Sales Force Effectiveness Manager, International

2 settimane fa

Milano, Italia LivaNova A tempo pieno

Join us today and make a difference in people's lives

We are looking for the new Sales Force Effectiveness Manager to join our Commercial Excellence area. This role can be based in Milan or Mirandola (MO) - Italy.

The SFE Manager will provide support to the commercial teams in the international region (sales and marketing) for all SF system related topics: training, trouble-shooting, usability improvement, analytics, reports, dashboards, in close collaboration with the IT team, ensuring a strong CRM implementation across the region.

Additionally, the SFE Manager will also support the incentives definition process in collaboration with the BU / geography senior leadership teams. He/she will act as business partner to the business leaders of the different regions and departments in designing, planning and implementing commercial processes, projects and initiatives to maximize business impact in all business units across the country.

Major Accountabilities

Sales Force Effectiveness:

- Develop a strong collaborative relationship to understand regional / franchise issues and provide support to them through strategic guidance, tools and best practice to maximize the impact and efficiency of sales resource in the region;
- Collaborate on sales effectiveness priorities and initiatives to ensure the commercial engine/system is producing the greatest results for the region.
- Collaborate on process improvement priorities and initiatives to ensure that the regional commercial and functional teams.
- Establish job function of sales analytics to drive performance for the region;
- Manage delivery of accessible sales data on regular basis to commercial functions to inform on progress and strategy.
- Establish and maintain performance dashboards in commercial for the region

CRM (SFDC/Orion)
- Deliver clear guidance of Customer Relationship Management (CRM) strategy to the region for all businesses. Interface with the Commercial, Marketing and IT teams in relation to CRM design, roll out and maintenance.
- Work on the integration of legacy systems ensuring key functions are kept when alignment not fully possible 100%
- Develop some key analytics based on CRM to provide the sales team easier tool to analyze business.
- Work with the Marketing Team to ensure CRM is used maximizing customer profiling versus key campaigns and overall financial objectives.
- Work with sales leaders to ensure CRM is the source of truth for each business, having all key parameters filled with the highest quality criteria to ensure Sales review/Gemba calls can be performed by sales leaders.
- Drives effective adoption of CRM usage by the commercial teams, focus on segmentation, sales plan for focus products, goal planning, funnels (HLM, Oxy, NM patient pipeline), coaching.

Incentives plan coordination
- Support each leadership team defining the yearly incentives plan
- Provide relevant analytics to follow up on the incentives payout and scenarios setting
- Support the finance teams calculating incentives and communicating results

**Requirements**:

- University degree in relevant business management, data analysis, project management, MBA is preferred.
- English Fluent
- Minimum 5 years of experience in healthcare industry;
- Proven and relevant work experience as a strategic business manager, or Business Development (BD) manager, or relevant role;
- Previous experience in SFE/market research
- Proven track record in International markets
- Experience with both direct organizations & distribution networks;
- Experience in leading strategy planning to support the executives in healthcare industry
- Sales experience is an advantage;
- Strength of analytical skills and high learning agility;
- Ability to deliver strategic planning, strategic analysis, due diligence and drive execution across the business;
- Affinity with CRM and Information Technology (IT) systems;
- Experienced in working in a commercial organization with proven success regarding working with the Kaizen tool or other equivalent tools to optimize processes within an organization
- Strong analytical skills and problem-solving attitude, a demonstrated ability to work collaboratively across the organization, the ability to work in a demanding, fast-paced and action-oriented environment. Comfortable with data management and ability to pull data from various software.
- Excellent knowledge of Excel is required (creating macros, pivot tables, graphics etc.)
- Available to travel 30% of the time

Our commitment to Diversity & Inclusion:

- LivaNova values equality and celebrates diversity. We are committed to ensuring that our recruitment process is fair, transparent and free from unlawful discrimination._

Notice to third party agencies:
Beware of Job Scams:

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