Director of Commercial Excellence

We believe in a sustainable future, with a sensitive outlook toward global changes and the individual needs of life which are our greatest purpose. We believe in innovation, and together we continue to live our mission of Saving and Protecting lives around the world with intensity and passion.

We are committed to building a more diverse and inclusive company. Our goal is to foster a respectful environment, reduce inequalities, and promote activities and initiatives related to diversity, equity, and inclusion.

Our commitment is to ensure fair, transparent, and inclusive recruitment processes, regardless of gender, race, ethnicity, religion, age, sexual orientation, or disability of the candidates applying for our positions.

And if you, like us, are driven by the purpose of saving lives and making customer success a constant journey come join our team

Mission
The Director of Commercial Excellence will be responsible for driving organizational performance by ensuring best-in-class commercial practices across the company. This role will lead the departments of Commercial Excellence, Integrated Commercial Operations, Customer Experience, Aesculap Academy, and Technical Training.

Key Responsibilities

• Develop and deliver sales training programs to enhance the commercial skills of teams, focusing on advanced value-based selling techniques and customer-centric approaches.
• Design and implement customized training modules for sales teams, including outbound sales, ensuring alignment with company strategy, portfolio categorization, and market dynamics.
• Ensure compliance with internal policies and external regulations in all training activities involving healthcare professionals, strictly following ethical standards and corporate compliance guidelines.
• Collaborate with division leaders and marketing teams to integrate scientific knowledge and commercial insights into training materials, maximizing impact on customer engagement.
• Evaluate training effectiveness through performance metrics, feedback cycles, and continuous improvement processes, ensuring sustainable competency development in commercial excellence.
• Act as the compliance lead by reviewing, approving, and monitoring all sales training initiatives to ensure full transparency, integrity, and regulatory adherence.
• Lead CRM Alexis training programs for the sales force and commercial teams, ensuring proper adoption, effective use, and alignment with business objectives.
• Serve as a system ambassador, promoting best practices in CRM usage to optimize customer relationships, opportunity management, and sales pipeline visibility.
• Work closely with Marketing teams to maintain an accurate, consistent, and up-to-date customer database, supporting segmentation, targeting, and campaign effectiveness.
• Monitor data quality and user compliance within Alexis, promoting accountability for timely updates and correct platform usage across all commercial areas.
• Identify training needs and knowledge gaps related to CRM usage, developing refresher courses and ongoing support for both new and experienced users.
• Lead the Commercial Excellence team, ensuring execution of Sales operational mechanisms, including customer portfolio management, segmentation, target deployment, and periodic performance and profitability analysis.
• Manage the Integrated Commercial Operations team responsible for public sector sales, customer registration and billing, equipment availability control, and contract management.
• Lead the Customer Experience teams, reinforcing a customer-centric culture.
• Create and execute the Commercial Operations and Excellence strategy in alignment with business objectives.
• Develop scalable, standardized commercial processes, policies, and tools with a focus on governance.
• Generate commercial intelligence through KPIs and dashboards, identifying opportunities to increase efficiency, conversion, and revenue growth.
• Ensure seamless integration between Marketing, Sales, and After-Sales to enhance the customer journey and commercial outcomes.
• Support strategic commercial planning, including goal setting, territory definition, and commission policies.
• Ensure service quality, SLA compliance, and effective resolution of customer requests to increase satisfaction and loyalty.
• Ensure that contracts with customers, distributors, and partners are formalized, updated, and aligned with commercial guidelines, margins, and regulatory compliance.
• Guarantee accurate control, movement, traceability, and optimization of assets under the department's responsibility.

Requirements

• Bachelor's degree in Business Administration, Engineering, Economics, or related fields.
• Solid experience in leadership roles in sales training, sales effectiveness, sales operations, sales enablement, or commercial excellence.
• Experience with pricing policies and sales/distribution channels.
• Proficiency in CRM tools (Salesforce, Dynamics), BI platforms (Power BI, Tableau), and SAP.
• Strong analytical skills and strategic vision, with a data- and results-driven mindset.
• Experience managing teams and multidisciplinary projects in complex environments.
• Excellent communication and stakeholder management skills.
• Fluency in English is mandatory.

Preferred Qualifications

• Postgraduate degree or MBA.
• Experience in high-growth companies (scale-ups, technology, industry, or services).
• Knowledge of agile methodologies, OKRs, and commercial performance management models.

Work Location:
Flamengo, Rio de Janeiro – RJ

To be part of and champions of the changes we believe will make the world a better place to live.

Guardians of the clear purpose that drives us: Lives.

We are the link between the Sharing Expertise of yesterday, today, and always. Sponsors of the fruits of this connection in service of life.

We recognize and invest in opportunities. We are part of the discovery of effective solutions and technologies that carry, in their DNA, the challenge of protecting and improving people's health around the world. This is the purpose that unites us and makes us B. Braun.

All that we've walked together so far is the momentum for everything we will build from now on, in this new world.