Commercial Director

hace 2 meses

Bogotá Cundinamarca, Colombia AstraZeneca A tiempo completo

Are you ready to leverage your expertise to drive meaningful change at a company that is committed to scientific innovation and the transformation of ideas into life-altering medications? If so, AstraZeneca offers an exciting opportunity for you._

We are currently seeking a driven and visionary **_Commercial Director_** to join our team in the Andean Cluster, based in Bogotá, Colombia. As a pivotal leader within the Andean Operations, the **_Commercial Director_** will be instrumental in shaping and executing our commercial strategy to achieve impactful financial outcomes. This influential role will involve spearheading the development and implementation of commercial initiatives, utilizing strong negotiation skills and fostering strategic partnerships with external stakeholders to propel our business objectives and optimize commercial opportunities.

**Responsibilities**:
**Commercial Strategy and Execution**:

- Lead Colombia commercial team to drive optimal outcomes for patients who can benefit from our innovative medicines through the distribution of our products to institutional and trade channels, attending the needs of the contributive and subsidized regime. High-level oversight of Peru, Ecuador and Venezuela.
- Develop and execute new commercial models according to market dynamics that contribute to and support the brand’s growth on the institutional and trade channels.
- Ensure the proper stock at customers according to trend demand and in line with inventory guidance to mitigate stock out that could affect the level of services according to the target.
- Mitigate financial exposure by ensuring DSO and past due balances are under AZ financial target for all customers.
- Works with the Business Units designing commercial strategies, improving the position of our products at the HMOs to benefit more patients with our innovative medicines.
- Collaborative work with the access team to implement access initiatives of risk-sharing agreements, collaborative programs, disease awareness programs in conjunction with Medical at HMOs and tools that help players (HMOs) optimize the resources from the SGSS.
- Guarantee the proper implementation of commercial and access established by the Company.
- Plan and optimize the use of budgets available for the team, aiming at the maximum commercial return.
- Develop a straight sense for business opportunities.
- Lead and develop periodic segmentation and targeting process with the aim of defining the group of customers in scope and define metrics.

**Business Alignment and Collaboration**:

- Works closely with the Business Units to align strategies and identify opportunities to ensure sales and operational budgets are met or exceeded within the therapeutic area.
- Works with finance and pricing to ensure all commercial discounts, price lists for institutional and trade channels and price negotiations with HMOs have been reviewed and approved according to AZ the Cluster Markets Commercial Policy and SOP.
- Participate actively on budget and forecast preparation process with Business Units and Finance area.
- Participate actively on Business reviews for all Business Units.
- Work cross-functionally with other key areas to reach company goals.
- Provide consistent direction, guidance, and visibility on the Company compass (strategic Priorities, Purpose, Values, Ambition and Brand).

**Regulatory and Risk Management**:

- Anticipate potential risk associated with new regulations, laws or changes on the market dynamic that could jeopardize the company goals.
- Works closely with Government affairs monitoring price regulations and evaluating risk and opportunities for changes that may impact the organization's sales delivery.
- Maintain a close and continued monitoring of providers/Customers focused on preventing, identifying and promptly reporting ABAC related risks.

**Customer Satisfaction and Performance Reporting**:

- Ensure high level of customer satisfaction through a robust process in time response, quality services and delivery orders in line with AZ standards.
- Provide periodic commercial, and customer services and access performance information from business activities at commercial channels, activities, or initiatives deployed and executed by the team to other areas of the organization.

**Talent Development and Goal Setting**:

- Establish challenging goals for himself/herself and for commercial team, seeking to reach goals and company expectations.
- People development, building a robust talent pool.

**Education, Qualifications, Skills and Experience**

**Formal Education**
- business, Economy or related University Bachelor’s degree. Master’s Degree would be an asset.

**Experience**
- More than 5 years successful experience in effectively leading large and complex commercial operations within the pharmaceutical industry in the Colombian market
- Proven track record of building and managing strong stakeholder relationships in Colombia.
- Experience l

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