The Commercial Excellence Manager is responsible for enabling the Marketing & Sales organization to achieve sustainable business growth through the delivery of best-in-class operational support, data-driven decision-making, and continuous capability building. This role leverages a deep understanding of brand strategy and market dynamics to optimize commercial processes and drive performance. By combining operational excellence with strategic insight, this role ensures the effective execution of go-to-market strategies, optimization of commercial processes, and maximization of field force and key account performance.

The ideal candidate is adept at translating brand insights into actionable plans that enhance sales effectiveness and market penetration.

The role acts as a key partner to Sales, KAM, and Marketing leadership by providing integrated analytics, CRM ownership, incentive management, and omnichannel support — while fostering a culture of performance, agility, and customer centricity. It also plays a pivotal role in driving digital transformation, enhancing launch readiness, and shaping market access strategies through actionable insights and innovative tools. Marketing experience in analyzing market dynamics, forecasting, and developing marketing strategies makes them exceptionally well-suited to contribute to these key initiatives.

The Role

Sales Operations & Commercial Effectiveness

Analyzing market performance and identifying key drivers for brand success is directly applicable to these responsibilities.

Lead and support Sales and KAM functions in delivering best-in-class Sales Operations services.

Develop and implement innovative tools, processes, reports, and analyses to drive business growth.

Drive efficiency and effectiveness in commercial resource allocation aligned with business priorities and P&L; objectives.

Oversee performance management processes for Sales teams and support talent development (e.g., CRM utilization, data analytics).

Provide comprehensive sales information services, including dashboard creation, KPI tracking, and market insights from multiple data sources.

Act as an internal consultant to optimize and streamline sales-related processes and activities.

Coordinate the implementation and continuous improvement of sales incentive programs, including segmentation & targeting, territory alignment, sales target setting, and incentive calculation.

Analyze sales execution data and incentive outcomes to identify productivity improvements and ensure fair, data-driven decisions

CRM Ownership & Digital Enablement

Ensure CRM system optimization, data quality, and usability to support field force efficiency and omnichannel planning.

Maintain structured and accurate customer, market, and sales data.

Lead CRM-based planning,



execution tracking, and performance reporting.

Drive strategic decision-making based on CRM insights and commercial KPIs.

Support change management initiatives related to digital transformation and closed-loop marketing adoption.

Co-lead the automation of digital tools for incentive management and target setting, ensuring data integrity and system enhancement.

Marketing experience in understanding customer behavior and market trends will be invaluable in ensuring the CRM system effectively supports sales and marketing efforts

Analytics & Business Intelligence

Design and implement standard reporting to track performance vs. plan across business units.

Deliver ad-hoc analyses to support strategic decisions, product launches, and commercial planning.

Integrate diverse data sources to generate actionable insights for field force and KAM optimization.

Monitor competitive and market dynamics to inform resource allocation and territory planning.

Provide analytical support for business reviews, forecasting, and scenario modeling.

A marketing experience in forecasting experience and analytical skills are crucial for providing accurate insights and driving informed decision-making.

Marketing Effectiveness & HCP Insights

Define KPIs and success metrics to assess brand performance and campaign effectiveness.

Collaborate with external partners and agencies to conduct qualitative research on HCP perception, message recall, and promotional impact.

Translate market insights into actionable recommendations to optimize brand strategy and resource deployment.

Support business reviews and deep dives on marketing effectiveness and promotional ROI.

Strategic Projects & Market Development

Identify and manage new routes to market across all channels to unlock business growth opportunities.

Manage customer profiling, targeting, and segmentation strategies to ensure data-driven execution.

Launch Excellence

Lead the implementation of launch readiness frameworks and milestone tracking for new products or indications.

Ensure strong customer insight generation, stakeholder engagement, and market shaping activities are in place pre-launch.

Monitor launch performance and coordinate post-launch reviews to drive continuous improvement.

Act as a center of excellence for launch best practices and cross-functional knowledge sharing

Capability Building & Training





Identify skill gaps within Sales and Marketing teams and co-develop tailored capability-building plans.

Design and deliver training programs on brand planning, omnichannel strategy, CRM tools, and strategic thinking.

Deploy toolkits, templates, and learning journeys in line with global commercial excellence standards.

Facilitate onboarding training for new field force members, ensuring fluency in tools, processes, and systems.

The Brand Lead's experience in training and developing marketing materials will be vital in enhancing the capabilities of the sales and marketing teams.

Promote a continuous learning culture through workshops, peer learning, and capability assessments.

The Person

This role requires a results-oriented leader with a strong execution focus and a strategic mindset. The ideal candidate brings excellent analytical and problem-solving skills, paired with a hands-on approach to driving change and continuously improving processes.

A solid background in Sales Operations and Commercial Effectiveness is essential, along with deep knowledge of CRM systems, digital tools, and field force dynamics. The ability to build, develop, and inspire high-performing, cross-functional teams is key to success, as is fostering a collaborative and performance-driven culture. Strong communication and stakeholder management skills are critical to effectively align diverse teams and ensure seamless execution of business priorities.

At least 8 years of experience in Commercial or Marketing roles within fast-paced environments, preferably in the generics industry. Strong command of Excel, CRM systems, analytics tools, and dashboard/reporting solutions. Proven experience in brand leadership and strategic marketing and experience with forecasting using patient models is requiredniversity degree in Economics, Marketing or Biotechnology or equivalent education.

Strong analytical and strategic thinking skills with a structured, methodical working approach

Proven leadership experience in co-managing local Sales and/or Marketing teams, coupled with excellent project management skills

- Excellent communication, presentation, moderation, training, and negotiation skills.
- Experience in relationship and stakeholder management.

Extensive experience across off-patent pharmaceutical segments, including retail, hospital, and specialty care, with solid commercial knowledge in pricing and performance measurement

High consulting orientation with a strong focus on stakeholder support and collaboration

Resilient, proactive, and intrinsically motivated, with a strong drive to deliver results

Rewards

Base salary between 50.000 EUR and 60.000 EUR gross/year

Buoni pasto

Continuous Training

Working time Flexibility

WFH policy

📌 Commercial Excellence manager ( maternity leave) (Milano)
🏢 Accord Healthcare
📍 Milano