The posting
Job description
LOCATION - Amsterdam preferred / Spain / Italy
At Shionogi, we are committed to improving global health through innovation, collaboration and a deep understanding of the people and markets we serve. As our Infectious Disease portfolio evolves, outstanding launch execution and a single, evidence-based view of performance are essential to making faster, better decisions. We are now seeking a Customer Excellence Lead, Infectious Disease to act as the strategic business partner and performance owner for the portfolio. This is a highly visible role spanning Regional and Country teams, with ownership across launch excellence, forecasting, performance management, business reviews, incentive governance and growth opportunity identification.
Why Join Shionogi?
Shionogi offers a purpose-driven, agile and collaborative environment where employees are empowered to make a meaningful impact. This role provides the opportunity to shape launch readiness, influence portfolio decisions and connect strategy, data and market understanding across Commercial, Finance, Supply Chain, Insights and Country organisations.
About the Role
As Customer Excellence Lead, Infectious Disease, you will ensure Regional and Country teams operate from one aligned view of brand performance, launch readiness, business outlook, risks, opportunities and priorities. You will translate complex analysis into clear commercial implications, coordinated action and measurable outcomes.
Working closely with Brand Commercial Directors, Country Customer Excellence teams, Insights, Finance, Supply Chain and the Customer Engagement & KAM Excellence Lead, you will build consensus, challenge assumptions constructively and drive disciplined follow-through. As there are no direct reports in this role, you will combine strategic leadership with a practical, hands-on approach to delivery.
A Summary of Key Responsibilities Includes:
- Brand Performance Ownership
- Own the integrated view of Infectious Disease portfolio performance across the Region and Countries.
- Explain commercial, market, access, customer and execution drivers, leading variance and root-cause analysis.
- Quantify risks and opportunities and drive agreed corrective actions.
Launch Excellence, Planning & Monitoring
- Co-lead commercial launch planning and translate strategy into measurable Regional and Country readiness plans.
- Establish workstreams, milestones, dependencies, owners, governance and launch KPIs.
- Maintain launch dashboards and readiness trackers, run scenarios and trigger corrective action where required.
- Monitor early launch performance, accelerate learning and scale lessons across Countries and future assets.
Forecasting, Planning & Business Consensus
- Own Regional forecasting across Budget, monthly Latest Best Estimate, long-range planning and rolling demand cycles.
- Lead Country forecast reviews, challenge and reconcile assumptions, and build consensus around one agreed outlook.
- Partner with Finance and Supply Chain to align revenue, volume, demand, scenarios and assumptions, while monitoring forecast accuracy.
KPIs, Dashboards & Performance Management
- Define lifecycle- and launch-stage KPIs with common definitions, data sources, owners and review frequency.
- Develop dashboards, scorecards and Brand Team packs that provide one version of the truth.
- Lead disciplined performance reviews focused on insights, decisions and actions, simplifying and automating reporting where appropriate.
Insights, Analytics & Growth Opportunities
- Translate market, customer, patient, competitor, epidemiology and treatment-pathway insights into commercial implications.
- Identify and quantify growth levers, launch barriers, risks and evidence gaps.
- Use scenarios to support strategic choices and recommend resource allocation.
Incentives, KAM Performance & Commercial Effectiveness
- Co-design brand- and launch-specific KAM objectives, targets and incentives with relevant Regional and Country leaders.
- Validate Country KAM performance and prepare evidence-based recommendations for the KAM Bonus Committee.
- Review incentive effectiveness and recommend improvements, aligned with strategy, fairness, data availability and compliance.
Brand Team & Cross-Functional Leadership
- Serve as a core member of Regional and Regional-Country Brand Teams and relevant launch governance forums.
- Align Country Customer Excellence teams on launch plans, forecasts, KPIs, priorities and corrective actions.
- Partner across Insights, Finance, Supply Chain, Medical, Market Access, Regulatory, Digital and other functions to drive one common narrative and follow-through.
What Are We Looking For?
We are looking for a commercially curious, analytically strong leader who is comfortable owning the quality of the business outlook. You will combine advanced forecasting and performance-management expertise with the confidence to challenge assumptions, build consensus and communicate complex analysis simply. You will also be a credible influencer and strong relationship builder, able to create alignment and achieve results through others without relying on formal authority. You Will Bring:
- A bachelor's degree in Life Sciences, Pharma or Business; an MBA or equivalent postgraduate qualification is desirable.
- Ideally, 7- 8 years of pharmaceutical or biotechnology industry experience.
- Experience in commercial excellence, forecasting, business analytics or brand performance.
- Ownership of Budget, LBE, demand and performance-management processes.
- Experience defining KPIs, building dashboards and translating analysis into action.
- Experience aligning and negotiating forecasts with Country and Regional stakeholders.
- Advanced forecasting, scenario-modelling, analytical, financial and commercial capability.
- Experience in incentive design, target setting or KAM performance validation.
- Experience supporting launches and in-market optimisation; Infectious Disease, anti-infectives or hospital-product experience is desirable.
- Strong Excel, PowerPoint and business intelligence skills, with knowledge of market research, epidemiology and customer analytics.
- Excellent stakeholder management, influencing, relationship-building, negotiation, programme management and communication skills.
- Knowledge of CRM, omnichannel, AI or advanced analytics tools.
How You Work
- You act as an owner and are accountable for the quality of the business outlook.
- You are commercially curious and motivated to understand performance drivers.
- You challenge assumptions and senior stakeholders constructively.
- You are pragmatic, decisive, collaborative and willing to work hands-on to turn plans into action.
- You are comfortable with uncertainty and incomplete information.
- You demonstrate high standards of accuracy, integrity and transparency.
- You are patient-centric and committed to ethical business practice.
Join Us
If you are motivated by turning insight into action, strengthening launch performance and helping Regional and Country teams make faster, better decisions, we would welcome your application.
