Customer Engagement and Commercial Excellence Head

Are you passionate about strengthening commercial effectiveness, transforming customer experiences, and developing new capabilities through data, technology, and artificial intelligence? Do you have experience leading teams, complex projects, and commercial strategies in matrix and regulated environments?

At AstraZeneca, we are looking for a Customer Engagement and Commercial Excellence Head to lead the Commercial Excellence agenda in partnership with business leaders and cross-functional teams. This role will connect commercial priorities and customer insights with integrated strategies, capabilities, processes, and execution standards.

The role will lead initiatives across Sales Excellence, Marketing Excellence, Customer Engagement, omnichannel engagement, commercial analytics, operational effectiveness, and digital transformation, with the goal of improving sales force productivity, strengthening marketing impact, simplifying ways of working, and creating differentiated customer experiences.

Main Responsibilities

• Define and lead the Sales Excellence and Sales Force Effectiveness strategy, aligned with business priorities and regional and global frameworks.
• Optimize sales force structure, resource allocation, territories, customer segmentation, and targeting.
• Lead frameworks for incentives, quotas, performance indicators, productivity, and commercial execution standards.
• Design and lead the Customer Engagement and omnichannel strategy, integrating face-to-face and digital channels.
• Develop methodologies for customer journeys, channel strategy, content planning, and personalized experiences.
• Act as a strategic partner to commercial leaders, providing data-driven recommendations and insights to support business decisions.
• Lead Marketing Excellence initiatives, brand planning, capability building, and commercial transformation.
• Establish dashboards, performance indicators, and review routines to monitor commercial performance, campaign effectiveness, and customer experience.
• Promote the use of data, analytics, artificial intelligence, and automation to improve productivity, insight generation, and decision-making.
• Simplify commercial processes, reduce duplication, and lead workflow redesign to improve efficiency and scalability.
• Lead transformation projects, managing scope, resources, budgets, risks, dependencies, and stakeholder expectations.
• Drive the adoption of new capabilities, tools, and ways of working through change management strategies.
• Lead, develop, and inspire the Sales Excellence, Marketing Excellence, and Customer Engagement teams.
• Build capabilities through learning programs, communities of practice, playbooks, and practical tools.
• Ensure compliance with corporate policies, ethical standards, regulatory requirements, and applicable procedures.

Key Requirements

• University degree in Business Administration, Marketing, Economics, Engineering, Health Sciences, or a related discipline.
• Significant experience in the pharmaceutical, biotechnology, healthcare, or another highly regulated industry.
• Broad experience across Sales, Marketing, Sales Force Effectiveness, Commercial Excellence, or related functions.
• Experience leading teams and developing high-performing talent.
• Experience in commercial strategy, customer segmentation, targeting, territory design, incentives, and performance management.
• Experience leading Marketing Excellence initiatives, brand planning, or commercial capability-building programs.
• Experience managing cross-functional projects and commercial transformation programs.
• Strong analytical skills and experience interpreting commercial data, customer insights, and business intelligence.
• Strong business acumen and ability to influence senior leaders in a matrix organization.
• Advanced English proficiency.
• Understanding of governance, ethics, and compliance in regulated environments.

Preferred Qualifications

• MBA, master’s degree, or related postgraduate qualification.
• Experience designing or implementing Customer Engagement and omnichannel strategies.
• Knowledge of customer journey design, channel strategy, content planning, and personalized engagement.
• Experience with CRM, digital platforms, advanced analytics, or artificial intelligence applied to commercial processes.
• Regional or international experience.
• Experience supporting pharmaceutical launches or portfolio growth strategies.
• Experience leading organizational change and new commercial operating models.
• Knowledge of the healthcare system, pharmaceutical industry trends, and evolving customer expectations.

At AstraZeneca, we combine science, innovation, data, and technology to improve the way we work and create value for our customers and patients.

Join us as a Customer Engagement and Commercial Excellence Head and lead commercial transformation through stronger capabilities, differentiated experiences, data-driven decisions, and the responsible use of artificial intelligence.

Together, we can strengthen commercial excellence and transform the future of healthcare.

Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.