Senior Director Commercial Excellence

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Job Type

Full-time

Description

Summary:

The Senior Director, Commercial Excellence has the responsibility for optimizing and enhancing various aspects of a company's commercial operations to improve its overall performance, revenue, and profitability. The role will focus on implementing strategies and initiatives to drive sales effectiveness, improve customer engagement, and enhance the efficiency of commercial processes.

Role Overview:

• Sales Effectiveness: Developing and implementing strategies to improve sales team productivity, performance, and efficiency. This may involve sales training, coaching, and the development of sales tools and resources.
• Market Analysis: Conducting market research and analysis to identify opportunities for growth, understand customer needs and preferences, and evaluate competitive dynamics.
• Customer Relationship Management (CRM): Implementing and managing CRM systems to effectively track customer interactions, manage leads, and support sales and marketing efforts.
• Pricing Strategy: Developing and implementing pricing strategies to maximize profitability while remaining competitive in the market.
• Channel Management: Managing distribution channels and partnerships to ensure optimal reach and coverage in target markets.
• Marketing Effectiveness: Collaborating with marketing teams to optimize marketing campaigns, messaging, and channels to drive customer acquisition and retention.
• Data Analytics: Utilizing data analytics and business intelligence tools to gather insights, measure performance, and make data-driven decisions.
• Process Optimization: Identifying opportunities to streamline and improve commercial processes, such as order management, inventory management, and customer service.

Essential Duties and Responsibilities

• Serve as a member of the Commercial Leadership Team and contribute to the development and execution of the commercial, operational and organizational strategies and plans
• Build a diverse and high performing team in the Commercial Excellence; integrate the cross-functional efforts of people and teams so that they work as collaborative partners with their peers
• Build, activate, and optimize commercial capabilities to support excellence in planning and execution of sales, marketing, market access, and other functions as required.
• Conduct business planning, forecasting, and performance monitoring, reporting and management capabilities that enable leadership to effectively manage the business and achieve its goals and objectives
• Partner with Sales Leadership to ensure that the sales functions have the key enabling capabilities in place to achieve business performance objectives including, CRM/Dashboard, Reporting, Forecasting, and Incentive Compensation
• Develop a world class Commercial Training and Employee Development function to ensure a knowledgeable go-to-market sales and sales support team
• Define and manage the monthly, quarterly and annual forecasting process. Develop and train on the supportive tools and templates; ensure that teams have the insights and data needed to make inform decisions
• Lead of sales compensation team that will own sales incentive plan program including design for sales incentive plans, sales targets to meet annual plans, rules for plan participation, sales crediting, and payouts.

Key Performance Indicators (KPI's):

• Top line revenue
• Gross margin
• Employee engagement score of the sales department
• The functional needs of sales leadership are met in a timely manner

Requirements

Physical/Mental Essential Functions:

• 25%+ travel may be required
• Ability to input data into computers and departmental systems
• Ability to read, analyze and interpret general business documents and manuals
• Ability to interact/communicate effectively with customers, employees, and external personnel
• Effectively communicate in English orally and in writing
• Ability to identify, communicate, and help prevent potential problems
• Ability to solve practical problems within established parameters
• Ability to follow a set of procedures or set sequences
• Ability to work in a fast-paced environment
• Must be efficient with strong attention to detail

Work Conditions - Remote:

• Work in an efficient and healthy workspace - good light, comfortable temperature, ergonomic adjustable chair, computer keyboard, and mouse to suit your needs. Work within agreed-upon work hours. Maintain proper posture, take breaks, and be sure to do stretches during your shift. Set boundaries with family members with regard to interruptions and noise etc. Be mindful to "disengage" from work and have a work/life balance.
• Requires a stable internet connection with appropriate download/upload speeds and bandwidth

Salary Description

230,000