2021 — Present
Teva Pharmaceutical Industries — International Markets (IM)
Senior Director, Commercial Operations & Transformation
- Steward the IM Commercial Operations transformation agenda across 20+ markets, consolidating a fragmented country-by-country environment into 3 integrated, technology-enabled regional hubs: two shared-service hubs in India with an external vendor partner (in progress) and a digital & customer engagement hub in Croatia (fully operational). Lead an organization of 12+ professionals supporting 1,100+ sales representatives.
- Insights & Analytics: Architected and deployed a scalable Data Lake on Databricks with Power BI dashboards and KPI governance frameworks, establishing a single source of truth for commercial performance across the region.
- Serve as the regional focal point for commercial insights and analytics; direct primary and secondary market research; represent IM Commercial on Teva's global DADAI steering committee.
- Selected Analytics / AI Portfolio: Next Best Action / Next Best Offer models with dynamic HCP segmentation; Marketing Mix Modeling (>$3M annual value); Pricing Optimization ($20M+ cumulative); Tender Optimization (>$100M cumulative); SMART call center; AI avatar for sales rep training.
- AI Champions Program: Trained 30+ FTEs across IM, generating 15+ new initiatives, of which 3 were selected and funded into the VCT program and are now delivering measurable commercial impact.
- Commercial Excellence: Own the Sales Force Effectiveness framework (territory design, segmentation and incentive optimization) for 1,100 reps across 25+ countries; sponsor Commercial Excellence Academies and best-practice playbooks that drive region-wide adoption.
- Led the design of the IM Commercial Policy framework, ensuring customer and commercial offers are anchored to strategy, and built the monitoring systems that keep pricing aligned to policy.
- Customer Engagement & Digital (incl. the Croatia hub): Own the commercial technology ecosystem: Veeva CRM strategy, governance and modernization, alongside omnichannel engagement through Salesforce Marketing Cloud, design services, campaign automation and web analytics.