Commercial Excellence Leader

hace 3 días

Bogotá, Colombia Zoetis A tiempo completo

The Commercial Excellence Leader (CEL) leader takes a proactive role to ensure alignment across the different BUs, and support teams - Finance, Regulatory, Global Supply & Logistics, Information Technology Services (ITS), Human Resources (HR), the International Center of Excellence (COE) when planning and implementing strategic initiatives.

Will be responsible for a diverse and broad set of functions within the organization including Analytics and Business Intelligence, Field Force Effectiveness, Customer Service (invoicing), Digital and Marketing Support processes.

The CEL also serves as chief of staff to support the Colombia General Manager, in various functions including the yearly operating plan process, the monthly leadership team meetings, the annual national sales planning meeting. Provide timely analytical and decision support to Commercial Leadership with respect to allocation of resources and opportunities to accelerate profit growth. Perform customer behavior analyses, What-if and ROI analyses related to go-to-market strategies (customer segmentation, FF targeting and deployment) and discretionary investments, profitability and growth analyses in support of investment decisions.

Finally, the CEL serves as the junction point between the International Operations Commercial Center of Excellence and the markets. Leading the implementation of all sorts of projects and operation improvement initiatives such as the implementation of new technological initiatives, reporting systems, species deployment redefinition, playing a key role in ensuring competitive advantage in the market place and shaping the image of Zoetis at a local and regional level.

**Field Force Effectiveness**
- Team up with business leaders, to set and follow up FF KPIs to ensure growth maximization, by dynamically adjusting FF focus and deployment
- Maintain updated customer level sales potential and customer segmentation framework
- Provide strategic leadership to harmonize and support implementation of Territory Design and Coordinate and support the implementation and maintenance of efficient sales force deployment for each of the sales organizations.
- Ensure yearly review of targeting and segmentation to flawlessly deploy local resources
- Partner with Regional Commercial Operations and Effectiveness Team to identify improvements and benchmark Key Performance Indicators (KPI’s).
- Provide strategic leadership to develop, harmonize and support implementation of technology (e.g., SAP, CRM, and BI) across the Business Units, Field Force and Customers.
- Provide strategic leadership to develop, harmonize and maximize the effectiveness of the CRM in Colombia across the Business Units.
- Liaise with customer database (CRM Administrator) team in ongoing improvement, cleanup, and maintenance of customer database to ensure consistency and quality of customer data utilized in Colombia.
- Explore innovative ways to leverage technology to engage customers, streamline operations, reduce administrative burden for the field force.
- Promote the different Business Intelligence tools to provide effective and quality data and communicate performance data according to the process.

**Business Intelligence**
- Support the Zoetis Colombia team to take the key decisions and better track results by bringing innovative analysis, resources and metrics
- Support the LT to monthly track results and adjust strategies to better drive results
- Brings new ideas and data sources to better allocate resources and deploy Zoetis strategy
- Monitor the sell-in (to the market) and sell-out (in-to the market) information and propose opportunities to enhance the flow of information.
- Support the Business Units to calculate the suggest targets for negotiations for each Distributor
- Lead, facilitate and personally contribute to data analysis focused activities to support measurable project outcomes.
- Provide strategic insights to aid in guiding project direction and outcomes.
- Manage client engagement risk and exhibit creative problem-solving techniques to address client service delivery challenges.
- Manages automated systems and appropriate data/information related to sales or FFE KPIs.

**Incentives**
- Prepare, review and submit incentive payouts, ensuring compliance in all relevant guidelines and agreements.
- Team up with commercial leaders to timely launch and communicate incentive plans. Monthly reviews results and supports leadership team to better take decisions
- Identify common incentive issues and develop suitable solutions and processes.

**Customer Service**
- Leadership to ensure the correct and timely capture orders through the ERP.
- Maintain departmental performance requirements related to average order size, service success rate (error to order ratio), monitored metrics, and criteria contributing to department service level goals.
- Provide answers to general inquiries regarding routine product use and services provided following up with addit

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