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Commercial Excellence Director, Apac

2 weeks ago

Singapore Mölnlycke Full time

**PURPOSE OF POSITION**

Reporting directly to the VP Commercial Wound Care, Regional Commercial Excellence Director is responsible for driving strategy & facilitating strategy execution in APAC by working with APAC VP & extended APAC leadership team and driving commercial excellence across all BAs within the region.

Formulates and executes an effective strategic sales excellence plan in line with global and regional strategies in order to drive above market growth while optimizing our sales channels (both direct and indirect) across APAC. Drives collaboration, engagement and alignment between global and local, across the region, between sales and marketing and with key supporting services.

The Regional Commercial Excellence Director will ensure accountability of key elements of the Commercial Excellence focus areas of: Sales Planning, Sales Enablement, Sales Training and Sales Analytics.

This multi-dimensional role requires strong leadership and the ability to manage complex projects through realization, and is integral in developing skills and capabilities across our organization that result in effective sales forces and other teams who will thrive in the future healthcare environment.

**KEY ACCOUNTABILITIES**
- Be the champion for Commercial Excellence within APAC, defining the strategy and overseeing Commercial Excellence initiatives across the region
- Partnering with the APAC leadership team, the incumbent will be accountable for enabling our sales organization and business strategies, ensuring effectiveness of programs, and optimal deployment of tools and enablers
- Lead sales improvement projects across APAC in line with business priorities
- Deploy existing and new standardized sales processes and sales tools (e.g. Sales Operating Model, CRM, sales enablement processes/tools, new analytics capabilities / tools)
- Accountable for the Sales Force Effectiveness (SFE) strategy in APAC including new hire orientation & on-boarding, development of managers and leaders, and deployment strategies, as well as the implementation of the standardized SFE process (systems, tools, analytics, performance dashboards and quantitative and qualitative KPIs)
- Responsible of setting and driving the APAC commercial short, mid and long term sales effectiveness strategy to meet the future business needs; drive enhancements to existing programs (training, CRM, CATE or analytics); ensure sales knowledge is best-in-class.
- Accountable for the performance of the current processes and anticipate/predict the future needed changes: identify team shortfalls within specific product and sales categories and institute measures to improve performance.
- Strive for harmonization of operating mechanisms across APAC and across BAs. Provide processes, tools and programs enabling a highly functional commercial organization while driving operational leverage.
- Ensure the development and delivery of training programs to address capability gaps and adapt to evolving commercial model. Collaborate with business leaders to establish a coaching culture.
- Champion the use of Sales Enablement Tools to improve efficiency and optimize our business approach.
- Create a vision for advanced business analytics and provide leadership to deliver high impact data driven insights.
- Support sales incentives plan design and performance monitoring and recommend incentive initiative to align with organizational priorities.
- Establish territory design/alignment management.
- Support Commercial Excellence leaders / managers in regions and countries in establishing an aligned vision and consistent adoption of tools

**SKILLS AND COMPETENCIES**
- Strategic, analytical and pragmatic thinking; ability to shift between details and overall picture
- Ability to develop a strategy as well as drive execution
- Seasoned critical & analytical thinker
- Demonstrated skills for problem solving and issue handling
- Proactive and service oriented
- Flexibility to manage very different areas of expertise and related stakeholders at all levels of the organization
- Excellent communication skills; very good verbal and written presentation skills
- Proven ability to connect and quickly create relationships with people at all levels of the organization.
- Able to influence, drive adoption of new processes & tools by articulating their value proposition
- Superior ability to communicate, collaborate effectively, and push things through/across the company, and proven capability in influencing a diverse network of senior leaders and stakeholders
- A positive person that brings passion, energy and excellence in execution to his/her work
- Strong sales management success at single market and multi-market level
- Preference for product marketing experience to complement strong sales leadership and track record of success in both
- Demonstrated ability to deliver individual and team objectives by providing support, inspiration, clarity and a compelling vision of the future
- Demon