expertise in terms of systems, data sets and the interpretation/analysis of these data sets is maintained to enable effective decision-making, competitive advantage for Daiichi Sankyo UK and to minimise the reliance on external suppliers. 
•    Develops and maintains true expertise in the philosophy, data-sets and systems required to enable KAM to be delivered effectively across the organisation. 
•    Maintains a strong understanding of the brand plans and focus for all promoted brands. 
•    Maintains a thorough understanding of the evolving NHS agenda and in particular how data is used to performance manage NHS organisations. 
•    Develops expertise in all available business tools and the ability to extract, merge and cross-match data from a range of sources. 
•    Develops a strong understanding of the company business planning process (both UK and European). 

 

6.    Support the Transfer of Value (ToV) process working with a cross fiunctional team to ensure all elements of ToV are completed within both the company policy and regulations.
•    Validate ToV submission data as supplied by Compliance.
•    Validate data accuracy and add additional information as required in order to complete and upload the template to the ABPI portal
•    Supply compliance with list of HCP’s for Disclosure Consent capture and analyse data raising queries where required

 

 

Technical/Professional Knowledge

Essential 

•    Proven ability to deliver concise and impactful analysis.
•    Excellent attention to detail and a passion for adding value to the business. 
•    Understanding of the UK market including NHS structure, types of organisation/ customer and broad NHS policy/operating framework. 
•    Excellent communication, presentation and negotiation skills 
•    Experience with data systems and tools, including but not limited to those provided by IQVIA, Qlik, and other key suppliers. 
•    Advanced user of Microsoft Excel.
•    A strong understanding of the required functionality required to support an effective CRM system from an end-user perspective. 
•    Full driving license and ability to travel throughout the UK when needed. 
•    Degree level educated (or equivalent). 


Desirable 

•    An expert user of Microsoft Excel and Access including potentially a professional qualification. 
•    Has successfully operated in an analytical role within a Pharmaceuticals company.

.    Experience in managing Market Research Projects      

•    Proven experience in building databases 
•    Proven experience in a role involving working with commercially available market and/or NHS  data-sets. 
•    Has successfully operated within an NHS role analysing NHS information and providing management information to NHS organisations. 
•    Forecasting theory, expertise and practice. 
•    Within business planning/implementation framework centred on local profit centres.

 

 

What we offer


Working at Daiichi Sankyo

At Daiichi Sankyo in Europe, we offer a workplace where your voice is heard. Everything we do, we do with a high level of commitment and a clear focus on patients’ needs. We know that our bold ambition to change patients’ lives for the better can only be achieved through the power of collaboration and the exploration of new approaches. Thus, we encourage our colleagues across Europe to be courageous, to bring their ideas to the table and to embrace opportunities to grow. When you join our European family, you will be a part of a dynamic company where everyone, no matter their role, rolls up their sleeves and gets things done.