Commercialization Excellence Director Italy
Pubblicato il 27-08-2026 - Sobi in Milano
**Company Description**
**_ 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 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, competitive intelligence, and customer insight as core elements.
- Lead commercial readiness by developing robust go-to-market models: - Patient journey mapping
- Market sizing and segmentation
- Sales force sizing and targeting
- Competitive environment analysis
- Post-launch monitoring and insights generation
- 5. Forecasting_
- Lead bottom-up and top-down forecasting (patients, volumes, revenues) incorporating insights from segmentation and real-world data.
- Co-own LRP (Long-Range Plan) assumptions and business cases with the Finance Director and GM, bringing deep understanding of customer dynamics and market trends.
- 6. Operational Excellence and Customer Focus_
- Lead initiatives to embed a **custom