Commercial Excellence Manager Latam

3 semanas atrás

Sao Paulo, Brasil GE Healthcare Tempo inteiro

**Job Description Summary**: Responsible for activities and processes that help the sales organization achieve business objectives

Impacts the team's ability to achieve service, quality and timeliness of objectives. Subject to Commercial policy objectives. Has independence in achieving commercial objectives within operating budgets and operating guidelines. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgment are required to achieve outcomes required.

**Key responsibilities include (but are not limited to)**:

- ** Budget**: combines Business Intelligence (BI) department market projections, GE Healthcare (GEHC) growth strategy and Sales Business Units (SBUs) initiatives to suggest a yearly budget and then iterates with these areas until its final definition. Responsible to split the final budget into the Local Customer Teams (LCTs), and supports efforts to achieve it at every quarter.
- ** Forecast accuracy**: Follows-up its adherence to budget at SBUs and LCTs level on a weekly basis, reports risks and opportunities and actively helps to improve GEHC positioning. Makes sure that the forecast is balanced and achievable.
- ** Funnel healthiness**: uses tools requested and provided by Sales Enablement (SE) department to track and cleanup aging funnel, dates validity and adequate progression on stages.
- ** Pacing**: follows-up opportunities from creation to its effective record on ledger. Monitors them against a linearity target and launches initiatives to have it on track.
- ** Account planning**: guides LCTs towards proper segmentation, customer targeting and GEHC positioning, keeping track of actions.
- ** Win & Loss**: keeps operating mechanisms to watch competitors actions, proposes and coordinates initiatives to increase penetration along with SBUs and LCTs.
- ** Salesforce effectiveness**:monitors a good distribution of salesforce among the different LCTs, both commercial and product. Tracks effectiveness at an individual level and enhances it through competitive variable compensation (VC) schemes that follow company objectives. Responsible also for the accuracy of the calculation of present and next quarter VC and its punctual payment to eligible employees.
- ** Go To Market (GTM) strategies**: uses competitors data from BI and works with Channel Management department, SBUs and LCTs to propose changes on GTM on the different geographies to enhance visibility and/or win rate. Leads the business cases to change, with the objective of maximizing growth on most profitable segments and geographies.
- ** Value Proposition**: works with SBUs to ensure the diffusion of our differential features among the salesforce to build a strong value proposition in order to increase profitability, leveraging the integration of GEHC solutions.
- ** Partnerships**: helps R&D and SBUs departments on creating, accelerating or actively taking advantage of agreements with Key Opinion Leaders, Health institutions and manufacturers with complementary portfolios.
- ** Education**: Keeps updated platforms and schedule rigor for the eligible product and sales force to be regularly trained on new product introductions (NPIs) through Sales Academy.

**Required **qualifications**
- Minimum 5 years in a Marketing, Business Intelligence or Commercial Excellence leading role.
- Graduated in Marketing Engineering, Economy or Administration.
- Fluent in English and Portuguese or Spanish
- Strong communication skills to synthesize complex issues and communicate into simple messages.
- Skills using IT tools

**Preferred qualifications**
- Prior experience working for a large company in a matrix environment
- Prior experience in the Healthcare sector.
- Prior experience in Latin American markets
- Superuser of Salesforce full capabilities

**Additional Information**:
**Relocation Assistance Provided**:No

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