Purpose of the function

LOCATION: UXBRIDGE, UK

Responsible for driving sales force effectiveness, commercial performance, and strategic execution across the pharmaceutical business. The role combines analytics, business insights, incentive management, territory alignment, and cross-functional collaboration to improve customer engagement and maximize revenue growth.This role supports the organization in making data-driven commercial decisions while ensuring alignment between sales, marketing, medical, market access and leadership teams

Roles and Responsibilities

Lead the strategic optimisation and operational effectiveness of field-based commercial activities to maximise performance against DSUK objectives and KPIs.

• Drive the development and implementation of commercial effectiveness strategies aligned with organizational objectives.
• Establish and monitor robust commercial performance frameworks, dashboards, and KPIs, within DS and with Alliance partners to drive accountability and continuous improvement.
• Manage the incentive compensation program in conjunction with key stakeholders to ensure the scheme meets DSUK guidelines and drives the right business performance and behaviours.
• Identify trends, risks, and opportunities to improve commercial execution and customer engagement.
• Support business planning cycles through robust performance analysis and market insights.
• Partner with Sales, Marketing, Medical, Market Access, and Finance as well as Alliance partners teams to improve commercial outcomes.
• Conduct productivity and effectiveness reviews to optimize field force activities and resource allocation.
• Evaluate and improve targeting, segmentation, call planning, and customer coverage strategies.
• Lead territory alignment and sales force sizing exercises in conjunction with Alliance partners (where appropriate) to maximize market opportunity and operational efficiency.

Lead Business Transformation, Change Management, and Capability Development to ensure organisational evolution, employee engagement and turning disruption into growth opportunities.

• Lead and support change management initiatives related to commercial systems, processes, and organizational transformation.
• Act as a change champion to drive adoption of new technologies, reporting tools, Account Management and ways of working.
• Develop communication and engagement plans to support successful implementation of commercial initiatives. 
• Collaborate with senior stakeholders and Alliance partners to align commercial transformation activities with strategic priorities.
• Monitor post-implementation effectiveness and continuously improve adoption strategies.
• Design and deliver training programs for commercial systems, dashboards, and reporting tools.
• Develop onboarding and capability, building materials for new and existing users across the business and where appropriate with Alliance partners.
• Provide ongoing coaching and support to field teams and Head Office users to improve system utilization and data literacy.
• Create user guides, SOPs, best practice documentation, and training resources.
• Promote a culture of data-driven decision-making and continuous improvement.
• Support managers in interpreting reports, KPIs, and commercial insights to improve team performance.

Act as the organisational subject matter expert in commercial, NHS, and market data sources, translating complex datasets into actionable insights, forecasts, dashboards, and customer engagement tools.

• Develops and maintains relationships with all potential data providers (including NHS) and leverages these relationships to deliver organisational expertise in terms of how best to use and interpret this data.
• Partner with the Business Insights team to develop validated forecasts based on publicly available datasets and competitive information Works with external suppliers to use NHS data sets to develop customer-facing tools which allow a population-based discussion which in turn facilitates optimal customer engagement.

Further Roles and Responsibilities

• Provides bespoke analytics to support account level projects and to facilitate customer engagement.

Manage external provider and internal stakeholder relationships and holds them responsible for achievement against Service Level Agreements (SLAs).

• Selects and manages the relationship with software and data providers, negotiating effectively with providers to ensure that cost, and service delivery versus SLAs are optimised.
• Develops appropriate management reports with internal stakeholders and works with suppliers to deliver them.
• Liaises with key stakeholders from Daiichi Sankyo Europe to agree the appropriate performance frameworks and metrics and delivers reports to those stakeholders on a regular basis.

Ensures that personal expertise in terms of systems, data sets and the interpretation / analysis of these data sets is maintained to enable effective decision-making, competitive advantage for Daiichi Sankyo UK and to minimise the reliance on external suppliers.

• Develops and maintains true expertise in the philosophy, data-sets and systems required to enable KAM to be delivered effectively across the oncology organisation.
• Maintain expert knowledge of the brand plans and focus for all promoted brands.
• Maintains a thorough understanding of the evolving NHS agenda and in particular how data is used to performance manage NHS organisations.
• Develops expertise in all available business tools and the ability to extract, merge and crossmatch data from a range of sources.
• Develops a strong understanding of the company business planning process (both UK and European).

Education & Experience

• University Degree 
• Proven ability to deliver concise and impactful analysis.
• Excellent attention to detail and a passion for adding value to the business.
• Understanding of the UK market including NHS structure, types of organisation/ customer and broad NHS policy/operating framework.
• Excellent communication, presentation and negotiation skills
• Experience with data systems and tools, including but not limited to those provided by IQVIA, PowerBI, and other key suppliers.
• Advanced user of Microsoft Excel.
• Experience of working in an Alliance.
• An expert user of Microsoft Excel and Access including potentially a professional qualification.
• Has successfully operated in a commercial effectiveness role within a Pharmaceutical company.
• Proven experience in building databases Proven experience in a role involving working with commercially available market and/or NHS datasets.
• Has successfully operated within an NHS role analysing NHS information and providing management information to NHS organisations.
• Forecasting theory, expertise and practice. Within business planning/implementation framework centred on local profit centres Preferred

Skills and additional Requirements