Commercial Excellence Leader

The Commercial Excellence Leader (CEL) 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), and 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, and 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 marketplace and shaping the image of Zoetis at a local and regional level.

• 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, and reduce administrative burden for the field force.
• Liaise with Information Technology to take Zoetis Colombia to the next level, recommending, testing, and implementing application enhancements.
• Promote the different Business Intelligence tools to provide effective and quality data and communicate performance data according to the process.
• Support the Zoetis Colombia team to take 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.
• Bring 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 suggested 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.
• Manage automated systems and appropriate data/information related to sales or FFE KPIs.

• 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.
• Suggest and participate in process improvements including better software utilization, creating application templates, critical reporting and summarizing information for other departments.

• Leadership to ensure the correct and timely capture of 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.
• Apply required up-selling techniques to effectively satisfy customers' needs and meet departmental and company sales objectives.
• Provide answers to general inquiries regarding routine product use and services provided, following up with additional information when necessary.
• Encourage ongoing training and departmental meetings in order to maintain full knowledge of products and their use.
• Communicate pertinent account information to fellow Customer Service Colleagues, Distribution, Sales & Marketing, Product Support, Credit & Collections, and other appropriate areas.
• Document customer comments on product, competitive information, and other critical customer feedback.
• Promote positive and professional customer service in every customer encounter. Effectively listen to customer complaints and concerns, accurately offer solutions to problems based on your expertise and with the assistance of your supervisor when necessary.

• Promote a culture of safety and identify opportunities to strengthen our duty of care towards employees, and ensure adequate communication with corporate on all events.
• Provide training for the people involved in procurement locally and ensure best practices can be identified as well as opportunities for shared procurement.
• Coordination of key events such as the annual national sales meeting and distributors meetings, as well as support the business units with their key events.
• Link with enabling functions to solve and implement plans of action (Global Operations, Human Resources, Information Technology, Finance, Legal and Procurement).

• Executive project oversight: Acts on the authority of the office of the General Manager to oversee strategic projects with a primary focus on initiatives affecting the field force that typically require cross functional resource likes Logistics, Planning, Procurement and Operations.
• Facilitates the process of project solicitation, selection, prioritization, implementation, and monitoring.
• Ad-hoc analysis and decision support.
• Maintains the Strategic Plan and facilitates the annual process.

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CV / Resume:

Yes, I am currently eligible to work (work permit/visa/citizenship) in the country to which I am applying. No, I am not currently eligible to work (work permit/visa/citizenship) in the country to which I am applying.