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💰33%
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Work Background
GSKCommercial Excellence Manager: Sales Force Data Analytics & Strategy
Aug. 2019Johannesburg, Gauteng, South AfricaThe power of a diverse and PROFITABLE high performing sales teams is in the data they have at their fingertips: User-friendly, INSTANT insights in Power BI on sales, digital tough points, work rates, utilization, NRM, ROI on investments etc. translated into multi-touchpoint, measurable sales strategies. Pfizer Consumer Health Care (CHC) merged with GlaxoSmithKline GSK CHC in 2019. GSK CHC is now an independent pharmaceutical consumer/FMCG business, a spin off from GSK Medical, newly launched as Haleon. For the merger, I was seconded to act as Joint Venture South Africa Market Integration Lead, ensuring a smooth transition for all staff (See more info below). Within this new company: Haleon, with a massive team, I specialised into Salesforce Analytics and Strategy. So essentially, I have been with the same colleagues for 10 years now, in various capacities. Tech/CRM Tools:
Salesforce.com / Power BI / Trax Image Recognition technology SKILLS: Sales Force Data Analytics & Strategy Sales Force Effectiveness
Data Analysis and Strategy
Omnichannel via Multiplatform data
Incentive Policy Design and Implementation
Resource Optimization analytics: Segmentation and Targeting: Portfolio, Channels, Stores, Reps Strategic Resource Allocation
Image Recognition Technology (trax)
In store excellence (ISE) with SoS (Share of Shelf) and forward share, planograms, placement dynamics, MSL (Must Stock List), Primary and Secondary Location efficiencies and Tracking
Global, Regional and Local Collaboration dynamics
Managing Multiple Stakeholders and Reporting lines
Tech: Power BI / Veeva (Salesforce.com) / Trax
PfizerPCH/GSK Joint Venture Market Integration Lead & 3 Secondments
Jan. 2018 - Jul. 2019From May 2019: South Africa Market Integration Lead (MIL) and Supply Chain Integration Lead (SCIL)
This is a more recent addition to my objectives, where I have been asked to drive the GSK JV/Merger integration from a PCH perspective. Accountability includes:
• Project management for high quality integration planning, with risk and stakeholder planning
• Ensuring the integration planning team is focused on the right objectives and is being resourced for success
• Coordinating across functions and between GSK and PCH organisations
• Day-to-Day leadership and execution of Day 1 readiness and Market Transitions, for a smooth ERP (Enterprise Resource Planning) cutover ensuring staff have the best possible experience along a very emotionally stressful journey 3 Secondments: As part of global project teams: January 2018 - July 2019 (PCH merged with GSK) DTT Champion: "Dare to Try" is a large global Pfizer program and network. Its purpose is to foster certain behaviours via specialised tools, ultimately creating a culture of Innovation and Experimentation at Pfizer. This is mainly achieved through ‘workshop facilitation', but in a very unique, FUN manner. I attended the initial training in Dubai, and then the top 80 DTT Champs worldwide were invited to New York for specialised training. I was honoured to attend the New York advanced training last year, in 2018. Simplicity for Growth Champion: This role is part of a global Pfizer network, geared to reducing business complexity, to create room for transformational Change and Innovation. GCS Global Innovation Culture Lead: This assignment was to grow the Global Innovation Culture within GCS across lines, functions and locations to enable an innovation spirit and culture in developing new processes, ideas and technology. (across >200 colleagues globally). I have stepped off of 2 of these Secondments due to the additional MIL/SCIL workload.
PfizerCommercial Excellence Manager
Mar. 2017 - Jul. 2019Johannesburg Area, South AfricaOperational Excellence: • Using technology to implement structural and operational requirements to achieve targeted savings, including sales force restructuring (2018) – this included Strategy and Implementation: This included profiling, territory segmentation and targeting, resource opimisation, tracking and measurement
• Incentive policy development and quarterly calculations, as well as sales motivation initiatives
• Developing and then optimising our Sales Tools, primarily SDM (Sales Data Management – this program was specifically designed for Pfizer)/Datazen and eSP, and developing new applications to implement fully and constantly thereby increasing the effectiveness of the sales force strategy on an ongoing basis Strategic Revenue Management: • GtN (Gross to Net) Efficiency: To drive product and channel portfolio mix to manage affiliate GtN ratio together with the Key Accounts Team
• Customer Strategy: Assist with customer defined strategies to achieve growth objectives for key customers
• Commercial Opex allocations calculations and rationale
• Project management of commercial initiatives/projects to maximise ROI/IBA
• Management of the Affiliate promotional matrix Strategic Management:
• Accelerating the innovation planning processes: Assist Innovation Stakeholders for delivery against the Strategic Plan (LRP = long range plan = 10 years) through management of the business development and innovation planning processes
• Leading Market Research projects: Identification, Research and Feasibility studies and prioritisation of New Product Development and Product Extensions in new and existing categories
• Identification, evaluation and initiation of potential switches, and any other projects that may arise
• Integrating and leveraging data to insights wrt products, markets and our environment to drive optimisation: Constant monitoring and analysis on changes in the market environment.
PfizerBrand Manager: Consumer Healthcare - Centrum & Caltrate
Jun. 2013 - Mar. 2017Johannesburg• As Brand Manager, I held full brand portfolio responsibility and accountability within the affiliate, working closely with the Global Brand Directors to manage global brand strategies and for the development and execution of PCH SA Affiliate marketing programs to achieve sales and profit objectives for the portfolio of products: Robaxin, Centrum MyNutrients and Caltrate
• Provided the overall strategic direction on the portfolio of brands for the PCHSA Affiliate and Export Markets, managing the resource allocation across the portfolio to ensure sales and profit objectives were achieved
• Controlled the portfolio P&L’s, including forecasting and tracking of sales • Managed the relationship between the Local team and Cluster, Regional and Global Marketing Leads (governance). Contribute towards the Cluster and Regional growth strategies, best practice sharing etc. Achievements: 1. Top Performing Product of the Year (2014 & 2015)
2. Brand Manager of the Year (2015)
3. EMEA Cluster CoE (Centre of Excellence) Lead on Caltrate in 2016 (Guiding the Cluster to achieve more on Caltrate)
Planet FitnessMarketing Manager and Strategic Partners
Oct. 2011 - Jun. 2013Johannesburg, South AfricaOver and above the marketing accountability, I was responsible for cultivating and maintaining relationships among business partners while also developing strategies to increase revenue for their companies. This involved a variety of initiatives including developing and maintaining business relationships and designing data systems and policies, which allow partnerships to mutually thrive. This included conducting market research, and generating reports of business metrics, identifying opportunities for new partnerships; strengthening existing relationships and collaborations, hosting and attending workshops; building professional networks, developing and executing plans for strategic growth and enforcing these with legally-binding business processes
FCB InfernoSenior Producer
Jun. 2011 - Sep. 2011London, United KingdomSenior Producer is by nature very similar to what I have described below as "Account Director" at Joe Public, but in this case I was working exclusively on managing a Nokia Global Launch Campaign: Nokia Lumia.
Saatchi & Saatchi XGlobal Account Director
Oct. 2010 - Jun. 2011London, United KingdomWorking as a Global Account Director at Saatchi & Saatchi X, in London, on global accounts Arla Foods, Samsung and PepsiCo, my responsibilities were very similar to what I have described below as “Account Director" at Joe Public, the scale was just much larger in a global agency environment. A lot of the work included developing Global Tool-kits, which had to be implemented in numerous markets across the world, where the brands had presence.
Joe PublicAccount Director
Dec. 2009 - Jul. 2010Johannesburg Area, South AfricaAccount Director on Clover SA, Dial Direct, Spectramed, NGO The Society for Family Health. As Account Director I had to lead a set of client accounts within the agency, ensuring that they were profitable, and growing. I took responsibility for the delivery of world-class, quality creative work that met the clients’ needs and addressed their business problems. Imperative in this regard, was the effective management of my own teams, coupled with the ability to lead and inspire others inside and outside the agency. I was regularly involved with pitches for new business, approaching these with both a creative and commercial mindset. I reported to the senior management team of the agency. I managed the staff within my teams, being accountable for their performance and providing them with professional development opportunities. In a nutshell, my responsibilities included leading client accounts within the agency, with overall responsibility for the client-agency relationship. I worked with planners to interrogate client briefs, constantly challenging them to deliver better work. I also helped develop communications briefs to deliver on client business needs in an effective and accountable way. This was done in collaboration with Media Planners and Strategists to ensure integrated work was delivered. Over and above the day to day, I was responsible for identifying, developing and converting new business opportunities with existing and future agency clients.
Sync AdvertisingClient Service Manager
May. 2004 - Nov. 2009Johannesburg Area, South AfricaI started as an Account Executive and ended managing the full agency Client Service function.
TerrapinnConference Manager
Dec. 2001 - May. 2004Johannesburg Area, South AfricaPortfolio: IT and Technology This involved the full production cycle management for conferences and exhibitions: Research and agenda compilation, ensuring the right caliber of speaker confirmations, managing event execution excellence together with the sales and operational teams.
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