Commercial Channels Manager Job

Date: Dec 5, 2018

Location: Prague, CZ

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Requisition ID: MAR007281

MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.


MSD’s Global Human Health (GHH) Division abides by a “patient first, profits later” ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world. The division is comprised of sales and marketing professionals who are passionate about their role in bringing MSD's prescription medicines, vaccines, and other medical products to our customers worldwide.


Position Overview                                                                                        


Support development and implementation of Commercial and Channels Strategy for MSD CZ through:

  • Providing analytical support for Commercial Channels Lead

  • Manage ongoing operations within Distribution Model

  • Lead and contribute to commercial projects related to MSD portfolio and operations


Major Activities



Commercial and Distribution Strategy Implementation (30% of time)

  • Work closely with Commercial Channels Lead to develop Commercial Strategy for whole subsidiary, providing project management and analytical support for daily tasks

  • Cooperate with cross-functional teams to gather 360 degrees insights and feedback, including customer voice and alignment with senior management.

  • Be able to create business cases and executive level presentations to share the proposed strategy and tactics with different level of stakeholders

  • Ensure ongoing two-way communication with commercial teams to secure proper implementation of approved strategies.


Analysis and support decision making process (40% of time)

  • Manage a list of data processing and data management tasks related with Direct Distribution Model management

  • Prepare and communicate dashboards and reports for local Leadership Team, related with areas of responsibility (sales, customer performance, short term forecasts)

  • Cooperate with regional team to provide insights and data connected with inventory management and sales optimization (market insights, internal analysis related with customers buying patterns)

  • Perform and provide a market analysis of current competitive situation

  • Cooperate with multiple teams to gather the competitive insights and prepare long range market assessment

  • Support product demand forecasting and oversee the process; ensure alignment with Finance Team to be compliant with global guidance

  • Work closely with Customer Service Team providing them business acumen support, helping in ongoing management of distribution partners.

  • Assure compliance with Global Polices, Local standard operating procedures and local law regulation within all matters related with Distribution and in market operations.


Commercial projects management (30% of time)



Manage projects connected with Commercial Channels, such as Gross-2-Net initiative – Dashboard, Value Base Contracting, etc.

  • Cooperate with IT team to develop initiatives that both drive the business and introduce efficiency in current distribution model

  • Work closely with Market Access team to provide channels input into access projects, assuring feasibility of developed solutions

  • Support Key Account Lead and Commercial Channels Lead in development of customer segmentation, tools supporting Key Account Managers customer interactions (calculators for offers, accounts plan management tools).

  • Analyze and redesign current processes in order to optimize current operating model within the responsibility area.




Expertise Required / Core Competences  


 Education & Experience:

  • University degree, preferably in management, finance, marketing

  • Additional education, particularly in business, programming or IT infrastructure, is beneficial.

  • Excellent at problem solving, analysis, data driven thinking

  • Cross-functional work, managing peers, driving projects

  • Strong accountability and work ethic

  • Strong communication skills - interactions with internal and external stakeholders

  • Willingness to learn and ability to learn fast

  • Computer proficiency, especially Excel / Access, Business Intelligence tools

  • Fluent in English – high exposure to international environment

  • Project management experience

  • Experience in finance / analytical / access roles would be beneficial
  • Experience in Medical/Pharmaceutical sector is highly beneficial


Qualifications Required: 

  • Business & Financial Acumen:  Understands and intelligently applies economic, financial, and industry data to make business decisions.

  • Influencing/Negotiation skills: Ability to understand both internal and customer perspectives so as to be able to build a win-win strategy for financial and value-based negotiation.

  • Working Across Boundaries: Thinks and acts beyond one’s silo –  bridges team, functional, divisional and/or geographical boundaries

  • Strategic Thinking: Visualizes the way forward, identifying opportunities that add value to the work and to the business

  • Project Management: Organizes work efforts by prioritizing tasks, using resources optimally, establishing appropriate deadlines and ensuring on-time delivery

  • Productive Communication: Plans and delivers ideas and information to others in an impactful manner
  • Customer & Market Insights: Ability to develop a deep understanding of customer needs, behaviors and goals, as well as market dynamics, competitor analysis and trends to improve overall business outcomes.

  • Customer Engagement: Ability to identify and appropriately build and maintain long-term, sustainable relationships with customers, external stakeholders and key influencers through a variety of relationship-building approaches.

  • Strategic Business Management: Ability to set strategic plans, manage profitability (P&L), consider execution tradeoffs and continuously adjust approaches to maximize business performance and increase sales and profitability.

  • Market Access: Ability to apply knowledge of the healthcare environment, payer decision-making processes, product pricing and reimbursement to appropriately demonstrate value to customers so as to maximize profitable access for MSD products.

  • Product knowledge and portfolio management: Ability to apply understanding of MSD’s large portfolio of products and services, including product lifecycle stages and new product launches, to create an optimal plan in matching individual offerings to customer needs and interests.

  • Regulatory and compliance knowledge: Ability to comply with legal and regulatory requirements in the pharmaceutical and/or consumer products industry and adhere to internal compliance controls.

  • Account Management: Ability to understand multiple interdependencies within an account, consider customer goals and needs, maximize account performance and provide value-based offerings by building long-term relationships through collaborative business planning processes and approaches.

  • Lifecycle Management: The ability to create, maintain and extend brand value in marketplace (including Rx-to-OTC switch for MCC) by optimizing the commercial trajectory of MSD products through new formulations, populations, customer segments, supply chain, development of Loss of Exclusivity and Intellectual Property strategies.
  • Customer segmentation and targeting: Ability to divide customer population into groups of individuals who share similar characteristics and buying behaviors (based in the current MSD portfolio sales and willingness to partner) and apply this information to target groups effectively, allocate promotional resources and drive execution of commercial plans.

  • Market Management: Ability to understand customer’s business climate, assess overall market potential, identify and prioritize unique opportunities and risks in local markets, develop territory plans and follow up to drive business results in assigned geography or market.

  • Inventory and supply chain knowledge: Ability to apply knowledge and understanding of supply chain processes, outputs, and inventory as they relate to forecasting accuracy and the sales process.



Your role at MSD is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement. At MSD, we’re inventing for life.



Search Firm Representatives Please Read Carefully: 
MSD is not accepting unsolicited assistance from search firms for this employment opportunity.  Please, no phone calls or emails.  All resumes submitted by search firms to any employee at MSD via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of MSD.  No fee will be paid in the event the candidate is hired by MSD as a result of the referral or through other means


Job: Marketing Operations
Other Locations:
Employee Status: Regular
Travel: Yes, 20 % of the Time
Number of Openings: 1
Shift (if applicable):
Hazardous Materials:
Company Trade Name: MSD

Job Segment: Medical, Law, Pharmaceutical Sales, Pharmaceutical, Data Management, Healthcare, Legal, Sales, Science, Data

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