Manager, Commercial Operations, China

At West, we’re a dedicated team that is connected by a purpose to improve patient lives that has been at the center of our Company for more than a century. Our story began when Herman O. West solved the problem of supplying penicillin in mass quantities to the US Government during World War 2. Through our work to deliver thousands of life-saving and life-enhancing injectable medicines to millions of patients daily, West’s indelible mark on the healthcare industry has just begun. A name started our story. How will yours help write our future?  

There’s no better place to join an inclusive community of professionals with opportunities for lifelong learning, growth and development. Supported by benefit programs, we empower the physical, mental, emotional and financial health of our team members and their families.  

We believe in giving back to help those in need in the communities where we live and work. And are equally committed to creating a healthier environment and planet through our sustainability efforts.  

Job Summary

In this role, you will be member of AP Commercial Operations team, leading and responsible for key activities like CRM adoption, SIP administration, CPQ (Configure Price Quote), Pricing Execution and Strategy, Reporting and Analytics, Market insights and some key APAC and China sales strategy related projects.

Essential Duties And Responsibilities

• Active member of the AP Commercial Operations Team and China Commercial Leadership team
• Provide tools, resources and training required for the sales team to generate more opportunities and close more deals.
• Drive data integrity and accuracy in sales tools implemented (e.g. CRM, CPQ), pipeline analytics, and reporting requirements.
• Analyzes data; create and develop pipelines and reports that will deliver insights to the organization.
• Support in managing Sales incentive compensation programs, special incentives, policies, and administration of the same.
• Responsible for the implementation of Key Accounts Management program, Customer Segmentation and Service levels for various functions for China
• Generate and disseminate market-led information including industry analysis, market trends, customer and pipeline information by market segment/product lines and competitive intelligence.
• Work closely with China Marketing team to provide insights and be a thought partner to understand and interpret the China market environment.
• Work with relevant stakeholders to deploy pricing in a way that improves business outcomes.
• Collaborate with the Global and Regional team to implement the best practices for sales enablement/sales force effectiveness for commercial excellence.
• Support business through initiatives like knowledge sharing, on-boarding, and training support, in all business-related tasks / activities, building process documentation and knowledge repositories.
• Understand the current processes and policies related to sales org, and work towards process improvements to make it efficient.
• Work closely with local and regional teams for monthly sales review, forecast and demand planning, 5-year strategic plan
• Lead sales operations and supply chain management, including optimizing internal procedures for warehousing, shipment, and sales process utilizing SAP HANA ERP
• Establish an exceptional partnership with internal stakeholders, and act as a trusted advisor to the GM, China
• Other duties as assigned by Manager to support the APAC and China business.

Education

• Bachelor’s degree in business administration or information technology or equivalent experience is required

Work Experience

• Minimum 8 years (Mgr) with 6-8 years of experience in Commercial Excellence /Sales Force Effectiveness/Analytics is required
• Project Management upon hire is preferred

Preferred Knowledge, Skills And Abilities

• Established analytical skills supported by aptitude in Excel for data analysis and manipulation
• Business acumen in relation to sales and marketing channel processes (Lead Management, Campaign Management, Channel Management, Opportunity Management, Account Management, and Pipeline Management)
• Excellent analytical, project management and communication skills.
• Functional expertise: in-depth knowledge in sales/marketing, finance, in a B2B environment
• Proven track record of development and execution of an effective strategy and vision to drive significant growth.
• Clear understanding of the healthcare industry, including pharmaceutical/medical device in global markets and the complexities of working effectively in this environment
• Competent in graphical reporting platforms such as Power BI
• Advanced skills in Microsoft Word, Excel, Outlook, and PowerPoint
• Should have zeal towards customers experience and continuous improvements.
• Knowledge of security roles and field level security principles and application.
• Able to comply with the company’s safety and quality policies at all times
• Global commercial experience in a matrix organization, preferably in a multi-national manufacturing organization.
• CRM / SAP /Power BI experience is preferred
• Strong working knowledge of SAP HANA, CRM (i.e., Salesforce) and DocuSign.
• Ability to prepare and present clear and concise information to all levels of management and staff (including effective visual graphics.)
• Driven and accountable self-starter, with ability to identify and communicate priorities, and work independently in a fast-paced industry at a rapidly growing organization.
• Strong organization and detail-oriented skillset, driving towards firm payout deadlines.
• Able to be aware of all relevant SOPs as per Company policy as they are related to the position covered by this Job Description.
• Able to maintain the highest standards of discretion and confidentiality.
• Able to comply with the company’s safety policy always
• Able to comply with the company’s quality policy always.

Travel Requirements

10%: Up to 26 business days per year

Additional Requirements

• Willingness to work outside of standard business hours to support other global regions as required (20%)
• Understanding of industry structures, business models and competitive dynamics
• Must be able to communicate effectively with written and oral skills, make quick decisions, interpret data, read and write, speak in front of groups, express and exchange ideas, understand direction and adhere to procedures and interpret data, information documents.
• Capable of communicating fact-based go/no-go decisions to large groups in clear, concise, and comprehensive manner
• Self-starter mindset with intellectual curiosity - Desire to learn new ideas, different opinions, and innovative approaches from external and internal sources and to use them to influence future direction
• A strong attention to detail and the ability to view scenarios through the eyes of the end user.
• Comfortable and creative in translating user requirements into tangible system solutions
• Desire to learn and expand business competencies, open to new and different ways of working, and innovative approaches from external and internal sources
• Adept at learning new processes quickly and able to assist the business in understanding changes and transitioning to new processes
• Promotes positive attitude toward new business solutions and demonstrates effective written and verbal communication skills
• Able to routinely use standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
• Organizational skills will enable planning, prioritization and achievement of goals especially of importance for the successful execution of related activities.
• Must be able to multi-task, work under time constraints, problem solve, and prioritize.
• Ability to make independent and sound judgments.
• Observe and interpret situations, analyze and solve problems.

West is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sex, gender identity, sexual orientation, age, marital status, veteran status, or disability status.  If you have a special need that requires accommodation in order to apply to West, please send an email to Apply.Accommodation@westpharma.com.  Where permitted by law, an offer of employment with West Pharmaceutical Services, or any of its subsidiary or affiliate companies, is contingent upon the satisfactory completion of background screening and/or a pre-employment drug screening.