About this role
About Unilabs Headquartered in Geneva and part of the A.P. Moller Group, Unilabs is one of Europe’s leading medical diagnostics companies, offering a complete range of laboratory, pathology, genetics, and imaging services to patients across 14 countries. Unilabs invests heavily in technology, equipment, and people – using digital technologies in its state-of-the-art laboratories and imaging institutes – to improve the lives of close to 100 million people every year.
About the Role
The Sales Force Effectiveness Lead / Commercial Excellence is responsible for designing and implementing Sales Force Effectiveness (SFE) and Commercial Excellence initiatives for the Swiss market. The role strengthens data-driven decision making and optimizes sales steering (segmentation, targeting, territories and capacity planning) while delivering cross-functional, customer-/patient-centric improvement programs efficiently.
Key Responsabilities
Enhance the commercial data foundation (e.g., master data quality, data consolidation, customer-level insights, account mapping) to improve transparency and enable effective steering.Define and implement account segmentation and targeting approaches, as well as territory design and alignment.Plan and manage the annual capacity planning cycle, including target and goal setting.Create, continuously improve, and communicate monthly commercial analytics and performance reports.Own deal pipeline monitoring, including governance, process design, and reporting.Initiate and deliver ad-hoc SFE initiatives (e.g., early churn-risk detection, identification of new prescribers/customer groups).Lead market-mapping projects across business segments.Design, implement, and continuously refine incentive plans.Support short- and long-term commercial strategies per segment, based on customer and market insights.Implement, maintain, and optimize key dashboards (e.g., complaints management, sales dashboard/UniSales).Conduct regular feedback and alignment sessions with the leadership team.Build and support a long-term Voice of Customer approach in close collaboration with Commercial and IT.Identify critical customer/patient barriers and feed them into the cross-functional improvement pipeline for prioritization.Identify and deliver cross-functional continuous-improvement initiatives (incl. Medical, Commercial, Operations, IT and Finance) using a customer-/patient-centric, data-driven and Lean approach.Prepare and facilitate recurring cross-functional meetings to ensure transparency on challenges and drive execution of prioritized initiatives.Requirements
University degree in Business Administration, Economics, Life Sciences, Data/Analytics, or a comparable field.Several years of experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations, Business Analytics, or a related commercial function (healthcare/pharma environment is a plus).Strong analytical capabilities and experience working with commercial data models, segmentation/targeting, territory design and performance management.Proven track record in translating insights into actionable recommendations and leading initiatives from concept to implementation.Experience with dashboarding/reporting tools and CRM/sales reporting environments; ability to define requirements with IT and ensure adoption by business users.Knowledge of incentive plan design and governance, including stakeholder management and communication.Leadership experience (people leadership and/or project leadership), with the ability to develop teams and drive service excellence.Excellent communication and facilitation skills in cross-functional settings; able to influence senior stakeholders.Structured, proactive, and continuous-improvement mindset; familiarity with Lean principles is an advantage.Fluent in English; German / French is an advantage (depending on local stakeholder needs).