Tabea Jost
Head of Commercial Technology, Customer Activation, Data & Processes
Experience
May 2024 - May 2025
1 year 1 monthBerlin, Germany
Head of Commercial Technology, Customer Activation, Data & Processes
Dr. Kade pharmazeutische Fabrik GmbH
- Lead comtech, digital marketing, data and insights in commercial.
- 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 behaviors, refining customer targeting and segmentation strategies.
- Lead regular sales and marketing training programs, equipping teams with the tools and skills needed to execute strategies effectively and maximize 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, driving commercial performance.
- 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 favorable 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 optimization, 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 personalization and digital transformation initiatives that improved the overall customer experience.
- Streamlined workflows, reducing manual tasks by 30%, and enhanced salesforce effectiveness with targeted cross-functional tools and training.
Jul 2023 - Mar 2024
9 monthsBerlin, Germany
Business Consultant
Various SMEs and start-up companies in the DACH region
- Consulted various companies on go-to-market strategies.
- 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 optimization and focused growth strategies.
Aug 2021 - Jun 2023
1 year 11 monthsMunich, Germany
Consultant BU Clinical Nutrition for Country Head + Head of Marketing
Baxter Deutschland GmbH
- (Digital) Strategy, Implementation, Ops and Effectiveness.
- 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 onward and supported leadership with business cases, evaluations, follow-up analyses, and reporting.
- Designed and implemented tailored sales coaching programs 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 recognized globally for scalability and impact, achieving above-average engagement rates and global recognition for innovative frameworks and templates.
- Collaborated with internal IT Centres of Excellence across regions and the USA, Poland, and India, aligning digital strategies with business objectives.
- Evaluated digital solutions and start-ups, identifying opportunities for rapid asset maturation with strong value propositions. Leveraged cross-functional collaboration.
- Conducted targeted sales coaching sessions that boosted team productivity by 20%, directly improving conversion rates across key therapeutic areas.
- Rolled out marketing training programs that increased campaign ROI by 25%, equipping teams with advanced digital tools and customer engagement strategies.
- Enhanced cross-functional collaboration between M&S 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, driving repeat sales and loyalty.
Oct 2020 - Feb 2025
4 years 5 monthsBerlin, Germany
Publisher and Author
Publishing 91 Jost & Jost Verlag GbR
- Writing and producing learning content & music as Kiki Paul for 2- to 5-year-old children.
- Developing and editing new artistic magazine series for adults.
- Implementation of Digital Commercial Strategy in Pharma, Baxter (internal), 2022
- Lupido und das Wasserkonzert, Book + Music, 2020 Publishing 91 Verlag
- HCP behavior, Healthdata trends and Brand experience, Bayer (internal), 2017
- Brand Management 3.0, June 2015, Computerwoche
Nov 2019 - Sep 2020
11 monthsBerlin, Germany
Chief Commercial Officer & Member of the Steering Board
EDU Medical / Candena GmbH
- Leader Commercial Business (B2B, B2C, B2CB) including investment strategy.
- 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 the business model, closely 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 monthsGermany
Digital Project Business Consultant
Various SMEs and start-ups in the DACH region (confidential)
- Advised various companies on setting up a digital business strategy (seed projects); project volumes approx. €2 million each.
- 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 a digital product launch 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 yearOberkochen, Germany
Global Director Marketing and Communications (with Prokura)
Carl Zeiss Meditec AG
- Global Product Launch “Tivato 700” + M&S transformation.
- Managed the global product launch of Tivato 700, collaborating across Spain and the USA, including tests with sales teams, customer studies, digital assets such as clinical decision support, and field services.
- Developed the financial plan for 2018/19 (Neuro, Spine, Dental, ENT, 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.
- Portfolio management: global licensing for all BU and support (FDA) approval in US and ES.
- Guided service partners in analyzing global markets and contributed to results.
- Enhanced digital engagement by 30% through innovative 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 yearBerlin, Germany
Global Business Partner IT – Project Lead Commercial Consumer Health & IT Manager Global Release and Life-Cycle Management
Bayer Business Services GmbH
- Brand advisor for key countries and stakeholders in dermatology and gastroenterology + global lifecycle management for Bayer CRM programs, Veeva, Salesforce.com.
- Planned and implemented digital marketing projects for top Consumer Health brands in ECEMEA across 15+ countries, focusing on dermatology and gastroenterology (Bepanthen, Iberogast).
- Introduced advanced analytics and digital customer insight strategies to improve brand engagement.
- Offered guidance and mentoring to ECEMEA medical marketers with a focus on dermatology.
- Monitored digital health trends and drove internal innovation, e.g., customer success with VR.
- Managed global change requests for sales and pricing processes for country clusters (e.g., NZ, China, CH), collaborating with offshore development teams and introducing a new operating model to business partners.
- Ensured innovation in brand experience for pharmacists by optimizing digital analytics, CRM tools (Veeva, Salesforce), and customer insight strategies.
- Increased e-detailing effectiveness, resulting in 10% higher HCP adoption for key products.
- Improved operational efficiency by 15%.
- Held regular (virtual) meetings with global Consumer Health stakeholders to collaborate, serve, educate, and influence.
Languages
German
NativeEnglish
AdvancedFrench
AdvancedChinese
Advanced Education
Sep 2008 - Jun 2010
Danube University Krems
Master of Science · Communications · Krems an der Donau, Austria
Jun 2003 - Jan 2006
IHK Berlin
Vocational Training as Businesswoman · Audio-Visual Media · Berlin, Germany
Sep 2001 - Jun 2003
Europe University of Viadrina
Economics · Frankfurt an der Oder, Germany
...and 1 more
Certifications & licenses
Certificate Digital Innovation Strategy & Multichannel Management in Pharma
Berlin, Germany & Ghent, Belgium
Certificate Salesforce Veeva Multichannel Admin
Berlin, Germany
Certificate Agile Scrum Master (Foundation + Master Course)
Berlin, Germany
Prince2 Project Management
Berlin, Germany
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