Executive Director, Commercial Operations (COD) - Latin America Region Job
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Enter your email to apply Requisition ID : STR000490
MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products.
The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-
year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.
MSD’s Global Human Health (GHH) Division abides by a patient first, profits later ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world.
The division is comprised of sales and marketing professionals who are passionate about their role in bringing MSD's prescription medicines, vaccines, and other medical products to our customers worldwide.
The LATAM Commercial Operations Director (COD) role provides support to countries and clusters within LATAM to optimize operations and deliver world class Operating Margins including, but not limited to : (1) Expand business growth with top customers, brands and geographies by oversee distributor management and Gross to Net activities, (2) Assess financial and account management levers, (3) Continually create & deliver more effective methods and standards ensuring consistent use over the region, (4) Drive GHH Efficiencies and foster a high-
and build stronger commercial competencies in general. The COD is part of GHH Latin America Senior Leadership Team. The position reports directly to the LATAM regional President.
Key priorities and responsibilities :
The COD is responsible for optimize growth and profitability in the LA Region by identifying, develop and support execution on key local business priorities in liaison with Countries LT and LA Commercial Ops Regional team.
Work with Market & Cluster CODs to improve LATAM operating income by working across the region to ensure industry leading Gross to Net and Working Capital metrics.
Provide thought-leadership on driving sales & profitability growth for LATAM through creating, implementing and disseminating best practice commercial strategies.
Oversees the development and implementation of regional business commercial and operational solutions like :
Leverage data and insights to help GHH make better business decisions
Develop Innovative approaches and solutions for customer, payer and provider (Customer Centricity & KAM Strategy in the LATAM region)
Deliver commercial support solutions and build new capabilities for the Top LA Markets
Continually improve the Create / Approve / Deliver process to achieve a high level of efficiency and effectiveness
Ensure compliance (standards, tools, tracking, audit reporting) across CBLs and markets
Ensure best practices and methods are shared and utilized within our global / regional community to enhance functional expertise
Reduce costs without sacrificing quality or compliance
Secures country-specific customer strategies and business decisions are aligned with global / regional portfolio priorities optimizing company performance and reflect the customers’ perspective.
Secures appropriate KPIs for countries portfolio / brand performance and monitoring is in place.
Secure high levels of Sales Force Excellence by driving LATAM and MSDi initiatives aimed at optimizing sales force effectiveness as a whole, including but not limited to salesforce size and structure, call quantity and quality, segmentation and targeting, and the Sales Incentive Plan.
Oversee the work of the Commercial Excellence and Marketing Intelligence Manager and ensure the timely delivery of executive performance dashboards and business / marketing analytics to the LATAM Leadership team.
Collaborate with MSDi Operations and the Digital Centre of Excellence to support the installation of agreed upon projects across LATAM.
Ensure accurate demand forecasting across LATAM markets and create a robust framework to ensure effective management of inventory by working closely with the MMD Supply Chain team.
Support LATAM President in their role as chair of the Executive LATAM Sales & Operations Planning Committee.
Develop and execute comprehensive plans, in alignment with the Digital COE and MSDi Operations to drive the digital transformation of internal MSD processes that will lead to impactful efficiencies across LATAM.
Develop a commercial culture within the organization that will ensure local markets have an understanding of commercial strategy principles and the capabilities to deliver on that strategy.
Collaborate with the Global Learning & Development organization to ensure critical capabilities (Marketing of the Future, MC&BM, Key Account Management, Sales Force Execution, G2N Evaluation) are developed in line with LATAM business priorities.
Be the voice of LATAM with other enabling functions and ensure support is delivered in line with agreed upon expectations and timelines
Embed strong Alliance Management capabilities and governance structures across LATAM to drive more efficient Go-to-Market models
Lead the LATAM COD Forum and be an active contributor to the LATAM CMO forum and MSDi COD Forum.
Education Requirement :
BA / BS degree required (Finance, Engineering or Science)
Minimum of 5 years in Finance or Commercial experience required.
In-line Pharmaceutical commercial experience
Business and financial acumen, strong analytical ability. Complete understanding of P&L management and impact of commercial terms on the bottom-
line & working capital related outcomes
Ability to translate strategy into action plans and drive successful execution
Solid project management skills and proven ability to lead projects to successful and timely completion
Strong leadership skills and ability to collaborate across the organization and various stakeholders. Brings prior accomplishments leading large, complex teams in a relevant business position (LT level), demonstrated successful cross-
functional collaboration with excellent working relationships at local, regional and HQ level.
Clear communication skills. Demonstrated excellent interpersonal, communication (written and oral) skills, results oriented project management, facilitation and consultative skills to influence decision making are required.
Knowledge of MSD's Commercial Model, Customer Centricity, Operational Excellence and demonstrated ability to apply, including leveraging customer insights to drive strategic choices and implementation plans to achieve objectives.
Demonstrable experience within a commercial organization within a complex operating model.
Strong knowledge on Innovations methods and techniques.
Understanding and application of MSD's policies, compliance, operations and change management
Knowledge of the Latin America Countries market dynamics or regional prior experience.
Accustomed to working in a diverse and rapidly changing environment, delivering projects across several teams, timelines and within a matrix structure
Innovative strategic thinker with exceptional process and project management skills
An understanding and background in Digital Business Analytics, Advanced Marketing Intelligence and Data Management for Commercial Excellence and Business Operations.
Fluency in English is a must
Travel & Location Varies, expect 50% typically / Position will be located in home country
Spanish and Portuguese language desired
10+ years of pharmaceutical commercial experience in sales and marketing positions
Your role at MSD is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement.
At MSD, we’re inventing for life.
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