Private Commercial Associate Director

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Job Description

PURPOSE OF THE POSITION

The Private Commercial Associate Director is responsible for strategic customer relationships within private sector, leading the objective for primary care and high specialty products, through the management of the company´s key accounts (Wholesalers, Distributors, Pharmacies, Insurers), in alignment with the principles of patient care, trust, reputation, and business.

This role is responsible for the promotional budget and execution of trade marketing activities for each brand per client, designing and executing promotional activities that encourage the performance of the sell-out of each brand.

The Private Commercial Associate Director also oversees the comprehensive management of high specialty products in the private sector to ensure availability through commercial programs, always in accordance with the company's policies and procedures.

ACCOUNTABILITIES

• Manage Takeda's portfolio strategies and tactics for the private market.

• Develop and implement strategic plans to achieve sales objectives and maximize market share growth, seeking new market opportunities and creating long-term relationships with accounts to gain a competitive advantage.

• Lead the team of Private Key Account Managers to achieve the objectives of each territory and accounts under their responsibility.

• Analyze market situations and execute pricing strategies for primary care through commercial discounts, sea-sonal sales, and point-of-sale activities.

• Understand the patient journey, consumer activation, logistics, value chain, and decision-making processes within the account for the high specialty portfolio to evolve data into actionable insights.

• Define long-term business opportunities and strategies for clients in the primary care portfolio to strengthen product life cycle management and encourage brand performance.

• Identify key stakeholders in the high specialty private market and establish relationships with influencers and decision-makers to facilitate market access for new and existing products, coordinating with all involved de-partments.

• Manage contracts and commercial agreements with private stakeholders.

• Optimize and manage the trade marketing budget for the primary care portfolio.

• Implement strategies and trade marketing actions to ensure the correct promotion of Takeda brands at the point of sale.

• Demonstrate the discipline to gather, use, and feed datasets to drive insights and decisions in the accounts.

• Capture and share necessary information for specific business purposes, translating data into actionable in-sights to achieve objectives.

• Understand account stakeholders' perspectives, competitors, commercial plans, and purchasing behaviors.

• Conduct thorough competitor and commercial analysis for the account.

• Collaborate across different Takeda areas to achieve sales objectives, optimize processes, and elevate customer satisfaction.

• Support the monthly forecast of brands with insights on sales and inventory movements to ensure the necessary availability of stock.

FUNCTIONAL KNOWLEDGE, BUSINESS EXPERTISE, NATURE OF IMPACT,
COMMUNICATION SKILLS & INNOVATION

• Regulations for commercialization portfolio in Mexico.

• Managing and developing of clients.

• Knowledge of trade marketing strategies and tactics.

• Knows technical sales audits and indicators.

• Point of sales and digital tactics.

• Understand and implementation of policies and procedures (Contracts, Credit Notes, Trade Marketing Events, TPRM, Promotional Materials).

• Understanding of commercial and finance KPIs.

• Knowledge of the commercialization of controlled or temperature-controlled products.

• Results oriented manager with strong analytical skills and capacity to identify opportunities for business, always in accordance with the company's policies and procedures.

• Experience in delivering effective negotiations with clients and external stakeholders.

• Understand the wholesales, distributors, retailers and insurers market.

• Its main purpose is to guarantee that long-term relationships between the customer and the organization are maintained effectively. Ensuring that the portfolio and trade marketing efforts support the company’s private overall strategy and goals to meet the desired revenues, to strengthen the life cycle management of the products.

• The Private Commercial Associate Director is responsible of the 35% of the total sales of the LOC.

• Position Takeda as a business partner with a portfolio of quality and differential service.

• Emphatic, assertive communication and negotiation skills.

• Negotiate with main wholesalers, distributors, pharmacy chains, retailers and insurers of Mexico.

• Internally communicates with functional teams of regulatory, quality, warehouse, finance and bizops.

• Display creativity in both, thought process and solution design, demonstrating the ability to develop and champion new ideas or processes within the organization.

• Develop alternative channels, clients or tactis to generate business opportunities.

• Interest in looking for new opportunities for trade marketing actions and growing the brands.

CAPABILITIES

• Proven category leadership.

• Exposure to attractive end-markets.

• Innovation mindset driving improved patient outcomes.

• Collaborative customer relationships.

• Deep local regulatory experience.

• Operational excellence and strong cash flow.

• Strong sales growth and profitability with significant recurring sales.

• Excellent communication/coordination/interpersonal skills.

• Logical and analytical thinking, focused on delivering results.

• Demonstrate business acumen.

• Drive results.

• Leading change.

• Strong problem resolution skills and dealing with complex environments.

ACADEMIC BACKGROUND AND ADDITIONAL INFORMATION

• Desirable bachelor’s degree in marketing, economic-administrative or related areas.

• Deep experience in sales, trade marketing or marketing.

• Experience in commercialization of Rx, OTx and high specialty products.

• Budgeting and Finance knowledge.

• Fluent in English (writing and speaking).

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