Job Description

BRIEF DESCRIPTION OF POSITION

The Commercial Effectiveness Lead is responsible for driving the effectiveness and performance of the company's commercial organization by enabling strong execution across Sales and Marketing. The role retains end-to-end accountability for the Commercial Effectiveness agenda, including go-to-market optimization, sales force effectiveness, customer segmentation and targeting, commercial performance management, business insights, operating governance, and cross-functional alignment. The role translates commercial strategy into disciplined execution, supported by robust processes, actionable analytics, and clear accountability. It partners closely with Business Unit Leaders, the Sales Director, Marketing, Sales, Medical, Finance, Digital, Data & Analytics, Learning & Development, Compliance, and regional or global Commercial Excellence teams.

SUCCESS IN THIS ROLE

Success is defined by the ability to enable Sales and Marketing to operate as one integrated commercial organization through aligned planning, common priorities, data-driven decisions, and disciplined execution. The role ensures that commercial strategies are translated into action, performance is systematically reviewed, resources are directed to the highest-value opportunities, and the Commercial Effectiveness team delivers reliable insights and operational support.

ROLES & RESPONSIBILITIES

1. Commercial Strategy & Go-to-Market Excellence

·    Own and shape the Indonesia Commercial Effectiveness agenda in alignment with commercial and enterprise priorities.

·    Partner with Business Units to assess and optimize customer engagement, channel, account, and go-to-market models.

·    Lead analysis and recommendations on customer segmentation, targeting, territory design, resource deployment, and field-force sizing.

·    Evaluate commercial execution models and identify opportunities to improve customer impact, launch readiness, productivity, and business performance.

·    Provide decision support through market, customer, activity, and performance insights.

2. Sales Force Effectiveness & Productivity

·    Lead Sales Force Effectiveness initiatives that improve field productivity, quality of execution, and customer engagement.

·    Establish and monitor SFE metrics and KPIs, including targeting, reach, frequency, activity quality, coverage, and productivity measures.

·    Oversee segmentation and targeting, call planning, territory optimization, workload balancing, and resource allocation processes.

·    Partner with Sales Leadership on performance tracking, forecasting inputs, resource deployment, and field execution improvement.

·    Ensure effective administration and governance of incentive compensation and related sales operations processes.

3. Sales-Marketing Integration & Execution Excellence

·    Establish integrated planning and review processes that align Marketing and Sales priorities, customer strategies, and execution plans.

·    Drive alignment on customer segmentation, targeting, account prioritization, value propositions, and engagement objectives.

·    Facilitate cross-functional reviews to identify execution gaps, remove barriers, and agree corrective actions.

·    Strengthen information flow and shared accountability across Sales, Marketing, and other customer-facing teams.

·    Monitor execution effectiveness and recommend actions to increase customer and business impact.

4. Commercial Performance Management & Business Insights

·    Own commercial performance dashboards, scorecards, and business review frameworks.

·    Lead analysis of sales, customer, market, CRM, and activity data to generate actionable insights and recommendations.

·    Facilitate regular commercial performance reviews, including enterprise and business-unit reviews as required.

·    Provide scenario analysis and decision support to Commercial Operations and business leadership.

·    Identify emerging risks, opportunities, and performance gaps, and ensure follow-through on agreed actions.

5. Commercial Operating Excellence & Governance

·    Establish and maintain commercial governance forums, planning cycles, operational rhythms, and decision rights.

·    Drive continuous improvement of commercial processes, data flows, tools, and operating models.

·    Ensure timely and reliable flow of insights, decisions, actions, and escalation across commercial functions.

·    Lead or support enterprise commercial transformation and cross-functional improvement initiatives.

·    Promote disciplined execution, data quality, compliance, and accountability across the commercial organization.

6. Commercial Capability & Learning Partnership

·    Provide commercial performance insights, customer trends, and field-execution observations to support capability-gap assessment and prioritization.

·    Advise on future capability requirements arising from business strategy, launches, go-to-market evolution, customer needs, and performance opportunities.

·    Support evaluation of learning effectiveness through relevant performance indicators and field-execution insights.

·    Partner with Learning & Development, Sales, and Marketing leaders to align capability initiatives with business priorities, while Learning & Development retains ownership of capability assessment, curriculum design, and development models.

7. Team Leadership, Coaching & Talent Development

·    Lead, coach, and develop the SFE Specialist and CRM Analyst (Contractor), with clear goals, priorities, roles, and service expectations.

·    Build an accountable, collaborative, and inclusive team culture focused on business partnership, analytical quality, reliable execution, and continuous improvement.

·    Provide regular coaching, feedback, development opportunities, and performance management for direct reports.

·    Allocate work effectively across strategic analysis, SFE execution, CRM support, reporting, and operational priorities.

·    Build sustainable processes, documentation, and backup capability to ensure continuity and scalability.

Required Skills:

Preferred Skills:

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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. 

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