Fresenius Kabi is a global healthcare company that specialises in lifesaving medicines and technologies. Our product portfolio comprises a comprehensive range of I.V. generic drugs, infusion therapies and clinical nutrition products as well as the medical devices for administering these products.
The Fresenius Group employs over 350,000 high-calibre professionals across the world, with a workforce of circa. 1,000 across the UK and Ireland .
The Role
The purpose of the role is to lead and drive the commercial excellence transformation strategy of Fresenius Kabi’s UK and Ireland businesses, in line with the group’s strategic objectives. The post holder will lead and manage strategic projects to deliver distinctive value across diverse business areas and focus on driving commercial practice improvements, efficiency, and profitability. Working with other business leaders you will determine and execute best business practices, identify areas of underperformance, and implement improvement plans.
Key Accountabilities
- Collaborate with Region Europe and Global Commercial Excellence teams to localise, implement and embed global processes, the excellence framework and tools to optimise go‑to‑market strategy, customer engagement, sales effectiveness and commercial practices in the UK & Ireland.
- Build local Commercial Excellence capability by sharing expertise and embedding an SFE culture.
- Support the UK and Ireland Executive Leadership Team to focus on key strategic initiatives and critical milestones.
- Create and implement relevant KPIs and dashboards in accordance with the agreed business strategy, analysing business trends and deviations and providing clear reporting to support informed decision‑making for measurable performance improvement.
- Develop and embed Sales Force Effectiveness processes to increase sales and service effectiveness, with a focus on SFE levers: customer segmentation, sales force sizing, territory planning and incentive design in collaboration with sales leadership.
- Full responsibility for the Market Intelligence team and function.
- Responsible for leading monthly portfolio performance reviews and propose focused actions to improve outcomes.
- Drive continuous improvement of CRM utilisation, data quality and user adoption.
- Deliver CRM and commercial process training to strengthen system usage and commercial discipline.
- Lead and implement commercial excellence projects ensuring transparency, rigorous execution, and clear responsibilities.
- Serve as the interface with other departments within the Market Unit, ensuring alignment of cross‑functional priorities and effective execution.
- Participate in the Medium‑Term Strategy process, contributing insights, analysis and recommendations to inform future planning.
Experience & Qualifications
- Bachelor’s degree in business, Life Sciences, Economics or a related field; a postgraduate qualification (e.g., MSc/MBA) is advantageous.
- Significant experience in Commercial Excellence, Sales Excellence or Sales Transformation within the pharmaceutical, life sciences or MedTech sectors.
- Proven ability to lead and deliver complex commercial projects within matrixed, multinational environments, demonstrating strong project management and stakeholder engagement skills.
- Advanced analytical capability, with experience integrating sales, CRM, market and financial data into actionable insights for senior leadership.
- High proficiency with CRM platforms (Salesforce/Veeva), segmentation and territory mapping tools, ERP systems and Business Intelligence solutions (e.g., Power BI); strong Excel and presentation skills.
- Strong analytical and strategic thinking, with high business acumen and excellent attention to detail.
- Commercial mindset with the confidence to challenge constructively and influence effectively at all levels.
- Strong leadership capability with the ability to inspire, motivate and drive change through others.
- Excellent communication and presentation skills; able to simplify complex messages and engage diverse stakeholder groups.
- Highly organised, proactive and investigative; able to manage multiple priorities and deliver to timelines.
- Reliable, conscientious and discreet, demonstrating sound judgement and integrity in handling confidential matters.
- Results‑oriented and resilient, with the ability to operate effectively under pressure while Maintaining quality and professionalism.
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