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Commercial Effectiveness Manager
2 semanas atrás
Hello. We’re Haleon. A new world-leading consumer health company. Shaped by all who join us. Together, we’re improving everyday health for billions of people. By growing and innovating our global portfolio of category-leading brands - including Sensodyne, Corega, Voltaren, Parodontax, Vibrocil, and Centrum - through a unique combination of deep human understanding and trusted science. What’s more, we’re achieving it in a company that we’re in control of. In an environment that we’re co-creating. And a culture that’s uniquely ours. Care to join us. It isn’t a question.
This is an exciting time to join us and help shape the future. It’s an opportunity to be part of something special.
Job title: Commercial Effectiveness Manager
- Department: Commercial Excellence_
- Line Manager to job title: Commercial Excellence Lead_
About the role:
The Commercial Effectiveness Manager is responsible to support both the Sales Channel Managers and Commercial Excellence Lead to translate business insights into specific actions that improve business performance. The Commercial Excellence team sits at the intersection of Marketing and Sales and is critical to the creation and execution of commercial plans with trade channels, customers, and healthcare practitioners.
Reporting to the ComEx Lead and leading the Commercial Effectiveness team, this role is responsible for:
- Growth Mindset: Driving Net Revenue Management (NRM) growth and Sales Force Effectiveness by identifying opportunities through data analytics and robust KPI tracking. Fostering a high-performance culture with a strong “play above target” mindset across the organization.- Customer & Shopper Obsession: Setting the overall NRM strategy across the country and by channel, leveraging the five pillars of NRM (Brand Portfolio Pricing, Pack Price Architecture, Active Mix Management, Promotion Management, Trade Investment). Co-developing Sales Incentive Systems with Channel Managers and ensuring BI tools are in place for tracking and payout. Monitoring Sales-In-Trade (SIT) performance to identify risks and opportunities. Key responsibilities
Sales Force Effectiveness- Set up and implement tools to help the Sales team increase effectiveness and make optimal POS decisions (SO Data, SI tracking tool, AI visibility, routing tools).- Support Sales team in adopting new tools through joint field visits on a monthly basis.- Lead SFE project implementation in-country and represent the country in regional forums.- Anticipate performance challenges for channels and proactively raise them with the Sales Organization.- Participate actively in negotiations with key clients/customers.
Reporting- Define standard reporting systems with the Comex Lead and Sales Channel Mgrs for simple KPI tracking.- Implement and monitor a business intelligence model to enhance decision-making in the Commercial Department (Sales, Customer Marketing, Marketing).- Track sales variables and team performance metrics (visits per day, orders per day, market share by rep and by channel segments).- Contribute to annual sales plans, strategy development, and presentations.
Sales Incentives- Define Sales Incentive targets by Sales Rep in coordination with Channel Sales Managers and provide adequate trackers for performance measurement.- Ensure Sales Incentives Tracker is updated and shared monthly with all Sales Forces.- Lead Sales Incentives status updates in quarterly meetings.- Recommend Sales Incentive plans for annual reviews.
Net Revenue Management (NRM) Framework- Develop and drive strategy and process for NRM across five pillars: Brand Portfolio Pricing, Pack Price Architecture, Active Mix Management, Promotion Management, Trade Investment Management.- Secure alignment from key stakeholders (Finance Director, ComEx Lead and Sales Channel Mgrs) and collaborate closely with brand, sales, category management, and finance.- Implement global NRM tools, adjusting for local needs and resources.- Lead regular reviews of NRM and profitability evolution with Sales, suggesting corrective actions as needed.- Lead implementation of CGF workshops, tools, and ways of working.- Participate in commercial policy setting and represent the channel in project management streams and CCC process.- Master the P&L of channels and clients to guide profitability.- Optimize all NRM pillars to drive value.- Monitor commercial strategy (G2N, NRM, Pricing & Terms) across channels versus plan, aiming to maximize ROI.- Design and implement commercial and trade policies in coordination with Sales, following the Pricing and Terms Policy Framework.- Lead TSM Discounts Plans setup and List Price change process for annual review.- Support Annual Business Planning (ABP) by reviewing G2N investment strategies for holistic investment in winning customers.- Drive adoption of global tools and best practices.
Knowledge/ Education/ Previous experience required
Educational background
University degree in Economics, Engineering, Business Adm
