Role Title: UK&I Commercial Manager
Contract: 6 months
Location: Marlow (hybrid) 3 days on site, 2 days remote
SRG are working with a leading pharmaceutical company based in Marlow. Our client develops and manufacture an impressive portfolio of aesthetics brands and products. Our client is committed to driving innovation and providing high-quality products and services.
Role Overview
Work closely with the Trade Channel Management Lead and Customer Services to help define and design Commercial Policies across Customers, Pharmacy and Training Provider groups. Monitor and analyse pricing to ensure market parity is maintained as a minimum. Report on commercial policies to the Trade Channel Lead and Finance Director as well as to the Sales and other key commercial functions to inform decision making. Ensure compliance to all relevant SOP's and Legal requirements in relation to competition law, regulatory requirements and internal standards. Collaborate and align with other key stakeholders to support current and future sales data governance.
Key Responsibilities:
Country Commercial Organisation
Regularly review Commercial policy structures across all impacted Customer Groups ensuring tiering is accurate and in line with market dynamics and predicted customer demand.
Ensure reporting on Commercial Policies is updated in accordance with agreed cadence including Quarter End reporting to allow impacted teams to make appropriate pricing decisions for customers.
Frequently review the average selling price (ASP) of all product sales to determine if pricing is appropriately tethered to both brand and market position including competitor positioning.
Own the regular reports for the Trade Channel Lead across multiple disciplines so that commercial and trade decisions are made with the most relevant and up to date intelligence to hand. Deliver bespoke reporting appropriate to current focus and collaborate with Business Excellence to ensure consistency of reporting to all commercial functions – delivering data as "One aligned truth" to the organisation. Additionally, manage reporting for KPI & Business reviews. Ensure a requisite level of data health across the Trading organisation and ensure everything is maintained and accurate in accordance with GDPR principles.
Be the first point of contact for the sales organisation for queries on product pricing and Commercial Policy application and proactively look for opportunities to improve data processing and decision making across commercial functions with Business Excellence
Review all market segments that consume company product, looking for opportunity to organically grow and/or constrain as required.
Use commercial and analytical acumen aided by appropriate business software and market intelligence to look for genuine value add profit & growth opportunities for the business
Key Customer Interaction
Work closely with the Customer Services team, as required, providing commercial support and expert analysis on inventory management for customers.
Engage with our key agency, to determine commercial parity between HEX and Direct accounts, making sure that redundant data is removed and that appropriate commercial controls are in place.
Deputise for the Trade Channel Lead as required in both internal and external meetings both customer and non-customer facing.
Collaborate with and align with Business Excellence to support fit for future data governance and reporting.
Preferred Education:
Degree, preferably in Business, Finance or Accounting.
Preferred Experience:
At least 3 years of previous experience in similar role. Pharma and/or medical device business desired
Experience in commercial policy development
Building Trusting Relationships: Has a consultative approach; strong customer orientation and engagement; implements services to meet customers' and organization's needs
Sustaining Customer Satisfaction: Seeks and acts on customer feedback resolving difficult issues in a timely manner
Building Strategic Work Relationships: Able to build cross functional relationships, demonstrates high interrelation and social skills, interacting externally and internally; able to lead and influence; has a teamwork / knowledge sharing attitude
Broadening Business Value/ High Impact Communication: Quickly understands business operations, able to identify key opportunities and levers to develop business plans; excellent interpersonal skills, able to influence and negotiate effectively; focused on execution and delivery of results; uses initiative and highly proactive.
Continuous Improvement: Identifies opportunities; problem solves; seeks process improvement; flexible and adaptable; has self-motivation and demonstrates creativity; able to challenge the status quo
Change Management: Proven ability to drive small business change with evidence of direct business benefit or avoidance of disbenefit.
Ability to manipulate data and present findings with value added insights covering sales force up to senior leadership
Ability to challenge the status quo and propose appropriate solutions or new ways of working
Experience with developing dashboards in Power BI to support data-driven decision making
Working knowledge of data cubes and SSAS
Can extract and integrate large datasets from multiple sources
Comfortable setting up and maintaining automated reporting processes
Expert knowledge of Power BI features such as Dax and Power Query
Experience working with relational data
Track record of data visualization
Advanced Excel skills including formulas, functions & pivot tables