Global Sales Enablement Lead

About us

Based in Parma, Italy, Chiesi is an international research-focused pharmaceutical and healthcare group with over 90 years’ experience, operating in 31 countries with more than 7,000 employees (Chiesi Group). To achieve its mission of improving people’s quality of life by acting responsibly towards society and the environment, the Group researches, develops and markets innovative drugs in its main therapeutic areas: Discover more here

We are proud to to have been awarded with B Corp Certification, a recognition of high social and environmental standards. We are a reliable company that adopts and promotes a transparent and ethical behavior at all levels.

We believe that the success of Chiesi is built and shaped by our people and our strong set of shared Values and Behaviors. Our people make a critical difference to our success, which is why it is vital that we attract and retain the right talent who will continue to enrich our culture by living and breathing our values and behaviors.

We are committed to embrace diversity, inclusion and equal opportunities. In fact, we are a global family made up of different cultures, different genders, generations, ethnicities, abilities, sexual identities and many other enriching diversities. 

Chiesi Corporate Functions

These are the functions supporting the business: 

• Global HR
• Global Finance, Procurement & IT
• Group Legal & Corporate Affairs
• Global Communication & External Relations
• Transformation
• Global Strategy, Sustainability and Growth (SSG)

Who we are looking for

Purpose

Within the Global Commercial Excellence team and reporting to the Head, Global Commercial Operations, the Global Sales Enablement Lead will equip the customer facing roles with tools and ways of working able to ensure business strategy execution, effectiveness and customer impact.

Main Responsibilities

The Global Sales Enablement Lead will oversee and execute the strategy in the following four areas: 

Segmentation & Targeting (S&T) / Attributes / Scoring:

• Defines Global Guidelines and recommendations, monitors execution as well as enabling content for adoption
• Ensures consistency in CRM adoption of S&T models, Attributes and Scoring
• Partners with Commercial Analytics Manager to monitor execution of the above

Incentives and Variable compensation:

• Defines Global Guidelines and recommendations, monitors execution as well as enabling content for adoption
• Defines global criteria to award excellence in execution (Top of the Tops)
• Partners with Commercial Analytics Manager in analyzing sound allocation of resources at local level around Incentives and Variable compensation as well as definition of sound payout schemes

Key Account Management (KAM) tools of reference:

• Defines Global Guidelines and recommended models, monitors execution as well as enabling content for adoption
• Ensures consistency in CRM adoption

Inner & Outer loop of customer feedback management:

• Partners with Commercial Analytics Manager to measure reception and operationalization of customer feedback

The Global Sales Enablement Lead will operate across business units (AIR, CARE, RARE on CRM execution) and liaise with affiliates and Marketing departments of both AIR and CARE franchises on new guidelines and following up on level of adoption. She/he will partner with Customer Facing Roles Training Manager to build training and internal capabilities around the supporting tools and ways of working above mentioned and ensure right level of continuous adoption. She/he will join the BET (Business Excellence Team) as primary reference point around Sales Enablement strategy and tactics.

Education

Background in Engineering, Management or Economics

Experience & Skills Required

• 10 years experience in roles related to Field Force Effectiveness, Sales Operations, CRM, Customer Experiences
• Track record of delivering Segmentation & Targeting, Incentives schemes and KAM tools models
• Background in both global and affiliates roles 
• Previous experience in Pharma is a plus, but not mandatory 
  
  

Soft Skills

• Shows ability to work in matrix organizations and cross-functionally
• Outstanding communication skills to build and nourish relationship with affiliates and internal global functions stakeholders
• Couples theoretical background with a strong sense of execution and hands-on mindset

Languages

Fluent English

Location

The role is based in the Headquarter in Parma with possibiliy of hybrid way of working combining remote working and presence in the office.

What we offer

You would join a dynamic, fast-growing, challenging and friendly environment.
In Chiesi we firmly believe that our people are our most valuable asset, that is why we invest in continuous training, learning and development. Therefore, we strive to continuously promote and satisfy development needs, paying particular attention to the quality of our working environment and to collective well-being. 
We want our people to come to work happy every day, and we know how important it is to find the right work-life balance in order to be able to give our best. That is why we offer flexible working approach, remote working, support in the relocation process, tax assistance service for foreign colleagues and many other people-care services.