Tabea J. - Head of Commercial Technology, Customer Activation, Data & Processes

Woltersdorf, Germany

Experience

May 2024 - May 2025

1 year 1 month

Head of Commercial Technology, Customer Activation, Data & Processes

Dr. Kade pharmazeutische Fabrik GmbH

Develop and implement sales and marketing strategies, including targeted initiatives for e-commerce channels, driving growth in online sales and through sell-out at POS
Responsible for data insights to understand and act on both conscious and subconscious purchasing behaviours, refining customer targeting and segmentation strategies
Lead regular sales and marketing training programmes, equipping teams with the tools and skills needed to execute strategies effectively and maximise performance
Streamline workflows, improve salesforce effectiveness, and enhance customer engagement
Collaborate in product innovation processes by contributing insights from sales and marketing data to influence product development and market positioning
Manage third-party distributor partnerships, ensuring product implementation aligned with regulatory standards and commercial objectives
Build and maintain successful relationships with external providers and partners, negotiating favourable terms and securing alignment with business goals
Drive data-driven marketing and sales initiatives, leveraging advanced technologies and process improvements to achieve measurable commercial growth
Achieved a 15% increase in sales productivity through CRM system optimisation, improving data accessibility and integrating actionable insights into sales strategies
Increased marketing ROI and sales growth through data-driven initiatives and precise customer segmentation strategies
Delivered sales and marketing training sessions, resulting in a 30% improvement in salesforce effectiveness and enhanced collaboration across teams
Improved customer satisfaction by 25%, driven by enhanced personalisation and digital transformation initiatives that improved the overall customer experience
Streamlined workflows, reducing manual tasks by 30%, and enhanced salesforce effectiveness with targeted crossfunctional tools and training

Jul 2023 - Mar 2024

9 months

Business Consultant

Various SMEs and start-up companies in the DACH region

Provided strategic consulting on go-to-market strategies for healthcare products
Coached founders, enhancing commercial capabilities and developing effective business plans
Improved client sales capabilities, leading to a 30% uplift in revenue within 6 months of implementation
Delivered strategic business plans that increased client profitability by 20% through cost optimisation and focused growth strategies

Aug 2021 - Jun 2023

1 year 11 months

Consultant BU Clinical Nutrition for Country Head + Head of Marketing

Baxter Deutschland GmbH

Delivered impactful projects in Oncology, Nephrology, and other therapeutic areas within the EMEA team, focusing on strategy, implementation, and operational excellence
Co-developed financial and business plans for 2022 & 2023 and supported leadership with business cases, evaluations and follow-up on analysis and reporting
Designed and implemented tailored sales coaching programmes and marketing training initiatives to strengthen team performance and alignment and improved KPIs
Led pilot projects in the DACH region, focusing on innovative sales and marketing frameworks recognised globally for scalability and impact
Collaborated with internal IT Centres of Excellence across regions and the USA, Poland, and India, aligning digital strategies with business objectives
Identified opportunities for rapid asset maturation with strong value propositions through digital solutions and start-up evaluation
Conducted targeted sales coaching sessions that boosted team productivity by 20%, directly improving conversion rates across key therapeutic areas
Rolled out marketing training programmes that increased campaign ROI by 25%, equipping teams with advanced digital tools and customer engagement strategies
Enhanced cross-functional collaboration between marketing & sales in DACH, reducing reporting inefficiencies by 20% through streamlined KPIs and actionable insights
Increased DACH region engagement rates by 54%, with pilot projects serving as blueprints for global adoption
Supported teams in creating patient-centric marketing solutions with third-party distributors that led to a 35% improvement in customer satisfaction

Oct 2020 - Feb 2025

4 years 5 months

Publisher and Author

Publishing 91 Jost & Jost Verlag GbR

Write and produce learning content and music for 2- to 5-year-old children under the pseudonym Kiki Paul
Develop and edit new artistic magazine series for adults
Publications include Implementation of Digital Commercial Strategy in Pharma (Baxter internal, 2022), Lupido und das Wasserkonzert (Book + Music, 2020), HCP behaviour, Healthdata trends and Brand experience (Bayer internal, 2017), Brand Management 3.0 (Computerwoche, 2015)

Nov 2019 - Sep 2020

11 months

Chief Commercial Officer & Member of the Steering Board

EDU Medical / Candena GmbH

Designed and executed a commercial strategy with a strong ROI focus, achieving a 25% sales increase while reducing costs
Supported the accreditation of the first European medical university
Streamlined operational processes and introduced design-thinking workshops to enhance the customer journey and user focus
Acted as a sparring partner for investors, refining expansion strategies and business model, interacting with partners, vendors, and KOLs
Achieved a 25% sales increase, expanding the target customer group while maintaining stability with existing clients
Reduced costs by 20%, with a 40% improvement in campaign effectiveness and engagement rates of 60% on social media and online traffic
Improved operational efficiency by 30%, enhancing the customer journey and student satisfaction levels

Apr 2019 - Oct 2019

7 months

Digital Project Business Consultant

Diverse KMU and Start-up companies DACH

Advised SMEs on diversification strategies and AI-based services for B2C healthcare business models
Led seed projects, including developing digital patient records and devices for market entry in Germany
Consulted on launch for a digital product into the DACH market, generating projected sales growth of 25%
Created a comprehensive B2B strategy
Improved operational readiness, cutting time-to-market by 30% for key innovations

Apr 2018 - Mar 2019

1 year

Global Director Marketing and Communications

Carl Zeiss Meditec AG

Managed the global product launch of Tivato 700, collaborating across Spain and the USA including tests with sales teams, customer studies, digital assets and clinical decision support tools
Developed the financial plan for 2018/19 across Neuro, Spine, Dental, ENT and Gyn with a focus on digital
Implemented innovative marketing strategies including VR/AR/MR projects to enhance brand experiences
Guided the development of clinical decision support tools and field services to improve customer satisfaction
Managed global licensing for all business units and supported FDA approval in the US and ES
Enhanced digital engagement by 30% through virtual and augmented reality projects
Reduced product launch delays by 25% through improved cross-departmental collaboration and lean project management

Mar 2017 - Feb 2018

1 year

Global Business Partner IT - Project Lead Commercial Consumer Health & IT Manager Global Release and Life-Cycle Management

Bayer Business Services GmbH

Planned and implemented digital marketing projects for top consumer health brands ECEMEA in 15+ countries, focusing on dermatology and gastrology (Bepanthen, Iberogast)
Introduced advanced analytics and digital customer insight strategies to improve brand engagement
Provided guidance and mentoring to ECEMEA medical marketeers with a focus on dermatology
Monitored digital health trends and internal innovation initiatives such as customer success with VR
Managed global change requests for sales and pricing processes, collaborating with far-shore development teams and introducing a new operating model to business partners
Optimised digital analytics and CRM tools (Veeva, Salesforce) and customer insights strategies to innovate brand experience for pharmacists
Increased e-detailing effectiveness resulting in 10% higher HCP adoption for key products
Improved operational efficiency by 15% through regular virtual meetings with global consumer health stakeholders