Manager, Commercial Excellence/Sales Effectiveness

Business Insights Responsibilities

Drive Commercial Excellence Insights locally: Dive into every key data, insights to find out what actions to take for the business’s ultimate success in collaboration with the Regional Insight Consultant.

• Identify analysis gaps and needs to conduct ad-hoc and in-depth analysis as required
• Leverage, combine and consolidate data from multiples sources (i.e. CRM, ERP, market data etc..)
• Analyze data for trends, patterns, and causal analysis to assist understanding of (e.g. customer behavior, customer needs, and purchasing drivers)
• Synthesize actionable insights and recommendations in order to assess regional performance, identify performance gaps and drivers, develop remediation / action plans
• Be pro-active in proposing methodology and approach to conduct analysis in order to generate valuable and actionable insights.
  
  

Drives Commercial Excellence Incentive processes locally:

• Coordinate Territory Quota-to-payout (Sales Target) setting locally in the markets
• Supports Regional Business Insights Consultant in the incentive’s coordination locally
• Validate Business submitted SIP framework and input templates and collaborate within country to fix gaps
• - Communicate incentives payouts to Payroll team as per Payroll process and within agreed timelines
• Prepare and validate leaderboard ranking such as President’s Club
• Communicate incentives calculation calendar/timelines within country and work cross functionally to ensure adherence to timelines
  
  

Systems Responsibilities

Commercial Excellence system tools (SFDC, pitcher) and process expert driving adoptions at country level

• Monitor top-down adoption of systems and new functionalities and design plan to address the issues
• Interact with Country Head to address adoption challenges
• Attend recurrent meetings organized by International Product Owners, to understand the local impact of the changes from other markets
  
  

Drives and continuously improves Commercial Excellence SFDC & Pitcher based capabilities and processes locally

• Drives Commercial Excellence capabilities and processes locally (e.g. Samples, Demos and Opportunities)
• Consolidate feedback from Commercial teams on systems and process capabilities, usability etc.
• Be the 1st level prioritization on enhancement requests
• Represents and advocates for these stakeholders at international forums (i.e. FAB, backlog prioritization meetings, etc) where improvements are prioritized based on this feedback.
  
  

Overall Responsibilities

Focus + Specialization on solutions led by R Country Heads

• Achieve specialization (i.e. deep expertise) in terms of a franchise, markets, processes (or a combination thereof).
• Coordinate go-to-market analysis and optimization and territory alignment ensure standardisation in the approach locally
• Drive segmentation refresh and analysis locally
• Play role of advisor/consultant for Commercial Excellence Associates
• Proactively identify opportunities for process improvements
• Advise on development of new and to be retired regional KPIs & Dashboards (interacting with relevant International Product Owner)
  
  

Data & Data Quality

• Identify data cleansing needs and quality improvements, collaborating with relevant stakeholders (e.g. Customer Operations/CDA & sales teams) to address SFDC customer data gaps
• Coordinate data validation efforts locally in collaboration with relevant International Product Owner team.
• Execute tests as needed for systems or analytics based on guidance from International Product teams and International Test Manager
  
  

Stakeholder Interactions

• In interactions with Sales Teams (Reps + FLMs), collect feedback, issues, and improvement opportunities on Commercial Excellence tools and on sales processes
• Ensure relevance of solutions deployed by consistently engaging with stakeholders in field and back office.
• Deliver training locally for
• Field force on systems (SFDC & pitcher), analytics and relevant processes e.g. incentives
• Relevant stakeholders as per defined need (I.e. local marketing teams on SFDC campaigns etc..)
• SPOC for other functions in local markets (marketing, finance, S&OP etc...) to collect feedback, issues, and improvement opportunities on Commercial Excellence tools and commercial processes
• Support Country Head in QBRs providing Insights & Recommendations
• Develop a close connection with the field by participating in regular field rides and if relevant in the sales meetings.
  
  

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