Commercial Excellence Lead

2 weeks ago

مصر, Egypt Danone Full time

About the job
Danone is looking for a strong leader based in Cairo, Egypt, to lead the commercial excellence agenda for our specialized nutrition business in the MENA region. This role will be key in the development of the CE strategy and act as the hub of CE process standardization and development in order to improve field force performance and productivity by leading CE key strategic projects & initiatives, driving HCEM model and managing the global environment CRM Too

**About The Role**:
**1- Drive field performance analysis**:

- KPI monitoring and developing standardized reports with SFA/CRM tools and/or other sales tracking tools. Align sales, marketing, and medical to obtain agreed KPIs and activities.
- Share KPI information with the sales team: show the value and benefits
- Monthly analysis of sales activities linked to sales results and cost
- Train sales team members on KPIs, SFA/CRM tool usage, customer classification, and analysis of sales and activities data
- Analyze promotional cycles, using campaign key performance indicators (define these KPIs upfront, Sales & Marketing aligned)
- Provide data analysis & recommendation for sales force deployment (structure & size)
- Analysis sales rep performance as input for RBM/SM
- Communicate relevant productivity data to GM's/SD's, channel KPIs to channel manager, and meet them regularly to proactively suggest and discuss action points

**2- Drive Business Intelligence & Data Analytics**:

- Gather external market intelligence data regularly, in a structured way (aligned with Marketing and Finance) incl. market size & developments, competitive data, share development as well as internal Sales Force activity data and sales financial data for analysis and reporting
- Provide pre
- and post-business analytics based on multiple data sources and translate in regular reporting
- Provide customer contact analysis combining sales & marketing data (CRM approach) and provide recommendations based on that
- Provide the organization with clear insight in market dynamics and key business drivers
- Ensure data quality in systems (input and output)
- Ensure appropriate set of Business Intelligence tools is available: profitability tools to enhance synergy with the Finance department, right infrastructure (fe data warehouse) in cooperation with the Information Services department
- Be informed about new developments and Business Intelligence tools and recommend new approaches

**3- Driving HCEM model**:

- Lead HCEM Assessment with cross functional collaboration both locally & globally
- Co drive MCE strategy & monitor implementation across MENA Region..
- Lead pro-actively customer segmentation, reach & targeting
- Create segmentation criteria and collect relevant internal & external data to cluster customers
- Manage high impact projects and initiatives to ensure strategic alignment, high quality, timely deliverables, and Unified Metrics for all SFE measures across all markets.
- Collaborate with Global CE team and brand teams to proper implement commercial strategy and new initiatives supporting key strategic decisions.
- Drive territory (re)alignment and support sales managers and reps with territory management
- Provide data analysis & advise on how and where new category launches fit into current sales structure

**4- Sales Force Incentive calculation**:

- Support the process of incentive calculation in collaboration with Sales directors, country managers and sales managers through providing performance
- related data to HR when needed.

About you

To be successful in the role you should ideally have:
**Education & professional experience**:

- 3 to 5 yrs experience as CE lead, total yrs 6 to 8 roughly
- Led projects on field force sizing, structuring, KPI setting & incentive scheme calculation
- MNC exposure is a must
- Pharma background and/or experience in the consultancy domain (IQVIA)
- Project management experience is a must, a PMP certificate is a plus
- Excellent in excel, PPT, word, Power BI
- Excellent communication skills, highly proficient in English
- High business acumen and analytical kills

**Location**:
Cairo, Egypt.

**Languages required**:

- Fluent in English and Arabic, French is a strong plus

**Functional Competencies**:
**Soft Skills**:
**Mobility**:
About us
Danone is a world-leading food company operating in three business divisions: Fresh Dairy Products, Specialized Nutrition, and Waters.
Danone’s mission is Bringing health through food to as many people as possible and we want to invite people to join the movement for a healthier world. We recognize the power people have in impacting the world through their daily choices. Each time we eat and drink, we vote for the world we want to live in. We believe a healthy body needs healthy food. And healthy food needs a healthy planet and this is what our new signature One Planet One Health embodies.

**We offer**
Working in Danone MENA is one of the best places to build a strong career th

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