EMEA Commercial Excellence Manager

1 mese fa

Milano, Lombardia, Italia Ortho Clinical Diagnostics A tempo pieno
The Opportunity

Ortho Clinical Diagnostics, a world-leading in vitro diagnostics company, is seeking a highly skilled Commercial Operations Manager to join its EMEA team. With a strong presence in over 130 countries, we provide fast, accurate, and consistent testing solutions that make a meaningful difference in people's lives.

Our company culture prioritizes employee happiness, inspiration, and engagement, and we strive to build meaningful connections with each other. We believe that employee happiness and business success are linked, and we're committed to creating a positive and inclusive work environment.

Your New Role

This is a critical position that will be involved in defining Commercial Sales processes, KPIs, and setting the basis for a good commercial excellence. The role will require strong analytical and problem-solving skills, as well as the ability to connect the dots between sales, marketing, finance, and customer relationship management.

The EMEA Commercial Operations Manager will be responsible for all aspects of sales analytics, supporting marketing analytics, and other operations-related process activities such as go-to-market, forecasting, sales processes, and incentive compensation. The role will also involve input to initiative development, regional ownership of change management, implementation, and reinforcement.

Key Responsibilities
  • Commercial Analytics & Insights, including Regional Dashboards & KPIs
  • Commercial Enablement Operations, including Regional Forecasting Process, Regional CPQ Process, effectiveness KPIs, and recommendations on sales force size and structure
  • Sales Force Excellence, including support of Regional Go-To-Market strategy, Distributor Excellence strategy, and training plans for sales enablement tools (SFDC, Dashboards, etc.)
  • Incentive Compensation strategy for commercial employees and President's Club annual incentive award program
  • Supports Regional core leadership team, cluster leaders & finance controllers for QOR/AOP/Executive Business Review preparation
  • Assisting Executive Vice President, EMEA with preparation and presentation for key global level executive reviews (QOR's, Forecast, AOP's and others), as well as for EMEA Management team meetings and commercial business reviews.
Requirements
  • Minimum of a bachelor's degree in Business, Finance, Sales/Mktg., or relevant degree is required
  • 4+ years of professional experience
  • In lieu of degree, 8+ years relevant experience
  • 3+ years of people leadership experience
  • Sales operations and data analytics experience
  • Team oriented & collaborative
  • Ability to translate data into strategy and actions
  • Ability to lead, influence, and drive changes with clusters
  • CRM, sales process, and sales management familiarity to understand business requirements
  • Fluent in English plus at least one other European language
  • Excellence communication skills
  • Expert level Excel skills, comfort with other MS Office applications
  • Tactical/country level experience and Marketing or Finance experience are preferred

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