Sales & Marketing Excellence Manager

5 hours ago

Istanbul, Istanbul, Turkey Amgen Full time
Sales & Marketing Excellence
Manager Job Description
Job Purpose
  • Lead and continuously improve all commercial excellence processes across Sales and Marketing, including Multichannel strategy, Sales Force Effectiveness (SFE), Business Planning & Analysis (BPA) and Market Research.
  • Build and execute a customer-centric commercial multichannel strategy, drive effective sales force deployment, optimize resource allocation and enhance reporting systems.
  • Set proper controls, governance and working mechanisms for all Sales & Marketing Excellence activities, creating industry-leading standards in commercial performance and decision support.
Responsibilities & Outputs
Multichannel Excellence
  • Build and support execution of the overarching multichannel commercial strategy.
  • Improve the effective use of existing channels and explore opportunities for channel expansion where applicable.
  • Advise Commercial Team and Product Managers on appropriate channel usage, campaign design and content creation.
  • Define KPIs/metrics and design performance dashboards for multichannel activities.
  • Identify regional multichannel best practices to localize and promote within the affiliate; share local best practices with the region.
Sales Force Excellence
  • Lead the Sales Force Effectiveness (SFE) team and drive excellence in field force deployment.

  • Design and implement core SFE processes including:

  • Segmentation & Targeting

  • Territory Alignment
  • Resource Allocation & Rightsizing
  • Line Structuring
  • Incentive & Reward Scheme Design
  • Identify improvement opportunities in SFE processes by collaborating closely with Business Units and field representatives.
  • Rationalize, streamline and operationalize sales and engagement reporting needs with a focus on meaningful metrics and KPIs.
  • Ensure BI tools deliver effective and comprehensive analytics; lead BI tool integration with regional systems.
  • Coordinate tender sales performance tracking.
  • Act as single point of contact for commercial data vendors (e.g., IQVIA/IMS).
  • Maintain CRM system (Veeva or equivalent), implement required updates, rules and enhancements.
Business Planning and Analysis
  • Develop robust forecasting models based on patient flows and market dynamics; involvement in Budget/Latest Estimates works with relevant teams.
  • Develop, maintain and standardize forecasting methodologies, templates and reporting systems.
  • Build organizational capabilities in market analysis and commercial planning.
  • Prepare comprehensive market analyses for brand planning, long-term forecasts, country strategy development and ad-hoc decision needs.
Market Research
  • Initiate and coordinate affiliate-wide market research activities (primary & secondary).
  • Maximize utilization of available data sources and market intelligence platforms to generate insights for brands and customer segments.
  • Ensure market research recommendations are actionable and integrated into commercial strategies.
Authority
  • Key advisor to Sales & Marketing leadership and Commercial Operations on multichannel, SFE, market research and BPA decisions.

  • Decision-maker for:

  • Reporting frameworks and KPI definitions

  • Field force tracking rules (segmentation, targeting, CRM/CLM governance)
  • Sales incentive model execution
  • System and process design for multichannel and SFE
  • Responsible for CRM, IMS/IQVIA and BI tool budgets; supports decisions on resource allocation and line structuring.
Qualifications
Minimum Requirements
  • Bachelor's degree.
  • Minimum 8 years of experience in the pharmaceutical industry (marketing, commercial excellence, SFE, BPA or related consulting).

  • Demonstrated experience in:

  • Multichannel/digital strategy

  • Sales Force Effectiveness
  • Business planning & forecasting
  • Market research
  • Experience in multinational and cross-functional environments.
  • Strong analytical mindset, financial/business acumen and project management skills.
  • Fluency in English (written & verbal).
  • Experience with CRM, BI tools, incentive schemes, and commercial analytics.
Preferred Requirements
  • Preferably worked in SFE, multichannel & digital marketing, marketing excellence or business planning and analysis departments in the pharmaceutical industry.
Competencies
  • Be Science-Based
  • Compete Intensely and Win
  • Create Value for Patients, Staff, and Stockholders
  • Work in Teams
  • Collaborate, Communicate, and Be Accountable
  • Shapes Amgen's Future
  • Delivers Results
  • Strategic thinker
  • Ability to champion ideas
  • Excellent interpersonal skills

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