Commercial & Operational Leader in B2B & B2C

4/2024 – offen

Reoprting into General Manager
• Interpretating information and metrics, providing strategic recommendations, developing tools to enable decision making based on facts and/or consolidated actionable insights. (KPIs Analytics, market performance analysis, sales forecasting business planning, digital & omnichannel strategy).
• Acts as point person for Sales Force supporting activities - Sales Force sizing and territory alignment, Sales Force Effectiveness, Incentive scheme, Field Force cycle objective calculation, CRM and Digital Strategy-related questions and tactics implementations (Veeva CRM, Salesforce, REPs trigger emails, e-CVA) including CRM troubleshooting
• Engage the key stakeholders to create and deliver a coordinated brand planning process and contribute to Brand Plan with integrated insights and implications.
• Lead performance/KPI review - own Sales/Activity/S&OP/PMR reports, including insights selection, identification of trends.
• Promote excellence in execution in managing local alignment between Client and external sales force provider to maximize commercial impact. Coordinate training and Field Force workstreams.
• Functional expert of local analytics and data: Sales (internal, in-market, sell-in/out), activity data (commercial/medical), primary and secondary Insights, including data sources, methodology, data quality and validation. Personal responsibility in introducing relevant BI methodology and tools based on BI knowledge and skills.
• Accountable for complete and efficient local supply network processes and real-life flows, guarantee supply for full forecasted demand and manage risks/issues to manage local network stakeholders (eg: wholesalers/customers), and generate business value control product flow.
• Data steward (GDPR)
Ownership of data processing related to customer lists within CRM and online platform – ensure GDPR compliance and rules are applied
Coordinate with Veeva Open data to review email list with opt outs, compare/match with Client CRM customer list and support DCR (Data Change request) process with Veeva Open data
Lead and initiate relevant actions (approval, rejection) up to communication via field force
• Transformation

Strategische Unternehmensplanung, After sales management, Change Management, Supply-Chain-Management (SCM), Transformation Management, Unternehmensberatung, Strategisches Management

7/2023 – offen

Aufbau CRM und Data Intelligence, Data-Lake, Automation, Bot und AI
Aufbau und Leitung des Alliance Management
Aufbau und Leitung des Trainings und Change Managements
Leitung alles Business Planungs-Prozesse (Sales, Marketing, Supply) - IBP

Budgetierung, Kostenoptimierung, Kostensenkungs-Programm, Markenbildung, Marketing-Organisationsanalyse, Projektleitung / Teamleitung (IT), Prozessmanagement, Salesforce.Com, SAP BO-PC, Supplier Relationship Management (SRM), Supply-Chain-Management (SCM), Vertrieb (allg.)

8/2019 – 6/2023

Aufbau eines Data Management Systems inkl. Business Intelligence
Aufbau eines KPI Management-Systems
Aufbau und Leitung Strategische Pricing
Aufbau und Ausbau Tender & Contracting
Leitung von Ausschreibung
Auf und Ausbau einer vollumfassenden CRM und Business Intelligence Lösung
Aufbau und Ausbau einer Market Research und Intelligence Abteilung und entsprechender Tools und Processe
Verhandlung mit großen Vertragspartnern
Führen von Business Development Projekten
P&L Verantwortung
Implementierung einer strategischen Multiprojektmanagement-Organisation
Einführung des Solution-Selling-Ansatzes und entsprechende Ausrichtung von KPIs und Aktivitäten
Starke Unterstützung / Beratung der Vertriebs- und Marketingorganisation und führender Partner
Strategieleiter für Neukundengewinnung, Bestandskunden-Upselling und Kundenbetreuung
Ausbau und Digitalisierung der Customer Service und Supply Management Prozesse
...

Beratung bei Mitbestimmung / Betriebsräte, Datenanalyse, Datenmodelierung, Personalführung, Programm-Management, Projektmanagement (IT), Prozessoptimierung, Strategische Unternehmensplanung, Training - Coaching-Kompetenzen, Vertragsmanagement