Commercialization Excellence Director Italy

Company Description

Statistics show that women and underrepresented groups tend to apply to jobs only if they meet 100% of the qualifications. Sobi encourages you to change that statistic and apply. Rarely do candidates meet 100% of the qualifications. We look forward to your application!

At Sobi, each person brings their unique talents to work as a team and make a difference. We are dedicated to developing and delivering innovative therapies to improve the lives of people who live with a rare disease. Our edge comes from our team of people and our commitment to patients.

Here at Sobi, our mission and culture get us excited to come to work every day, but here are a few more reasons to join our team:

• Competitive compensation for your work
• Emphasis on work/life balance
• Collaborative and team-oriented environment
• Opportunities for professional growth
• Diversity and Inclusion
• Making a positive impact to help ultra-rare disease patients who are in need of life saving treatments

Job Description

Under the guidance of the General Manager Italy, Greece, Cyprus and Malta, the Commercialization Director is responsible for leading and embedding a culture of performance excellence across the affiliate,  also in collaboration with the Medical Excellence Lead.

 

This role involves leading significant organizational change, requiring a resilient, solutions-oriented, and growth-focused mindset.

Key Objectives and Responsibilities

• Lead the transformation of the Italian and Greek affiliates toward a data- and insights-driven culture, using segmentation and analytics to optimize business decisions, commercial planning, and customer engagement.
• Build and implement strategic frameworks for market segmentation, account management, and business intelligence to drive targeted and effective customer interactions.
• In collaboration with business units and cross-functional teams, develop and standardize commercial excellence tools (e.g. account planning, real-time dashboards, dynamic segmentation models).
• Advance omnichannel strategy, enabling seamless, insight-driven engagement across all customer touchpoints.
• Champion a customer- and market-centric approach across portfolios and brands, supporting informed, focused decision-making.

Accountabilities and Deliverables

1. Sales Force Effectiveness

• Drive segmentation and targeting strategies using market and customer insights to support prioritization of accounts and resource allocation.
• Monitor and optimize KPI performance in collaboration with BUDs, NSMs, and leadership. Proactively escalate risks or opportunities.
• Maximize use of Veeva CRM for account planning, customer profiling, call planning, and closed-loop marketing.
• Support rollout of business acumen and account excellence training in partnership with European Customer Excellence teams.
• Use qualitative and quantitative insights to drive customer understanding and improve go-to-market strategy.
• Institutionalize quarterly business reviews (QBRs) with sales teams, embedding insights and segmentation data to identify priority accounts.

2. Business Insights and Market Segmentation

• Enhance and structure the affiliate’s use of business analytics and insights to support commercial strategy, performance tracking, and customer understanding.
• Implement advanced market segmentation frameworks, integrating patient journey, disease epidemiology, referral mapping, and behavioural profiling.
• Provide actionable insights to senior leaders to support strategic decisions in customer engagement, portfolio allocation, and investment prioritization.
• Develop customer archetypes/personas using market research and segmentation analytics to inform tailored engagement.
• Align with global and EU-level initiatives to pilot new analytical tools and methodologies.

3. Omnichannel Development

• Define the vision for omnichannel engagement in Italy and develop a roadmap for its implementation, aligned with customer expectations and digital trends.
• Accelerate the deployment of omnichannel capabilities (e.g. Sobi Pro, VAE, CLM), integrating insights from segmentation to personalize engagement.
• Lead measurement of omnichannel effectiveness, using customer-centric KPIs (reach, engagement, preferences) to inform strategy.
• Collaborate with global digital marketing to ensure alignment and adaptation of global tools to the local ecosystem.

4. Launch Excellence

• Co-lead the development of affiliate launch excellence playbooks, embedding market segmentation, c