Director, Commercial Excellence

Jpn - Tokyoexecutive

Other

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Quick Summary

Requirements Summary

3~7 (u

Technical Tools

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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 of the Japan Commercial Excellence Director 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

~2 min read

• Direct interaction with business stakeholders. (e.g. Country Lead, JP Business Unit Heads, JP Key Functional Leaders, International Commercial Operation, etc.)

• 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)

Strategy

→Act as a partner for Business Unit Heads in strategic initiatives/topics that may arise
→Provide project management and cross-functional coordination where needed

Segmentation & Targeting

→Ensure alignment to International’s methodology and processes, while also allowing for localization to best fit the needs of the local team
→Design and manage process rollout
→Conduct analysis and validation with Business Units (SFDC integration)
→Provide training on customer segmentation & targeting process

Opportunity management

→Drive Integration of planning & opportunity management (also in SFDC)
→Assist in sales funnel/pipeline review
→Provide training on the process
→Collaborate with Business Units to connect sales pipeline planning and financial business planning to enable integrated business planning

SFDC Product Owner

→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

Territory Management

→Implement Sales Rep territory design and mapping
→Support the Business Unit in resource allocation planning
→Conduct analysis of sales force benchmarking when needed

Sales Incentive Management

→Consult in local incentive scheme design and ensure alignment to strategy
→Participate in country Incentive plan validation
→Support where necessary in field communication (development and launch)
→Consult in ad-hoc incentive programs design

Sales/Business Performance Analytics and Sales Support (Commercial Operations)

→Monitor and track sales and business performance (budget vs actual, etc.)
→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 from each Business Unit

Dealer Management

→Develop strategic programs to improve distributors’ performance
→Build and maintain relationships with distributors
→Design and manage various contracts
→Coordinate with corporate legal team

Special Instruments

→Design and define customer requirements for custom instruments
→Manage vendors to procure custom instruments
→Inspect and ship custom instruments

General

→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 that may impact the commercial operations