Haleon, a pharmaceutical company, is seeking a Commercial Excellence Director.
Haleon is a global consumer healthcare company driven by a powerful purpose: to empower millions of people to take on their day with courage and confidence in their health. Our portfolio of trusted, science-backed brands – including Sensodyne, Panadol, Advil, Voltaren, Theraflu, Otrivin, and Centrum – is leading the way in sustainable and growing market categories.
The Commercial Excellence Director role in Russia is crucial for strategy development and flawless execution of global ambitions, particularly our purpose to improve everyday health with humanity and respect. The Commercial Excellence team operates at the intersection of marketing and sales, playing a vital role in developing and executing commercial plans across various channels (including direct e-commerce channel management) and engaging with customers and healthcare professionals. This function is responsible for shaping key go-to-market strategies, including pricing and promotion, while collaborating with various functions to define sales strategies and build capabilities in commercial and business analytics.
Responsibilities:
- Develop and implement Haleon’s strategy across all categories and channels, including DCom, based on consumer insights, category management, and trade environment understanding, acting as the link between marketing and sales to ensure sales and profit targets are met.
- Own category and consumer marketing, ensuring added value is recognized by internal and external customers; collaborate with customers to develop and execute our brands at a high level in online and offline points of sale.
- Develop strategy, implement plan, and evaluate the impact of investments in customers (G2N) and sales force effectiveness, identifying opportunities for continuous improvement.
- Lead the implementation of Net Revenue Management strategy in pricing, promotion, assortment management, pack/price architecture, trade spend management, and customer base to ensure Haleon’s profitable growth.
- Be part of the leadership team in setting country business objectives and execution plans.
- Develop commercialization plans that deliver annual brand and sales targets, ensuring integration and support for category and consumer insights plans both internally and externally.
- Develop the concept and commercial plan for growing online sales across retail chains, omnichannel retailers, and marketplaces, leveraging best-in-class content, availability, pricing/promotion management, and data-driven performance management. Lead the Commercial Excellence function, including areas such as Net Revenue Management, Sales Force Effectiveness, Shopper & Trade Partner Marketing, Category Management, and capability development.
- Maximize sales force productivity and ROI by creating an operating system (processes, tools, data, incentives, and performance management) that ensures consistent execution in both pharmacies and the medical professional community.
- Lead the system support and business analytics function, overseeing all business analytics and automation projects, including the management of Power BI, CRM, and other analytical tools.
Key Requirements:
- Bachelor’s or Master’s degree in Economics, Business, Marketing, or equivalent professional experience.
- Demonstrated functional knowledge, intellectual capacity, and learning agility.
- Leadership skills in a matrix structure of a complex organization; strong project management skills.
- Sales and marketing experience, preferably at a management level with both national key accounts and regional sales managers.
- Strong customer relationship management skills and analytical capabilities will be an advantage.
- Experience in driving cultural change and shaping/advancing a vision.
- Deep understanding of the Russian market and its specifics.
- Fluent in Russian and English.
