Business Excellence Leader, SEA

3 days ago

Petaling Jaya, Selangor, Malaysia Galderma Pharma S.A Full time
Business Excellence Leader, SEA

At Galderma Pharma S.A., we are the emerging pure-play dermatology category leader, present in approximately 90 countries. Our innovative, science-based portfolio of premium flagship brands and services span the full spectrum of the fast-growing dermatology market through Injectable Aesthetics, Dermatological Skincare, and Therapeutic Dermatology.

We seek individuals who drive results, foster a culture of learning, and bring positive energy to our organization. They must combine initiative with teamwork and collaboration, while being passionate about making a meaningful impact for consumers, patients, and healthcare professionals. We aim to empower each employee, promote their personal growth, and ensure business needs are met now and into the future.

This role will work closely with JPAC Commercial Operations to demonstrate strong leadership and commitment to driving Go BEST journey through process, system, and people improvements across all Business Units in the SEA cluster.

  • Develop Sales Force Effectiveness (SFE) strategy and levers for the SEA cluster, including customer segmentation & targeting for Pharmacy, Aesthetics, and Medical Detailing Channel.
  • Sales Force Design (Size, Structure & Resource Allocation) and Territory Alignment, including Key Account Management.
  • Establish consistent training formats that enhance the ability to deliver improved commercial outcomes and align to Sales Competency Model across countries within the cluster.
  • Design and implement sales incentive assessment, SIP design, rewards, and recognitions.
  • Implement and support Sales Automation (Veeva CRM/CLM/PATH): Customer Relationship Management System and Learning Management System.
  • Establish KPIs of Sales developing metrics and scorecards. Implement and lead country-by-country business performance.
  • Maximize Brand Value in Store: Enable Sales Force Effectiveness (SFE) analysis for key categories and connect with SFE experts to identify the right coverage strategy and support investments for growth aligned to Sales strategies.
  • Optimize assortment to improve Net N Sales and mix profitability (providing consultancy to Cx/OTC BU).
  • Optimize Average Revenue per User (AVR), pricing & margin relative to channel dynamics (providing Strategic Revenue Management – SRM – consultancy to Cx/OTC BU).
  • Optimize Channel Trade Spending effectiveness by category and for total channel (in partnership with Channel finance manager and local Market teams).
  • Drive Sales Academy across different sales roles including Salesforce Onboarding, Basic Training, Level I, Level II, and Train the Trainer classes for Front-line Sales Representatives, Sales Managers, and Key Account Managers across all BU based on training needs and sales competency gap.

Requirements:

  • Bachelor's degree in Science, Business, Education, Psychology, or a related field, required.
  • Minimum 3 years of previous Sales Training Manager, Corporate SFE/Training Manager, or related experience within a regional/cluster matrix environment preferred.
  • Previous extensive sales experience is essential (e.g., Sales Rep/Medical or Medical Device Rep, Key Account Manager, Territory Manager/District Sales Manager, etc.).
  • Proficient in MS Office; especially Word, Excel, and PowerPoint; experience working with sales tracking and reporting software.
  • Ability to demonstrate excellent presentation/facilitation skills.
  • Ability to demonstrate leadership abilities (e.g., team lead, project lead, and/or people management).
  • Ability to demonstrate a high level of Passion for Purpose, Accountability, Collaboration, and External Focus.
  • Ability to work in a cross-functional team environment.

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