Sr. Commercial Excellence Manager, Global Rare Diseases

Date: Oct 4, 2024

Department: GRD Management

Job Type: Direct Employee

Team: Mktg, Market Access, Bus. Excellence & Med. Affair

Contract Type: Permanent

Location:

Boston, MA, US

About us

Based in Parma, Italy, Chiesi is an international research-focused pharmaceuticals and healthcare group with over 85 years’ experience, operating in 30 countries with more than 6,000 employees (Chiesi Group). To achieve its mission of improving people’s quality of life by acting responsibly towards society and the environment, the Group research, develops and markets innovative drugs in its three therapeutic areas: AIR (products and services that promote respiration, from new-born to adult populations), RARE (treatment for patients with rare and ultra-rare diseases) and CARE (products and services that support special care and consumer-facing self-care).
We are proud to be the largest global pharmaceutical group to be awarded B Corp Certification, a recognition of high social and environmental standards. We are a reliable company that adopts and promotes transparent ethical behavior at all levels.
We are committed to embrace diversity, inclusion and equal opportunities. In fact, we are a global family made up of different cultures, different genders, generations, ethnicities, abilities, sexual identities and many other enriching diversities.

Chiesi USA

Chiesi USA is a specialty pharmaceutical company focused on developing and promoting products for the hospital, adjacent specialty and rare disease markets. We are a B Corp™ and Benefit company awarded Top Employer status for six consecutive years and certified as a Great Place to Work.
At Chiesi, we share an entrepreneurial spirit and act as a force for good, pursuing high social and environmental standards, to ensure the wellbeing of our people, patients, and communities. We offer a work environment where professionals have the opportunity to build a purposeful career focused on helping others while achieving a fulfilling work-life balance, meeting exciting challenges, and engaging in important and rewarding work.

What we offer

Chiesi offers competitive benefits, services, and programs that enrich the personal and professional lives of our employees. Our shared values of passion, innovation, trust and integrity bring out the individual talents and diverse perspectives of each of our colleagues. Our environment encourages each individual to reach his or her full potential and drive outstanding results. We celebrate that “Every one of us is different. Every one of us is Chiesi."

Purpose

Chiesi Global Rare Diseases division currently has an opening for a newly created role of Commercial Excellence Manager, reporting to the Head of commercial and operational Excellence - Rare Disease.

The Commercial Excellence manager, working closely with the value and access team and the commercial functions, will be in charge of identifying activities and projects that can help the business unit in reach the target sales and even overcome the target. He/She will be one of the main contributors of the commercial planning, coordinating the team in the development of HCP segmentation and targeting, and work to improve the sales force effectiveness analysis. Working with the different stakeholders He/She will also play a pivotal role in improve the way the materials are prepared and shared with the key stakeholders, providing also informed feedback received from the field.

This role is based in our office in Boston, MA office, with the flexibility to work from home. Candidates must be available to visit the Boston office weekly.

Main Responsibilities

HCP segmentation and targeting
- Work with commercial functions to define segmentations and prioritization matrix and related visit strategies
- Work in connection with functions to design and manage sales incentive programs, compensation plans, and recognition initiatives
CRM monitoring
- Provide support to US Commercial Operations team ensuring activities are aligned with Commercial objectives
- Monitor SFE performance in accordance to KPIs
- Cross analyze field performance and Commercial excellence KPIs
- Define Monitoring KPIs
- Identify best practices within Countries and cross-fertilize the organization
Collaborate with functions to ensure local fruition of commercial materials in CRM
- Participate in sales performance reviews and provide actionable insights to sales leadership to drive decision-making.
- Work closely with Marketing, Medical, MSL and sales team to ensure the material produced by the brand manager and medical managers are effectively deployed in the CRM and used by filed person
- Monitor effectiveness of the promotional material and discuss with Medical and marketing teams on usage and potential improvements
Sales data analysis
- Analyze sales data, performance metrics, and KPIs to identify trends, opportunities, and areas for improvement.
- Conduct regular sales performance reviews and provide actionable insights to sales leadership to drive decision-making.
- Assess effectiveness of targeting and effort allocation in order to make recommendations to increase effectiveness
Project Planning and Execution:
- Identify business critical processes in need of optimization (or in need of creation) and lead work to optimize/create.
- Lead the planning, execution, and delivery of projects using Agile methodologies
- Define project scope, goals, deliverables, and timelines in collaboration with stakeholders. Including risks, dependencies and potential obstacles as well
Stakeholder Management:
- Identify project stakeholders and establish clear communication channels and expectations.
- Collaborate closely with stakeholders to gather requirements, prioritize tasks, and resolve issues or conflicts.
- Support head of function in material preparation for monthly updates and quarterly BRMs
- Engage regularly with heads of other functions within and outside the Business Unit

Experience Required

5+ years’ experience in a commercial functions as market analyst, SFE analyst, marketing manager, Key account manager or similar
Willing to contribute into Process Improvement
Knowledge of Power BI, Tableau and similar
Project Management capabilities
Knowledge of project management tools such as smartsheet, and similar
Knowledge of Agile methodology is considered a plus
Proven leadership and organizational capabilities
Segmentation, targeting and SFE principles knowledge.
Understanding of the pharma market
Strong communication skills (verbal and written); proven ability to work cross functionally and liaise across a complex set of stakeholders

Education

BS/MS degree in Business Administration, Marketing, or a related field. Problem-solving. MBA will be considered a plus

Chiesi USA is an equal opportunity employer committed to hiring a diverse work force at all levels of our business. All qualified applicants receive consideration for employment without regard to race, national origin, age, sex, religion, disability, sexual orientation, marital status, veteran status, gender identity or expression or any other basis protected by local, state or federal law. This policy applies with regard to all aspects of one’s employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination.