Sales Force Effectiveness Lead / Commercial Excellence

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).