Head of Go to Market, Hp Ropu Askan

The Head of GTM / Head of MCE shall:

- Provide leadership to the ROPU Center MCE team, Commercial Operations team and Analytics Insights and Forecasting (AI&F) team in line with HP Priorities. Guide the GTM community across ROPU ASKAN. Celebrate milestones and achievements in GTM.
- Manage all allocated resources in line with agreed budgets across MCE, Commercial Operations and AI&F Teams
- Produce and continually evolve the ASKAN GTM Roadmap outlining capabilities, resource and change management requirements within ROPU Countries and Countries, aligned to Global GTM
- Lead cross-functional projects and teams across existing and emerging platforms to enhance customer engagement capabilities Lead ASKAN GTM organization with the proper org design, processes, capabilities, and the right talents to address continuously transformative market and customer needs

**Duties & Responsibilities**:
Lead the development and implementation of the overarching Multi-Channel Plan
- Understand currently applied best practices in Customer Engagement in ASKAN
- Understand how our customers access information, develop insights on what is important to them and how and when they source information Analyze the digital engagement landscape in ASKAN to identify best practices which can be replicated and improved upon, as well as opportunities for innovation which would meet Customer needs now and in the future

Customer Engagement Performance Management
- In collaboration with Human Pharma Leadership Committee members, establish, align and track appropriate Customer Engagement performance KPIs, and develop and implement performance management analysis leading to issue identification and corrective action plans Ensure KPIs reflect BI management needs but most importantly that they are inclusive of customer needs from the perspective of the customers themselves

CRM / CVM Effectiveness
- Drive business / customer planning. Drive across the region the appropriate understanding on / strategic options for CRM systems, target definitions and segmentation and its appropriate analysis to support continuous promotional efficiency and effectiveness improvement in line with ROPU ASKAN strategic imperatives.

Lead CVM / CRM performance analysis leading to identification of critical issues/ opportunity areas, propose and get agreement together with OPUs on corrective measures

Sales Force Effectiveness
- Drive across the region the appropriate understanding on / strategic options for Sales Force Effectiveness, its initiatives and monitoring to support continuous promotional efficiency and effectiveness improvement in line with ROPU ASKAN strategic imperatives
- Lead Sales Force Effectiveness performance analysis leading to aligned issue identification and corrective OPU action plans Assess and drive sales force effectiveness not only from the “traditional pharma” approach but also as part of the bigger picture. Look for quantity, quality and productivity of interactions besides the effectiveness and quality of content delivery, with the Sales Force being the main channel driving demand but not the only one. Assess effectiveness from the lenses of the overall Multi-Channel plan and specific channel objectives to drive customer engagement and customer needs.

Performance Analytics, Insights and Forecasting Excellence
- Aggregate and consolidate assumptions for Outlook/LTF (budget planning) at ROPU ASKAN level
- Collaborate with the (R)OPU Marketing teams, establish and support Integrated Customer Plan / Patient Based Forecasting processes
- Perform ongoing business performance analysis and forecasting supported by the (R)OPU Commercial Operations and Analytics, Insights & Forecasting teams
- Transform Analytics, Insights & Forecasting capabilities from pure data generation and reporting to guiding the brand teams towards where and how to win by relevant competitive and market analysis, investigating customer/patient needs and market trends Develop new analytic capabilities in line with corporate strategies and processes

Manage changes to ensure organizational buy in and implementation of GTM principles
- “Champion” GTM as an organizational priority by defining and consistently communicating a compelling vision winning the hearts and minds of the entire organization
- Leverage understanding of the landscape and Customer insights to develop capabilities for the organization which are differentiating from the competition
- Work cross-functionally/Countries to gain commitment to adopting GTM principles in all parts of the organization. Secure appropriate Center/Country resources to ensure GTM can be developed and implemented.
- Maintain cross-functional/Country Communities for core stakeholders
- Set out and manage the annual GTM Roadmap to set a tempo of change which allows the organization to effectively implement current plans, embed new processes and capacities whilst embracing opportunities to innovate
- Conduct regular stakeholder anal