Senior Commercial Excellence Program Manager
Unison Industries
Luxembourg
il y a 3j

Essential Responsibilities

  • Develop and drive the standardization and adoption of commercial processes and tools in region specifically related to the Biotech and CDMO Segments - including account planning, SFDC, Social Selling, etc.
  • Define adoption criteria and the respective metrics & dashboards. Apply LEAN methodology.
  • Create the business case and drive the improvement / customization of account planning and management tools (e.g. Quip)
  • Own the Social Selling program using Linkedin Sales Navigator : Own and manage the vendor relationship, lead the x-functional team, implement impact and ROI KPIs, run regular reviews.
  • Be a consulting partner to Marketing and the global / local commercial leadership team to optimize Account prioritization, Sales methodology, conversion, and new product introductions (NPI process) for the respective customer segments.
  • Build out a template for what is best in class, map the gap and drive actions to bridge the gap collaborating with both regional and functional leadership.
  • Implement standardized SFE (Sales Force Effectiveness) systems, tools, analytics, performance dashboards and quantitative and qualitative KPIs.

    Define, deploy, sustain a global commercial intensity dashboard for the respective segments, implement global KPIs and lead respective operating mechanisms with key stakeholders

  • Track and measure the outcomes, and demonstrate the ROI for improvements in process, behaviours & projects.
  • Collaborate with the Global L&D leader to perform a commercial organizational capability SWOT analyses related to the sales force responsible for the specific segments, and create development plans, addressing the specific organizational needs for Growth / Emerging / Start-up companies.
  • Create the concept how to develop the field force skills to be able to comply with future requirements of the market.

  • Collaborate with global BI leaders to drive the standardization and simplification of reports and dashboards from various BI / reporting tools for the respective segments.
  • Sustain agreed DB’s and operating mechanisms and pro-actively look for improvement opportunities. Create the foundation for data based decisions regarding sales tactics.

  • Partner with the Digital enablement project leaders to understand how system improvements could accelerate commercial effectiveness for the respective segments.
  • Role Summary / Purpose

    This role coordinates and drives commercial excellence initiatives and cross-functional operational efficiency programs to support the commercial effectiveness regarding specific customer segments (Growth / Start-up / Emerging-Segment and CDMO-Segment).

    Qualifications / Requirements

  • Strong interpersonal skills, flexibility in communication style, familiarity with diverse cultural approaches. Strong intercultural awareness
  • Excellent verbal and written communication skills and the ability to interact professionally with a diverse group, executives, managers, and subject matter experts
  • Ability to lead through influence
  • Strong analytical and critical thinking skills required, including a thorough understanding of how to interpret customer business needs and organizational gaps & opportunities and translate them into application and operational requirements.
  • Strong business acumen and knowledge of commercial processes, market landscape and customer segments

  • Significant CRM specific experience with an emphasis on sales enablement for a large, multi-location sales force
  • Managing and prioritizing multiple projects, often through ambiguity
  • Successfully engage in multiple initiatives simultaneously, strong matrix & teamworking skills
  • Continuous innovation, process improvement, and adaptability skills
  • Proven change management skills
  • Proficient in Excel, MS Access, Oracle, SFDC and business intelligence (BI) applications (e.g. Qlik)
  • Desired Characteristics

  • Proven experience in commercial and / or marketing roles in the Life Sciences, medical devices or biopharmaceuticals industry
  • Direct sales experience is an advantage
  • MS Degree in Science / Computer Science, Biomedical Engineering, Business Admin or equivalent
  • Demonstrated leadership of cross-functional project teams and an ability to drive project plans to completion
  • Solid experience regarding CRM tools, SFDC, BI tools e.g. Qlik and Social Selling
  • Cross-functional and multi-cultural experience required
  • Business travel required (up to max 50%)
  • Germany

    Additional States / Provinces

    Alabama, Alaska, Alberta, American Samoa, Arizona, Arkansas, British Columbia, California, Colorado, Connecticut, Delaware, District of Columbia, Florida, Georgia, Guam, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Manitoba, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Brunswick, New Hampshire, New Jersey, New Mexico, New York, Newfoundland and Labrador, North Carolina, North Dakota, Northern Mariana Islands, Northwest Territories, Nova Scotia, Nunavut, Ohio, Oklahoma, Ontario, Oregon, Pennsylvania, Prince Edward Island, Puerto Rico, Quebec, Rhode Island, Saskatchewan, South Carolina, South Dakota, Tennessee, Texas, United States Minor Outlying Islands, Utah, Vermont, Virgin Islands, U.

    S., Virginia, Washington, West Virginia, Wisconsin, Wyoming, Yukon

    Relocation Assistance

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