The Business Excellence Lead for the North Region of AA is responsible for leading and driving the Business Excellence agenda across the region, ensuring continuous improvement in commercial effectiveness, productivity, profitability, and sustainable business growth.

This role acts as a strategic partner to commercial and marketing teams, leading the adoption of capabilities, processes, and tools that strengthen field execution, data-driven decision-making, and customer engagement transformation.

Key focus areas include:

• Sales Force Effectiveness (SFE)
• Segmentation, targeting, and territory optimization
• CRM adoption and digital capability evolution
• Commercial analytics and insights
• Sales incentive design and operationalization
• Multichannel / omnichannel customer engagement
• Strategic / Key Account Management
• Commercial capability development
• Implementation of new go-to-market models
• Commercial Trainning

Responsibilities

Business Excellence strategy and deployment:

• Translate and deploy the international Business Excellence vision into the North Region of AA.
• Co-create and adapt the regional strategy in alignment with business priorities and local needs.
• Identify commercial improvement opportunities and coordinate implementation with local, regional, and international stakeholders.
• Act as the voice of the region to influence the evolution of global initiatives, processes, and tools.

2. Sales Force Effectiveness and commercial model

• Lead SFE initiatives to improve sales force productivity, coverage, and effectiveness.
• Monitor commercial KPIs, identify gaps, and drive corrective actions with business leaders.
• Assess and recommend the optimal sales force size, structure, and coverage.
• Drive territory alignment and optimization initiatives.
• Support the implementation of new go-to-market models and future commercial capabilities.

3. Segmentation, targeting, and customer coverage

• Develop and execute customer segmentation and targeting strategies in collaboration with international and local teams.
• Define approaches to prioritize high-value accounts, segments, and customer groups.
• Ensure efficient, compliant customer coverage aligned with business strategy.
• Promote best practices in account management and resource allocation.

4. CRM, digital adoption, and multichannel engagement

• Lead the adoption, use, and evolution of CRM tools, including Veeva, across the region.
• Ensure training, disciplined usage, and compliance in the use of digital tools.
• Drive omnichannel and multichannel capabilities to improve customer engagement.
• Support the availability of tools, processes, materials, and practices that enable integrated channel execution.

5. Commercial analytics and insights

• Design and strengthen the commercial analytics agenda to measure performance, productivity, and growth.
• Define and track KPIs related to efficiency, commercial activity, and business outcomes.
• Generate actionable insights to support leadership decisions at regional and local levels.
• Standardize reporting, tracking, and benchmarking mechanisms across countries where applicable.

6. Sales incentive design and operationalization

• Collaborate in the design and update of sales incentive plans.
• Ensure proper implementation of incentive policies and structures across the region.
• Guarantee that plans are competitive, motivational, and aligned with desired behaviors.
• Periodically assess SIP health to ensure consistency with corporate principles.

7. Strategic / Key Account Management

• Drive the development of the Strategic Account Management, Key Account Management, and Account Management mindset and capabilities.
• Define, together with commercial leaders and international functions, the processes, routines, and tools required for strategic account management.
• Ensure adoption of practices such as business reviews, account planning, and account-level performance measurement.
• Strengthen the capabilities and structures needed to execute the key account strategy across the region.

8. Commercial capabilities and organizational development

• Design and implement commercial capability frameworks aligned with the international strategy.
• Assess skill gaps in commercial and marketing teams and propose development and training plans.
• Work with Training, HR, and commercial leaders to develop curricula and capability-building plans.
• Lead coaching, training, and commercial enablement initiatives to elevate team performance.
• Lead commercial policy.
• Review and analyze execution to ensure alignment with company policies.
• Bring market insights to keep it updated according to business needs.

9. Trade, pricing, and commercial compliance

• Support the implementation of commercial policies, distribution agreements, and pricing practices across the region.
• Collaborate on commercial reviews to identify risks and opportunities related to pricing, discounts, supply, and channel strategy.
• Ensure all commercial initiatives are executed in compliance with internal and regulatory requirements.

10. Strategic projects and continuous improvement

• Lead ad hoc projects aimed at improving commercial execution and accelerating growth.
• Coordinate cross-functional initiatives with functional areas, countries, and regional leaders.
• Promote a culture of continuous improvement, accountability, and data-driven decision-making.