Business Excellence Lead - Aesthetics

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.

Develops, recommends and delivers initiatives to maximize the impact and efficiency of sales resources for the different franchises. This role will be a key member of the Management Team and work across all franchises and businesses, responsible for mentoring and managing the staff working in SFE, Training, CRM, and BI functions to deliver an effective service across the business.

Works closely with Sales Lead to ensure effective communication and adoption of best practice and processes to enable optimal deployment of sales resources. Ensures direct reports are trained and capable to execute country tasks and can deliver effectively on initiatives. The role will also liase with, Regional and International Business Excellence teams.

1. Customer Segmentation/Targeting and Territory Optimization                                                                                                            

• Research, develop and define the strategy to profile, segment and target Allergan’s customers managing the implementation of projects, identifying and communicating best practice and measuring success of approaches.
• Work with Sales Lead to set direction for sales management that will ensure salesforce effort is targeted to highest value customers aligned with business strategy and that KPIs are identified to track sales team performance.
• Run projects to identify optimal and code compliant coverage of key business accounts and target customer groups and collaboarte with sales management to ensure resources are deployed across the Franchise/Country effectively to maximize the impact of the sales teams.
• Lead re design of territory structures as required to ensure optimal coverage of key customers.
• Assess impact of new sales processes and the value of deploying sales team in different ways.
• Develop the key metrics that are used to track sales team performance across the franchises working with BI team to ensure systems and reports are in place to track metrics.
• Maintain familiarity with current trends in salesforce deployment for the Pharmaceutical/Aesthetics industry including understanding of how different models can deliver key business objectives.

1. Salesforce Bonus/Incentive Design                                                                                                                                                     

• Work with the Region to shape and develop annual incentive schemes ensuring schemes are aligned to regional strategy and policy and are fair and motivational. Test and implement.
• Ensure local incentivse/bonus policies are understood and paid correctly in country, providing support as needed to ensure correct management of sales incentives/bonus for accurate calculations and payments to be made.

1. Country Sales Operations                                                                                                                                                                                      

• Lead and develop CRM and BI roles to ensure they support delivery of business strategy. Provide input to the structure and requirements of these roles/teams ensuring suitable training is provided and Allergan systems are understood and fully utilized.
• Lead the implementation of significant CRM and BI projects, working with relevant team members to ensure ongoing adoption and effectiveness of initiatives is delivered. Ensure individuals are responsible for and fully understand their local plans and deliverables.
• Drive accurate and timely reporting by CRM/BI ensuring effective working processes are in place to meet requirements of all franchises.
• Support selection and recruitment of sales operations resources and coordinate with Country HR and General Manager ensuring appropriate skills and capabilities are demonstrated.
• Represent the country on regional Board and lead/participate in workstreams. Inform Lead team about regional and international commercial excellence initiatives and relevance to the business.   

1. Training                                                                                                                                                                                               

• Research and recommend training interventions to improve capability of sales teams and sales managers that will deliver improved selling and account management performance.
• Work with Country Training Manager to develop a capability development plan supported by the commercial leadership and sales management teams, and ensure effective implementation.

MAIN CONTACTS 

• General Manager, Sales Lead, and AA Leadership Team.
• Regional and International Business Excellence teams, including SFE and data quality
• International Commercial IT.
• Direct reports.

EXPERIENCE/KNOWLEDGE

• Bachelor’s or Master’s in Life Sciences, Business, or related field preferred.
• Experience in sales intelligence / salesforce effectiveness / operation / analytics preferably within a  Pharmaceutical, Healthcare or FMCG company.
• Experience in senior/second line sales management preferred.
• Proven track record in managing large-scale cross-functional or multi-brand projects, ideally at country or international level.
• Fluent in English (written and spoken).
• Demonstrated high level of analytical skills.
• Excellent communication and organizational skills.

BEHAVIOURS

• Driving for Results / Initiating Action: High work ethic, able to work under pressure; uses good judgement to make effective decisions within appropriate timelines and efficiently manages projects and resources.
• Customer Focus: Strong customer service orientation, responds to internal customers’ needs in a timely and courteous manner; identifies opportunities.
• Building Work Relationships: Demonstrates strong interpersonal and influencing skills, able to work effectively with all levels of management; excellent communicator who can explain complex analytical processes and results to the wider organization.
• Planning and Organizing: Works well in a matrix team environment, able to manage multiple projects making difficult prioritization decisions.
• Adaptability: Able to adapt effectively in a change-orientated environment within a matrix and multicultural structure.

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