Commercial Excellence Lead - Brand Outsourcing and HCP Engagement

About the role

IQVIA is seeking an experienced Commercial Excellence Lead to join a dedicated European business unit supporting an Immunology and Inflammation portfolio. The role sits at the centre of a multi-country commercial organisation, partnering with senior leaders across Commercial Operations, Marketing, Medical Affairs and client stakeholders to optimise customer engagement, improve field force performance and drive business growth. It owns the commercial performance framework using CRM analytics, customer segmentation, targeting strategies and incentive programmes.

Key responsibilities

• Lead commercial excellence initiatives that improve customer engagement, field force effectiveness and business performance, acting as subject matter expert on sales force effectiveness, targeting and commercial analytics.
• Own CRM analytics and reporting across multiple countries and therapeutic areas, monitoring customer coverage, productive frequency, targeting effectiveness and field force performance, and build dashboards, scorecards and reporting frameworks.
• Lead customer segmentation and targeting strategies, coordinate hyper-targeting initiatives and recommend improvements to customer prioritisation and resource allocation.
• Design and manage incentive programmes, set key performance indicators and targets, monitor achievement and recommend enhancements.
• Deliver regular business reviews and strategic performance discussions, presenting performance trends and insights, and support planning and forecasting.
• Partner with Commercial Operations, Marketing, Medical Affairs and Training teams to turn insights into actions that improve execution.

Required profile

• Significant experience in Commercial Excellence, Sales Force Effectiveness, Commercial Analytics or Commercial Operations in the pharmaceutical, biotechnology or healthcare industry.
• Experience in complex, international and matrixed organisations.
• Strong analytical and problem-solving skills and the ability to influence strategic decisions.
• Excellent communication and stakeholder management skills.

Required skills

• Strong experience with CRM systems, reporting tools and business intelligence platforms.
• Expertise in customer segmentation, targeting and performance management methodologies.
• Experience designing or supporting incentive compensation programmes.