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About the Role
This role will be a key driver in executing and implementing the local commercial strategy and commercial excellence initiatives through close collaboration with the local Sales & Marketing teams. The overall responsibility is to develop and implement sales force effectiveness, including sales force sizing and structure, account segmentation & targeting, opportunity management, territory optimization, sales performance analytics and incentive compensation plans that will have a direct positive impact on the P&L of the business.
Responsibilities
- Direct interaction with business stakeholders.
- Provide strategic and analytical insights to Business Unit Heads.
- Assist in localizing the implementation of CommEx-related business processes.
- Incorporate new system capabilities, especially CRM functionalities (SFDC).
- Act as a partner for Business Unit Heads in strategic initiatives/topics.
- Provide project management and cross-functional coordination.
- Ensure alignment to International’s methodology and processes, while allowing for localization.
- Design and manage process rollout.
- Conduct analysis and validation with Business Units (SFDC integration).
- Provide training on customer segmentation & targeting process.
- Drive Integration of planning & opportunity management (also in SFDC).
- Assist in sales funnel/pipeline review.
- Provide training on the opportunity management process.
- Collaborate with Business Units to connect sales pipeline planning and financial business planning.
- Process SFDC on/off-boarding administration and provide training.
- Ensure SFDC compliance by sales team.
- Collect and feedback improvements to SFDC to better meet local needs.
- Implement Sales Rep territory design and mapping.
- Support the Business Unit in resource allocation planning.
- Conduct analysis of sales force benchmarking.
- Consult in local incentive scheme design and ensure alignment to strategy.
- Participate in country Incentive plan validation.
- Support field communication (development and launch).
- Consult in ad-hoc incentive programs design.
- Monitor and track sales and business performance.
- Design and provide necessary reports/data.
- Manage master data and ship-to codes.
- Manage and ship demo units and sample items.
- Provide other support services to sales teams.
- Develop strategic programs to improve distributors’ performance.
- Build and maintain relationships with distributors.
- Design and manage various contracts.
- Coordinate with corporate legal team.
- Design and define customer requirements for custom instruments.
- Manage vendors to procure custom instruments.
- Inspect and ship custom instruments.
- Hire, on board, develop and retain employees.
- Conduct target setting and end year review with employees.
- Establish strong relationships with key stakeholders, including local and International, as well as across 3 Business Units.
- Stay updated on industry trends, market dynamics, and regulatory changes.
Requirements
- Number of direct reports: 3~7 (under development)
- Senior Managers
- SFDC Product Owner
- Commercial Operations team
- Dealer Management team
- Special Instruments team
- Total number of direct and indirect reports: 14~20
Skills
- Sales force effectiveness
- Sales force sizing and structure
- Account segmentation & targeting
- Opportunity management
- Territory optimization
- Sales performance analytics
- Incentive compensation plans
- CRM functionalities (SFDC)
- Project management
- Cross-functional coordination
- Sales funnel/pipeline review
- Integrated business planning
- Sales Rep territory design and mapping
- Resource allocation planning
- Sales force benchmarking
- Incentive scheme design
- Field communication
- Ad-hoc incentive programs
- Sales and business performance monitoring
- Data reporting
- Master data management
- Distributor performance improvement
- Vendor management
- Employee development
- Target setting
- Performance reviews
- Stakeholder relationship management
- Industry trend analysis
- Market dynamics analysis
- Regulatory change analysis
Location
- Japan
Work Type
- Full-time
Experience Level
- Director
About the Company
- We're more than just a company - we're a community!
- Follow us on LinkedIn to see how we support and empower our employees and patients every day.
- Check us out on Glassdoor for a glimpse behind the scenes and a sneak peek into You. Unlimited., life, culture, and benefits at S+N.
- Explore our website and learn more about our mission, our team, and the opportunities we offer.