Commercial Excellence Manager Emea

7 mesi fa

Buccinasco, Italia Leica Biosystems A tempo pieno

Leica Biosystems’ mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. We’re a global leader in cancer diagnostics with the most comprehensive portfolio from biopsy to diagnosis. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence. Our associates know that every moment matters when it comes to cancer diagnostics. When you come to work, you’re helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, global team of talented people, and be inspired to grow every day.

Leica Biosystems is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges. At Leica Biosystems, our vision is to advance cancer diagnostics and improve lives.

The **EMEA Commercial Excellence Manager** is a key Commercial role within the EMEA Selling Unit, **acts as strategic** business partner to the Commercial Directors in EMEA by understanding their and their teams’ needs and developing commercial solutions **to support the organization to win more and drive growth.

In this role, you will be responsible for leading the development of new commercial operation strategies and the continuous improvement around commercial processes by driving standard work / best practice implementation, tools adoption and analytics deployment - leveraging the Danaher Business System and its toolset.

The EMEA Commercial Excellence Manager, in close collaboration with the commercial directors and the local stakeholders, will drive profitability and working capital turns, via strong command of funnel management, forecasting accuracy, inventory control and price realization.

This leader will also be the product owner for our CRM solution, orchestrating a strong vision for Salesforce enhancements, included customer data governance and related analytics platforms.

In this job you will have the opportunity to
- Drive and support regional leaders on the deployment and continuous improvement around sales and service funnel management and related processes. Improve and sustain the forecasting process, in alignment with the BUs and planning teams.
- Develop price realization analysis capabilities, SW and visual management for Commercial Operations team/regional teams and EMEA marketing.
- Optimize sales inventory levels by working with the EMEA stakeholders (Customer Care, Finance, Com Ops & Supply Chain/Planning) to identify improvement areas on inventory management
- Guide the team to deliver Sales Incentive scheme structures and assist in Modelling outcomes, Communication of Schemes and Commission Statements to individuals.
- Enable Contract management alignment at EMEA level, included SLA’s
- Guide the team in the development, enhancement, and execution of dashboards and reports, in SFDC, BEX, Analysis for Office and PowerBI, to support the commercial organization including the use of advanced data mining tools to improve field sales and marketing insights (i.e. orders, sales volume, margin, install base, etc.)
- Act as EMEA partner to the Global Product Owners to enhance, develop, and align on LBS Salesforce growth strategy and prioritization of enhancements, work with Commercial training team for Sales Methodology SFDC Integration, create and sustain global alignment around Salesforce/SAP data governance, working to develop consistent standards and support resources to ensure system data integrity.

Attribute/Skill/Experience
- Sales and/or marketing background, with work experience and involvement in development of profitable commercial strategies. Commercial awareness: deep understanding of capital sales, rental reagent sales and rental agreements (experience with tender process will be a plus). Previous experience in Healthcare industry is a plus: processes and selling/purchasing with the public and private clinical environment
- Understands business on an EMEA regional scale and has cultural and business awareness about country differences
- Financial acumen: previous experience in managing budget, forecasting, inventory & providing quotations
- Strong analytical skills and project management background in complex matrix organizations.
- Understanding of the requirements and the importance to follow procedures and process as this is a highly regulated sector by the FDA and other governmental bodies.
- Excellent communication skills: Presenting ideas effectively both verbally and in writing to audiences of variable size and composition (including training, and/or dealing with top management internally and potentially for being exposed to external customers
- Language requirement: English. Additional European languages will be a plus
- ** Travel requirements: 30/40%** on the EMEA region, some intercontinental travels migh

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