Commercial Innovation Associate Director

JD

Commercial Innovation Associate Director drives profitable growth by enabling and transforming operating capabilities and deliver world class operating results at our Animal Health Japan. As member of the local Leadership Team (LT), the position holder works closely with the Business Units and other support functions and maintains close working relationship with functional leads of APSA Region.

The position holder focuses on the following areas:

• Overseeing distributor and trade channel management with particular attention

on streamlining supply channels and harmonizing efforts for smooth and timely

supply for the market, leading gross to net activities and assessing financial

and account management levers;

• Go-to-Market models, including capability and structure assessment and

enabling digital transformation of internal processes to build stronger

commercial competencies at our Animal Health Japan;

• Serving as local lead for driving strategic partnership and commercial

alliances including establishing alliance management capabilities;

• Leading sales force excellence with standardized metrics, SIP, segmentation

& targeting approaches and supporting the digital transition in sales and

marketing;

To support these objectives, the Logistics & Distribution Manager and the

Commercial Excellence specialist manager will work closely with the position

holder reporting directly to him.

In order to achieve these goals with success, the position holder is

responsible for the following activities:

- Supply & Trade Channel Management:

• Developing & implementing with success the Wholesaler Strategy in Japan

• Streamlining the internal

processes for proper supply, inventory, customer services and reporting.

• Enhancing the alignment

between CMO, Logistics, Quality Control and Distribution activities for smooth

and timely product deliveries to customers.

• Taking a major role in development and execution of local Commercial Policies

with clear eligibility criteria for wholesalers on special pricing, discounts,

and product rebates.

• Initiating Strategic

Partnership with selected wholesalers/distributors and

other market players for pro-active competitor management, optimal product

supply & resource allocation, as well as data insight and market

development.

- Commercial Excellence:

• Define & implement Sales Force Effectiveness strategies, including

information on customers, based on a fully functioning MAXX System in the

country.

• Define & support Sales Force Development Programs, including training

programs based on the required competencies for each function.

• Design and roll-out of Account Management Excellence within Animal Health

Japan, including the Consultative Selling process.

• Take the lead in innovation and non-traditional value-added services, being

responsible for the roll-out of technical-based consultative selling process at

the company and the effective support for the Business Units in launching the

volume-based, tailored pricing for end-users (Our Animal Health Partner

Program).

• Company-related internal & external communication & PR activities

The position holder is also a member of the Japan Animal Health Leadership Team

(LT), and in this role, he actively participates in the strategy development,

is aware of the main business initiatives of other functions, contributing

effectively to the team decisions and holds partial accountability for the

business success of the entire our Animal Health Team in Japan.

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Expected Qualifications:

• Minimum University degree. MBA would be considered an advantage.

• Evidence of Continuous Professional Development.

• Managerial experience of minimum 3 years.