Manager II, Commercial ExcellenceSales Effectiveness
Manager II, Commercial ExcellenceSales Effectiveness
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Job Description
At Alcon were passionate about enhancing sight and helping people see brilliantly. With more than 25000 associates we innovate fearlessly champion progress and act swiftly to impact global eye health. We foster an inclusive culture recognizing your contributions and offering opportunities to grow your career like never before. Together we make a difference in the lives of our patients and customers. Are you ready to join us
This role is part of Alcons Sales & Sales Support function a team that helps provide access to products across all channels in an effort to drive customer satisfaction with eye care professionals to help people see brilliantly.
The Manager II Commercial Excellence/Sales Effectiveness (Professional Path) is primarily responsible for enhancing commercial execution and sales effectiveness within the assigned scope. You will provide insights from Customer Relationship Management (CRM) and Commercial Excellence (CommEx) systems to improve Go-To-Market models and sales productivity while driving projects and training for system improvements. Specifics include:
Provide strategic insights and recommendations on commercial execution such as Go-To-Market models and field force productivity based on data from CommEx systems
Drive standardization to international frameworks and simplification/optimization of CommEx tools and processes
Lead the development and implementation of advanced sales technology solutions to enhance sales effectiveness
Lead and execute complex projects related to CRM and other CommEx systems to deliver core Commercial Excellence capabilities
Own the execution of all core CommEx processes at the assigned scope level including account profiling segmentation territory design quota-to-payout Presidents club and major campaigns
Oversee the successful deployment and integration of new systems and tools ensuring alignment with strategic goals
Lead change management and adoption of new CommEx tools and technologies through advanced training programs and new representative onboarding
Create and disseminate comprehensive communications and training materials
Identify and implement innovative CommEx solutions to address scope level business needs and problems in line with organizational priorities and CommEx function strategy
Collaborate with senior stakeholders including International CommEx solution delivery teams business partners and local CommEx associates to ensure effective daily operations
Business Insights Responsibilities
Drive CommEx Insights locally: Dive into every key data insights to find out what actions to take for the businesss ultimate success in collaboration with the Regional Insight Consultant.
- Identify analysis gaps and needs to conduct ad-hoc and in-depth analysis as required
- Leverage combine and consolidate data from multiples sources (i.e. CRM ERP market data etc..)
- Analyze data for trends patterns and causal analysis to assist understanding of (e.g. customer behavior customer needs and purchasing drivers)
- Synthesize actionable insights and recommendations in order to assess regional performance identify performance gaps and drivers develop remediation / action plans
- Be pro-active in proposing methodology and approach to conduct analysis in order to generate valuable and actionable insights.
Drives CommEx Incentive processes locally:
- Coordinate Territory Quota-to-payout (Sales Target) setting locally in the markets
- Supports Regional Business Insights Consultant in the incentives coordination locally
- Validate Business submitted SIP framework and input templates and collaborate within country to fix gaps
- Communicate incentives payouts to Payroll team as per Payroll process and within agreed timelines
- Prepare and validate leaderboard ranking such as Presidents Club
- Communicate incentives calculation calendar/timelines within country and work cross functionally to ensure adherence to timelines
Overall responsibilities
Focus Specialization on solutions led by Region or Country / Cluster Heads
- Achieve specialization (i.e. deep expertise) in terms of a franchise markets processes (or a combination thereof).
- Coordinate go-to-market analysis and optimization and territory alignment ensure standardisation in the approach locally
- Drive segmentation refresh and analysis locally
- Play role of advisor/consultant for CommEx Associates
- Proactively identify opportunities for process improvements
- Advise on development of new and to be retired regional KPIs & Dashboards (interacting with relevant International Product Owner)
Data & Data Quality
- Identify data cleansing needs and quality improvements collaborating with relevant stakeholders (e.g. Customer Operations/CDA & sales teams) to address SFDC customer data gaps
- Coordinate data validation efforts locally in collaboration with relevant International Product Owner team.
Stakeholder Interactions
- In interactions with Sales Teams (Reps FLMs) collect feedback issues and improvement opportunities on CommEx tools and on sales processes
- Ensure relevance of solutions deployed by consistently engaging with stakeholders in field and back office.
- Deliver training locally for
- Field force on systems (SFDC & pitcher) analytics and relevant processes e.g. incentives
- Relevant stakeholders as per defined need (I.e. local marketing teams on SFDC campaigns etc..)
- SPOC for other functions in local markets (marketing finance S&OP etc...) to collect feedback issues and improvement opportunities on CommEx tools and commercial processes
- Support Cluster / Country Head in QBRs providing Insights & Recommendations
- Develop a close connection with the field by participating in regular field rides and if relevant in the sales meetings.
Testing
- Execute tests as needed for systems or analytics based on guidance from International Product teams and International Test Manager
Education: Bachelor degree in Business Statistics Economics Finance Engineering Applied Mathematics
Skills and Experiences:
5 years in CommEx organization or 5 years of relevant work experience (i.e finance accounting sales analytics commercial etc...)
Good understanding of franchises models their strategy present Business Acumen competencies
High level of curiosity and proactivity to investigate different aspects of business and commercial execution and can challenge unproven opinions and seek to continuously improve tools & processes
Good knowledge of CommEx solutions (i.e. SFDC Pitcher Automation tools Reports & Dashboards) financial systems (I.e SAP ) and core CommEx processes (segmentation targeting SIP etc)
Good communication and presentation skills to be able to support Intl CommEx Business Partner during business meetings reviews trainings presentations
SFDC Admin 201 certification (for System focused work mandatory) and other relevant certifications as Sales Cloud Expert Marketing Cloud Expert Service Cloud Expert (optional)
Automation/Analytics certifications (for Insights focused work)
How You Can Thrive at Alcon:
- Opportunity to work with a leading global medical device company.
- Collaborate with a diverse and talented team in a supportive work environment.
- Competitive compensation package and comprehensive benefits.
- Continuous learning and development opportunities.
Alcon Careers
See your impact at Current Alcon Employee/Contingent Worker
If you are currently an active employee/contingent worker at Alcon please click the appropriate link below to apply on the Internal Career site.
Required Experience:
Manager
Employment Type
Full-Time
