Job Description

BRIEF DESCRIPTION OF POSITION

The Head of Commercial Excellence leads the Sales Force Effectiveness (SFE) and Learning & Development (sales training) departments to drive improvements in sales productivity, customer segmentation, and go-to-market strategies. This role is responsible for developing and executing initiatives that enhance the capabilities and effectiveness of the sales organization, ensuring alignment with overall business objectives. By leveraging data-driven insights and best practices, the Head of Commercial Excellence fosters a high-performance sales culture that maximizes revenue growth and customer engagement.

ROLES & RESPONSIBILITIES

Sales Force Effectiveness

Lead and develop Sales Force Effectiveness (SFE) measurement and process initiatives to ensure results delivery and enhance sales productivity. This includes coordinating and initiating Sales Force Optimization projectsTake accountability for driving the team to monitor actual sales budget achievement versus targets, ensuring timely and effective communication of sales objectives to the respective sales force.Collaborate with Global and Regional Sales Force Effectiveness teams to share and implement best practices across regions and globally.Develop, measure, and report on sales effectiveness performance using key performance indicators (KPIs) across various initiatives.Lead the planning and execution of Sales Meetings for Business Units (BUs), including content development and approval, agenda setting, communications support, and survey deployment and analysis.Influence strategy and sales execution tactics across sales and marketing functions.Assist companies in maximizing returns on investments in sales compensation, sales enablement, and sales operations infrastructure.Provide best-in-class services for planning, implementing, and supporting incentive compensation and sales operations management processes and tools.Partner with Sales Leadership to devise sales strategies aimed at improving sales productivity, focusing on sales reporting, forecasting, and quota management.Deliver end-to-end solutions including process analysis and design, requirements planning, business case development, analytics support, and administrative assistance.

L&D (Leadership & Sales Training)

Lead the team responsible for developing, implementing, and maintaining effective analytical capabilities nationwide.Consult with sales leadership, employees, and customers to identify training needs and developmental opportunities.Collaborate with internal teams and external vendors to design and deliver sales, technical, product, and professional development programs that enhance the skills of frontline sales, sales support, and sales leadership teams.Identify emerging trends and alternative training methods to ensure the sales team remains relevant and up-to-date.Ensure effective knowledge transfer by monitoring course delivery and assessing learning outcomes through testing.Work cross-functionally with other departments to leverage trends and communications that keep sales aligned with company initiatives, driving continuous improvement in the business-to-business space.Provide leadership, career guidance, training, and development to direct reports and trainers across the organization, ensuring alignment with HR initiatives.

QUALIFICATIONS, SKILLS, & EXPERIENCE

Bachelor’s degree in Business, Pharmacy, or a related field.At least 7 years of proven experience in commercial strategy, sales effectiveness, or business analytics.Demonstrated strong leadership capabilities with a track record of managing and motivating cross-functional teams.Advanced analytical and problem-solving skills, proficient in data analysis and visualization tools such as Excel, Tableau, and Power BI.Solid understanding of the pharmaceutical industry and healthcare landscape, with expertise in medical communication.Outstanding communication skills and the ability to effectively engage and influence diverse stakeholders.Proven ability to thrive in a fast-paced, dynamic environment while managing multiple priorities efficiently.Proactive mindset with strategic thinking and innovative problem-solving to address complex communication challenges and opportunities.Excellent project management skills, ensuring timely and successful delivery of initiatives.Meticulous attention to detail, ensuring accuracy and quality in all aspects of work.

COMPETENCIES

General Profile

Manages individual contributors (professional employees) and/or supervisors

Contributes to the performance and results of a department

Adapts departmental plans and priorities to address resource and operational challenges

Decisions are guided by policies, procedures and business plan; receives guidance from manager

Provides technical guidance to employees, colleagues or clients

Anticipates and interprets client and/or customer needs to identify solutions

Expertise

Applies management skills to align staff activities with department objectives

Identifies and resolves technical and operational problems; collaborates with peers to resolve problems that cross into inter-related units

Impact

Explains difficult concepts and persuades others to adopt a point of view

Accountable for the performance and results of own unit

Makes decisions – guided by policies and procedures – that impact the unit’s ability to meet performance objectives

Consults on an as-needed basis with next-level manager on more complex decisions and/or issues that impact other units with inter-related processes

Leadership

Adapts and implements departmental plans and priorities based on division scorecard to address local business, service and operational challenges

Forecasts resource needs; manages allocated budget

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Required Skills:

Business, Business Support, Coaching Employees, Contact Center Management, Customer Care, Customer Centric Focus, Data Quality Management, Developing Pricing Strategies, Direct Marketing, Financial Operations, Management Process, Market Development, People Leadership, Process Optimization, Product Management, Quantitative Analytics, Sales Operations, Vendor Management

 Preferred Skills:

Job Posting End Date:

08/15/2025

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID:R359071