Commercial Effectiveness Manager

Commercial Effectiveness Manager
Viseu
Viseu, Viseu District, Portugal

Hello. We're Haleon. A new
- leading consumer health company. Shaped by all who join us. Together, we're improving everyday health for billions of people. By growing and innovating our global portfolio of
- leading brands – including Sensodyne, Corega, Voltaren, Parodontax, Vibrocil, and Centrum – through a unique combination of deep human understanding and trusted science. What's more, we're achieving it in a company that we're in control of. In an environment that we're
- creating. And a culture that's uniquely ours. Care to join us. It isn't a question.

This is an exciting time to join us and help shape the future. It's an opportunity to be part of something special.

Job title: Commercial Effectiveness Manager

Department: Commercial Excellence

Line Manager to job title: Commercial Excellence Lead

About the role:

The Commercial Effectiveness Manager is responsible to support both the Sales Channel Managers and Commercial Excellence Lead to translate business insights into specific actions that improve business performance. The Commercial Excellence team sits at the intersection of Marketing and Sales and is critical to the creation and execution of commercial plans with trade channels, customers, and healthcare practitioners.

Reporting to the Com
Ex Lead and leading the Commercial Effectiveness team, this role is responsible for:

• Growth Mindset: Driving Net Revenue Management (NRM) growth and Sales Force Effectiveness by identifying opportunities through data analytics and robust KPI tracking. Fostering a
  - performance culture with a strong "play above target" mindset across the organization.
• Customer & Shopper Obsession: Setting the overall NRM strategy across the country and by channel, leveraging the five pillars of NRM (Brand Portfolio Pricing, Pack Price Architecture, Active Mix Management, Promotion Management, Trade Investment). Co-developing Sales Incentive Systems with Channel Managers and ensuring BI tools are in place for tracking and payout. Monitoring Sales-In-Trade (SIT) performance to identify risks and opportunities.
• Execution Power House: Acting as the NRM ambassador in the country, ensuring ways of working, capabilities, and tools are in place to meet targets. Leading the deployment and optimization of company systems and applications to enhance Sales Force Effectiveness across Pharmacy and Mass Market channels. Driving sales capability development across the organization.

Key responsibilities

Sales Force Effectiveness

• Set up and implement tools to help the Sales team increase effectiveness and make optimal POS decisions (SO Data, SI tracking tool, AI visibility, routing tools).
• Support Sales team in adopting new tools through joint field visits on a monthly basis.
• Lead SFE project implementation
  - country and represent the country in regional forums.
• Anticipate performance challenges for channels and proactively raise them with the Sales Organization.
• Participate actively in negotiations with key clients/customers.

Reporting

• Define standard reporting systems with the Comex Lead and Sales Channel Mgrs for simple KPI tracking.
• Implement and monitor a business intelligence model to enhance
  - making in the Commercial Department (Sales, Customer Marketing, Marketing).
• Track sales variables and team performance metrics (visits per day, orders per day, market share by rep and by channel segments).
• Contribute to annual sales plans, strategy development, and presentations.

Sales Incentives

• Define Sales Incentive targets by Sales Rep in coordination with Channel Sales Managers and provide adequate trackers for performance measurement.
• Ensure Sales Incentives Tracker is updated and shared monthly with all Sales Forces.
• Lead Sales Incentives status updates in quarterly meetings.
• Recommend Sales Incentive plans for annual reviews.

Net Revenue Management (NRM) Framework

• Develop and drive strategy and process for NRM across five pillars: Brand Portfolio Pricing, Pack Price Architecture, Active Mix Management, Promotion Management, Trade Investment Management.
• Secure alignment from key stakeholders (Finance Director, Com
  Ex Lead and Sales Channel Mgrs) and collaborate closely with brand, sales, category management, and finance.
• Implement global NRM tools, adjusting for local needs and resources.
• Lead regular reviews of NRM and profitability evolution with Sales, suggesting corrective actions as needed.
• Lead implementation of CGF workshops, tools, and ways of working.
• Participate in commercial policy setting and represent the channel in project management streams and CCC process.
• Master the P&L of channels and clients to guide profitability.
• Optimize all NRM pillars to drive value.
• Monitor commercial strategy (G2N, NRM, Pricing & Terms) across channels versus plan, aiming to maximize ROI.
• Design and implement commercial and trade policies in coordination with Sales, following the Pricing and Terms Policy Framework.
• Lead TSM Discounts Plans setup and List Price change process for annual review.
• Support Annual Business Planning (ABP) by reviewing G2N investment strategies for holistic investment in winning customers.
• Drive adoption of global tools and best practices.

Knowledge/ Education/ Previous experience required

Educational background

University degree in Economics, Engineering, Business Administration, or related field.

Job related experience

• High level of commercial acumen and analytical skills;
  
  
  
  finance background preferred.
• At least 5 years' experience as Category Manager, Trade Marketing Manager, Sales Manager, or Finance NRM Manager, preferably in Consumer Health Care or FMCG.
• Experience in Mass Market and/or Pharmacy channels strongly desirable.

Other Job-Related Skills/Background

• Fluency in Portuguese & English.
• Proficient in Microsoft Office (especially Power
  Point and Excel).
• Experience using sales dashboards and databases to monitor performance.
• Strong communication skills and resilience.
• Strong
  - solving and analytical skills.
• Ability to understand commercial and financial impact of decisions and risks from both
  - term and strategic perspectives.
• In-depth understanding of P&L and impacts of changes in customer contracts.
• Detailed knowledge of trade terms and conditions in customer contracts and optimization strategies.
• Awareness of local laws, including competition and cartel law, and compliance regulations.
• Demonstrated ability to Release Energy, Drive Performance, and Live Company Values.

Care to join us. Find out what life at Haleon is really like

At Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives, generates curiosity to create unmatched understanding of each other, and promotes fair and equitable outcomes for everyone. We're striving to create a climate where we celebrate our diversity in all forms by treating each other with respect, listening to different viewpoints, supporting our communities, and creating a workplace where your authentic self belongs and thrives. We believe in an agile working culture for all our roles. If flexibility is important to you, we encourage you to explore with our hiring team what the opportunities are.

As you apply, we will ask you to share some personal information, which is entirely voluntary. We want to have an opportunity to consider a diverse pool of qualified candidates and this information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. We would really appreciate it if you could take a few moments to complete it. Rest assured, Hiring Managers do not have access to this information and we will treat your information confidentially.

Haleon is an Equal Opportunity Employer. All qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.

Accommodation Requests

If you require a reasonable accommodation or other assistance to apply for a job at Haleon at any stage of the application process, please let your recruiter know by providing them with a description of specific accommodations you are requesting. We'll provide all reasonable accommodations to support you throughout the recruitment process and treat all information you provide us in confidence.