Head of Commercial Excellence

Employer Overview

A global healthcare organization specializing in innovative, high-quality, and cost-effective healthcare solutions across international markets. The company combines scientific expertise, commercial excellence, and a strong commitment to quality to improve patient outcomes and healthcare delivery.

Job Summary

We are seeking a strategic and execution-driven Head of Commercial Excellence to build and lead the Commercial Excellence and Sales Force Effectiveness (SFE) function from the ground up. This leadership role will drive commercial transformation by optimizing field force effectiveness, establishing a unified customer and sales data framework, improving CRM adoption, and implementing standardized performance management and incentive schemes across multiple business units.

Key Responsibilities

• Build and lead the Commercial Excellence function, establishing its operating model, team structure, governance, and performance standards.
• Develop and lead the Sales Force Effectiveness (SFE) strategy, covering customer segmentation, targeting, field force sizing, territory design, call-frequency planning, and coverage optimization.
• Establish a unified customer and sales data framework, ensuring clear data ownership, standardized definitions, and consistent reporting across business units.
• Drive CRM effectiveness by improving data completeness, system configuration, field-force adoption, and integration into daily sales management and coaching.
• Develop commercial dashboards and reporting cycles covering sales performance, field activity, customer coverage, sell-out, productivity, and business KPIs.
• Establish a standardized field force performance management framework, including objective-setting, performance reviews, and evidence-based coaching.
• Design, manage, and optimize sales incentive schemes in collaboration with HR and Finance, ensuring accurate calculations, transparent payouts, and alignment with commercial objectives.
• Lead market research and commercial insights initiatives to identify sales drivers, customer behavior, brand performance, and competitive opportunities.
• Oversee commercial launch readiness in collaboration with Business Development, Marketing, and Commercial teams, ensuring field preparedness, clear accountability, and post-launch performance tracking.
• Partner with senior commercial leadership to challenge existing practices, improve organizational and coverage models, and drive consistent execution across all business units.

Qualifications

• 8–12 years of professional experience, including at least 4 years in a dedicated Sales Force Effectiveness, Commercial Excellence, or Sales Operations role.
• Proven experience in a multi-product or multi-line sales organization.
• Demonstrated ownership of customer segmentation, targeting, territory design, and field force sizing.
• Proven track record of implementing or revitalizing CRM systems and driving adoption among field teams.
• Hands-on experience in sales incentive schemes, performance management frameworks, and payout processes.
• Experience in pharmaceuticals, consumer healthcare, dermo cosmetics, or FMCG, with strong knowledge of the Egyptian market and pharmacy channel.
• Experience building a function from scratch, leading a team, or driving major commercial transformation initiatives is strongly preferred.
• Strong strategic thinking, commercial judgment, and decision-making capabilities.
• Excellent stakeholder management and influencing skills, including the ability to challenge senior stakeholders using data and business logic.
• Strong change management, problem-solving, communication, and presentation skills.
• High accountability, integrity, and results orientation.