Job Description
We are seeking a dynamic and results-driven individual to join Straumann India as a Commercial Excellence Manager. This pivotal role is integral to driving sustainable and profitable growth by championing data-driven sales and marketing strategies. Collaborating closely with our sales and marketing teams, the incumbent will define and execute key strategic initiatives while ensuring their impact is measurable and actionable.
The ideal candidate will excel in collecting, analyzing, and deriving insights from data to influence business strategies. They will design and maintain insightful dashboards, deliver actionable recommendations, and monitor the effectiveness of initiatives to propel Straumann India's commercial success.
Responsibilities:
- Leads commercial excellence via compiling data from the various databases in Straumann System.
- Oversee monthly closing reports, consolidate zone-wise forecasts for mid-month forecast meetings, and support annual target-setting processes
- Track sales KPIs and metrices for providing data-driven insights to management and business units about opportunities and threats that they were previously unaware of.
- Conduct analysis of data on a regular basis as required by each Straumann India business unit, design visualization of the data through customized BI dashboards based on the needs of each business unit
- Overseeing the implementation and training of CRM/SFDC to the relevant business unit teams and ensuring proper usage
- Monitoring and tracking the use of CRM/SFDC and any other applicable programs such as e- Learning platforms
- Collecting data on courses conducted for customers through approved internal and external providers
- Work with country business units and management to create and implement a Competencies framework, while aligning on above mentioned with Regional and Global Commercial Excellence.
- Understand business unit needs, and implement a Sales Training program for India, tracking efficacy vs sales deliverables
- Working with regional and country HR and Finance to ensure a competitive and fair sales incentive plans customized to each business unit
- Timely and accurate delivery of deliverable is must
Outcomes:
- Through the above, deliver the following and drive the initiatives and projects that enable them. Sales, Sales Coaching, Sales Competencies and relevant training material, curricula and processes are in place to drive functional excellence and consistent performance in India
- Ensuring the timely development and deployment of tools and technologies that support reinforcement, application, coaching and learning of critical sales behaviors.
- Improving competencies related to the Solution Selling strategies of the business units Customer centricity and customer segmentation is embedded into sales processes. Develops and aligns the India entity on sales metrics that are required to measure the progress sales effectiveness and efficiency
- Programs and applications used to enhance sales effectiveness and productivity are successfully implemented
Requirements
- Bachelor's Degree in Business Management or other related discipline MBA or master’s degree in a relevant field is an advantage
- 4 — 6 years related of experience within Commercial/Sales Excellence and/or Commercial/Sales Operations within Pharmaceutical, or Medical Devices/Equipment/Consumables, or Dental Devices/Equipment/Consumables. 2 — 3 years of Sales and/or Sales Management experience is an advantage.
- Proficient in Excel, Power BI and SFDC/CRM.
- Highly proficient in at least one each of Data Analytics/Visualization and CRM applications listed: Tableau, Qlik, Python, SAP, Salesforce, Alteryx, Power BI, DOMO, FlORl, Pitcher or Cognos.
- Excellent in active listening, probing and getting to the core needs of an internal customer Persuasive and affable, being able to influence rather than to order, Seeing colleagues and other functions as customers and practicing customer centricity Bottom-up view of initiatives instead of top-down high-level views only
- Able to draw up measurable objectives and logical processes to drive toward achieving them Meticulous, calm, detail oriented, logical, objective and collaborative in professional setting
- Willing to speak up and justify requests based on needs of country/business unit teams Excellent training skills, being able to train internal customers in an interactive, supportive and highly motivational manner Looks to build consensus between country, regional and global functions through frequent interactions, both formal and informal
