Commercial Excellence Manager

Description

POSITION RESPONSIBILITIES
Strategy & Planning
- Collaborate with General Manager, Business Unit Head and Operational Leadership Team to develop an
effective FFE strategy, highlighted Territory Alignment and Segmentation and Targeting process, putting it
in place throughout the sales force
- Analyse data from market segmentation, sales metrics, and Data system usage to evaluate organisational
effectiveness and inform training needs, gaps and coaching opportunities
- Regularly assess the structure of the field force under changing market conditions and company strategy.
Consider structure, size, territory, sales force activity; targeting, frequency and coverage (S&T enhancement)
- Recognise the need for and contribute to the design of processes, systems and training solutions that
enable improvements in sales force effectiveness
- Monitor KPIs to drive the required coverage and frequency with identified target customers and deliver
consequent growth
- Generates insights to marketing and commercial leadership on customer engagement
Field Coaching
- Co-ordinate with Technical Team and HR Team to conduct the best pragmatic and effective coaching
program and materials for field forces including Soft skills, selling skills and Technical training
- Work in partnership with the Business Unit Heads and Sales Managers to ensure the value and practise of
field coaching is understood and practised
- Coach the coach. Work with Sales Managers on their ability and effectiveness at coaching their sales
teams
- Set the standard of field coaching and management behaviour in the business units
- Certify field force periodically and re-enhance coaching program through opened feedback and certifying
results

Data analytics and CRM
- Work with global/ cluster CRM Team and COE colleagues to ensure that CRM usage is successful in driving business performance - Continuously develop CRM platform and tools based on global update and self initiation

- Support decision makers with informed opinions and expertise and influence the long term vision for the tool

- Leverage all Zoetis available elements of the systems functionality and ensure they are understood

Relationships

- Work in constant partnership with internal stakeholders. Nurture productive relationships built on a common goal of commercial success and a shared desire to deliver for the customer

- Undertake leadership activities that enable the team to be productive and effective; coach, monitor, feedback, train and support - Represent Philippine’s FFE agenda across the business both globally and locally

- Contribute to the success of the business unit by role modelling best practice with colleagues, proactively welcoming ideas, sharing successes and enabling the team to do the same across the business

- Challenge the business and managers on identified gaps supported by data

About Zoetis

At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues’ careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.

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