Commercial Excellence Lead

Besins Healthcare is a global, family-owned company with more than 130 years of scientific expertise and leadership in hormone-based therapies. Our medicines have supported millions of women and men worldwide, and we continue to grow through innovation, quality, and a deep commitment to patient wellbeing.

At Besins, you join an international environment with strong scientific foundations, high-quality manufacturing standards, and a portfolio that truly makes a difference in healthcare.

Joining Besins means contributing to a purpose-driven company where your work makes a real difference.

Overall, Job Purpose:

As the ComEx Lead, you are the strategic right hand to the Country Manager. You are responsible for enhancing overall commercial performance by driving sales force effectiveness (SFE), capability building (training).

This role ensures alignment between strategy and execution by strengthening field force capabilities, optimizing processes, and maximizing performance across key channels.

Key Responsibilities

Sales Force Effectiveness (SFE) & Performance Management

• Strategy & Structure: Design and optimize the Field Force structure, territory mapping, and segmentation/targeting (S&T) strategy to maximize Reach and Frequency across all channels.
• Performance Governance: Oversee the Sales Incentive Plan (SIP) lifecycle: from target modeling and budget allocation to payout validation.
• CRM & Analytics: Act as the System Owner for CRM (Veeva/Salesforce). Ensure high data hygiene and translate raw field data into actionable business insights via Power BI/Tableau dashboards.
• Business Reviews: Support the Country Manager in leading Monthly/Quarterly Business Reviews (MBR/QBR) to track SMART KPIs (demand quota, sales growth, call coverage, HCP knowledge).

Capability Building & Training

• Identify competency gaps and design training programs focusing on consultative selling, tender negotiation, and clinical disease-state knowledge.
• Institutionalize a Field Coaching model for Sales Managers to ensure classroom learning translates into high-quality HCP interactions.
• Manage the induction program for new hires to accelerate time-to-productivity.

DPC Channel & Trade Marketing

• Define the strategy for the Private clinic channel, including channel partner management, product distribution strategy, and point-of-sale visibility.

Required Qualifications & Skills

• Bachelor's degree in pharmacy, Medicine, Business, or related field
• 10+ years of experience in the pharmaceutical industry in Vietnam, including at least 5 years in Sales Management roles. Exposure to Sales Force Effectiveness (SFE), Commercial Operations, and/or Market Access is highly preferred
• Expert-level understanding of the Vietnamese pharmaceutical landscape, specifically the public tender system (MOH/DAV) and private DPC channels.
• Demonstrated experience leading high-performance teams and influencing stakeholders across Finance, Marketing, and Sales.
• A strategic thinker who is unafraid to be hands-on to ensure objectives are met.
• Successful delivery of Go-To-Market model transformations.
• CRM data integrity, accuracy of dashboard reporting, and effective T&S implementation.
• Strong ability to influence without authority across matrix functions (Marketing, Finance, Medical, and Sales).
• Strong stakeholder management and cross-functional collaboration skills
• Proven ability to influence without direct authority
• Strong coaching and capability development mindset.
• Excellent project management and execution skills.
• Strategic thinking with strong analytical and problem-solving skills