Commercial Excellence Manager - Malaysia, Singapore, Brunei and Indonesia
Salary undisclosed
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JOB DESCRIPTION:
Primary Objective of the Position
The Region Commercial Excellence Manager is responsible for driving best-in-class standardized processes and tools to support performance excellence in MyDash Utilization, Sales Cadence, Integrated Business Planning (IBP) Commercial Management Cadence and Profitability Improvement via Value Creation / Expansion deployment in the Region.
- Enables Sales Excellence, IBP & Profitability Improvement for the Region
- Guides, monitors, analyses and provides expertise on business integration & alignment
Major Accountabilities
- Region (Singapore and Malaysia ) Ownership of Sales Excellence tools (primarily MyDash), including data stewardship and ticket resolution with Global Team. Coordination of all tool activities. Support and maintain MyDash for the Region that aligns with global standardized support system. For Area Commercial Excellence, capture and prioritize investment needed to address issues or new enhancements. Enable MyDash as the System of Truth for Prospective Business Opportunities.
- Champion implementation and adoption of the Sales Cadence Process across the Region by tracking, monitoring & reporting on KPIs using dashboards & Command Centres to drive accountability and enable effective Root Cause Analysis and identification of best-in-class practices.
- Work with region and Area Marketing, Service, Supply chain and distribution teams to ensure full alignment with Sales Cadence, thus enabling an effective, efficient and repeatable monthly IBP Commercial Management Process.
- Ownership of Integrated Business Planning (IBP) Commercial Management Process. Report on changes in business and market dynamics, enable development of contingency plans to exploit opportunities and mitigate vulnerabilities to close strategic and business gaps
- Ensure alignment of sales pipeline activities, Acquisition & Value Expansion Opportunities, to both the strategic & tactical plans of Region/Country.
- Report on month to month changes in Business and Market Dynamics, outlining potential Opportunities and Vulnerabilities.
- Report on current months sales vs targets using risks and contingencies to achieve targets.
- Ensure timely and effective communication and close-out of Key Decision Made, Elevations and Action Items arising from the Region Review Process.
- Champion value creation activities at regional level, by ensuring alignment of activities, collecting and reporting on progress on a monthly basis.
- Support value creation / expansion activities - Levers that need to be planned and executed across the Region to enable Sales and Margin Growth (such as asset utilization and contract compliance).
- Success in this role is measured by Region Sales & Margin goals. Key Measures will include MyDash adoption / usage completeness & accuracy plus effectiveness, Sales Cadence adoption & effectiveness, Pipeline Transparency, Acquisition and Value Expansion Win Rates, integration effectiveness, value creation achievement (sales, margin and EP) and IBP forecast accuracy.
Key Relationships
- Reports to APAC Commercial Excellence Director with functional accountability to cluster MD.
- Collaborates with Acquisition & Customer Experience leadership & front line to support effective adoption of the sales cadence process & the utilization of MyDash.
- Collaborate with Region Leadership to align Strategy & Profitability Initiatives.
- Collaborates with Region Controller to align the Demand Management Statement & link to the rLBE.
- Implement Sales Excellence Best Practice Processes (incl Tools) established by Area & Global Teams.
Educational Background
- Bachelor’s degree or equivalent experience required. Bachelor’s degree in financial management, business administration or related finance field.
Requirements / Experience
- Minimum of 5-10 years experience in a commercial management (Sales Management preferred) role in healthcare industry (Diagnostic preferred).
- Demonstrated expertise as a business leader with experience of interfacing with General Manager and Snr Country / Region Leadership.
- Demonstrated business analytical capabilities, strong financial acumen and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management).
- Strong management skills, with demonstrated ability to lead and operate within a Cross Function Team in a Matrix Organizational Structure.
- Demonstrated performance of influencing change.
- Highly organized with strong communication skills. Previous experience of leading Projects / Programs would be advantageous.
The base pay for this position is
N/AIn specific locations, the pay range may vary from the range posted.