Commercial Excellence Specialist

Job Description Summary

Position Summary (Purpose and Fundamental Goals of the Position):

Supports the Country Business Leader (CBL) to deliver country-level Commercial Excellence (ComEx) / Commercial Operations (ComOps) analytics and Salesforce Effectiveness (SFE) execution. This role is pivotal in enhancing sales performance, commercial outcomes, and operational efficiency through data-driven insights, process governance, and robust sales analytics.

Job Description

P3-14752

Key Responsibilities

• Incentive Target Setting & Sales Performance Management
  Ensure IMS, TS, and FDS data used for Sales Incentive Planning (SIP) and target setting is accurate and compiled in a timely manner.
  
  Perform basic analysis to highlight significant variances between IMS/TS/FDS targets and actuals, providing a clear data summary for manager review.
  
  Support the definition and tracking of Sales Incentive Plans (SIP) and Strategic Growth Drivers (SGDs), monitoring sales trends for continuous optimization.
  
  Own the quarterly sales incentive data pull for accuracy and timely upload to SIP app, in partnership with HRBP.
• GTM Planning & Territory Management
  Partner sales team to complete segmentation analysis per SEA-provided template (accounts, procedural volumes, TAM, SAM, customer potential).
  
  Execute country territory mapping and go-to-market (GTM) plan, including monitoring and optimization of sales rep distribution and call frequency, to maximize commercial effectiveness.
• Reporting, Analytics & Performance Tracking
  Own the monthly Commitment-to-Close and Win Room reporting, monitoring and analyzing core commercial excellence metrics per provided template, to provide actionable insights to the Country Business Leader by the 8th business day of each month.
  
  Conduct detailed pipeline analysis, including pipeline creation, velocity, and average days in stage, to identify bottlenecks and improvement areas.
• Sales Operations Support
  Run standard sales operations reports (e.g., sales calls, field days, funnel/pipeline) for country business leader needs.
  
  Assist in designing and proposing special incentive plans to address specific business challenges.
  
  Conduct local trainings to drive improvement in commercial excellence standards and metrics.
• Process Execution & Sales Process Governance
  Support and coach sales managers in the execution of bi-weekly win room reviews, ensuring adherence to the S.N.A.C.K. method (Stage accuracy, Next steps, Amount, Close date, Key contacts).
  
  Monitor Salesforce to identify reps having stalled opportunities and proactively flag repeating contenders for sales manager and country leader review.
  
  Administrate Salesforce, including management of transition process for resigned sales representatives, ensuring seamless account reassignment and data integrity within 3 business days.
• CRM & Technical Execution

• Bachelor's degree in Business, Economics, Data Science, Engineering, Actuarial Science, IT, or related field
• Minimally 1 years of proven experience in the MedTech/Pharmaceutical industry in CRM/ComEx function(s)
• Good knowledge of SFDC, PBI, SAP. Proficient in Microsoft Office
• Good analytical, oral, and written English communication skills preferred
• Enthusiastic, independent, "can-do "attitude, results oriented.
• Good commercial acumen with ability to understand commercial metrics, sales processes, and business drivers.
• Good task and project management skills
• Meticulous and organized
• Ability to interact well with all levels of associate within country and region