社名
社名非公開
職種
経営、事業部長、事業戦略企画
業務内容
...
We are looking for a Commercial Excellence Senior Manager, who will be responsible for leading the commercial excellence and corporate strategy to support the business enabling the sales & key account function to operate efficiently and effectively. The major areas of focus are sales force excellence, sales strategy, pricing, contracts management, management of sales incentive plans, data analysis and reporting, supporting key channel business planning and driving change projects as required. Essential Functions & Accountabilities: 1. Play a key role of change management to drive commercial excellence.a. Design and implement the infrastructure for capturing meaningful datab. Develop, train and roll out useful metrics, reports and dashboards for sales management and sales teams to provide insights to execution performance metrics including revenue, volume, customer adoption, growth trends and strategic metrics of importance to the business.c. Provide analytics and reporting for Sales Incentive program set up and ongoing evaluation of payout versus performance. Continuously evaluate entire suite of systems and reports to ensure they stay up to date & relevant to the business needs. d. Be a strong driver of data and insight-driven decision making to ensure win-win outcomes for both the company and its customers.e. Demonstrate thought leadership 2. Create sales strategy and get all the stake holders buy in.a. Design SIP, territory assignment, budget allocation, segmentation, target customers with rationaleb. Propose sales campaign such as volume discount offer with target customersc. Developing key relationships with customers, understanding and owning customer segmentation, customer profiles, the end-to-end customer journey, competitive intelligence and interpreting how that impacts our internal pricing and channel strategies.d. Constant communication/ alignment w/ sales and marketing and other stake holderse. Reflect regional/global initiatives 3. Lead budget managementa. Identify growth opportunity by market understanding (survey, field visit) and Propose the strategy/ initiative to realize growthb. Quantify how much opportunity can be acquired and the investment necessary to conduct key initiativesc. Lead operating based on the budget 4. Work closely with both GM of Japan and Commercial operations director to provide not only deep situational analysis but also strategic advice for further company growth and its acceleration. 5. Pricing Management -- including the control, consolidation, analysis, tracking, reporting, process ownership and decision support to various stakeholders in the country and regional offices.a. Our and competitor Pricing information update, analysis and reporting b. Ensure net pricing is aligned with the company’s profitability goalsc. Develop controls on pricing practices or contracts to adhere to SOPs and Global Commercial Standardsd. Establish rollout plans and execute effectively to timeline, KPIs, and visibility in close collaboration with APAC teame. Acquire content expertise in Customer Pricing Model (CPM), Oracle Advanced Pricing Project (OAP), and approval workflow to develop reporting and related KPIs 6. Contract Management -- Serve as a content expert and super user in sales contracts execution and overall track and trace to adhere to existing Contract policies and Global Commercial Standards.a. Monitor contract and Direct Trade Policy practices for all customers to ensure compliance and controlb. Highlight & transparently report areas of potential grey trading to local and regional offices 7. Undertake other projects and duties as agreed with management such as;a. Online strategyb. OEM strategyc. Cost reduction/ Cost managementd. Supply/ Demand forecast accuracy 8. People Management, not only managing individual contributors but managersa. Provide oversight and direction to the employees in the team in accordance with the organization's policies and procedures.b. Train, mentor and coach team to increase the level of capability within the function and inject new capabilities over time to stay relevant to business needs. c. Empower employees to take responsibility for their jobs and goals. Delegate responsibility and expect accountability and regular feedback.d. Lead employees to meet the organization's expectations for productivity, quality, continuous improvement, and goal accomplishment.e. Maintain transparent communication. Appropriately communicate organization information through team meetings, one-on-one meetings, and appropriate email, IM (Instant Messaging), and regular interpersonal communication.f. Provide effective performance feedback throu
求められる経験
To be successful in this role, you will need the following skills and qualifications:
■Qualifications
Knowledge, Skills and Abilities:
•Strategic thinking, Mindset to challenge status quo
•Strong business acumen and interpersonal skills appropriate for management level
•Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing, comfort in business and technical discussions across all levels of the business.
•Team collaboration skills across functions and the ability to build positive partnership with regional/global counterparts
•Good in presentation, demonstration and getting buy-in
•Advanced skills in Excel using formula, data analysis, table & graphs, sorting and linking files for the purpose of consolidation, integration, analysis and review
•Ability to draw data from various platforms including SFDC, ERP system, Cognos BI, etc
•Agile to embrace change and able to lead change initiatives
•Strong sales operations management background with relation to contract administration, pricing, process improvement, policies/SOP, commercial systems and sales force excellence
•Solid knowledge of performance reporting and financial/budgeting processes.
•Strong people development and influencing skills; able to build and drive extended and virtual teams.
•English (TOEIC 900+)
•Passion to be a business leader
■Experience:
•5+ years of experience in sales analysis, sales planning in a fast-paced and highly competitive environment
•Proven and successful experience managing a cross-functional team leading that team to the achievement of objectives and targets.
•3+ years in managerial role of more than 5 people management experience
•Develop budget, manage budget
•Corporate strategy (Management consulting experience)
•Change management
•Operation improvement in health care industry is plus
•Sales experience is plus
■Education:
•Bachelor Degree or above
•Advanced degree especially in science, engineering is plus
■Regarding the Work Environment:
•Work at office / work from home
•Occasional domestic/ international business trips
保険
健康保険 厚生年金保険 雇用保険
休日休暇
土曜日 日曜日 祝日
給与
年収1,350 ～ 1,800万円
賞与
-
雇用期間
期間の定めなし
show more
社名
社名非公開
職種
経営、事業部長、事業戦略企画
業務内容
...
We are looking for a Commercial Excellence Senior Manager, who will be responsible for leading the commercial excellence and corporate strategy to support the business enabling the sales & key account function to operate efficiently and effectively. The major areas of focus are sales force excellence, sales strategy, pricing, contracts management, management of sales incentive plans, data analysis and reporting, supporting key channel business planning and driving change projects as required. Essential Functions & Accountabilities: 1. Play a key role of change management to drive commercial excellence.a. Design and implement the infrastructure for capturing meaningful datab. Develop, train and roll out useful metrics, reports and dashboards for sales management and sales teams to provide insights to execution performance metrics including revenue, volume, customer adoption, growth trends and strategic metrics of importance to the business.c. Provide analytics and reporting for Sales Incentive program set up and ongoing evaluation of payout versus performance. Continuously evaluate entire suite of systems and reports to ensure they stay up to date & relevant to the business needs. d. Be a strong driver of data and insight-driven decision making to ensure win-win outcomes for both the company and its customers.e. Demonstrate thought leadership 2. Create sales strategy and get all the stake holders buy in.a. Design SIP, territory assignment, budget allocation, segmentation, target customers with rationaleb. Propose sales campaign such as volume discount offer with target customersc. Developing key relationships with customers, understanding and owning customer segmentation, customer profiles, the end-to-end customer journey, competitive intelligence and interpreting how that impacts our internal pricing and channel strategies.d. Constant communication/ alignment w/ sales and marketing and other stake holderse. Reflect regional/global initiatives 3. Lead budget managementa. Identify growth opportunity by market understanding (survey, field visit) and Propose the strategy/ initiative to realize growthb. Quantify how much opportunity can be acquired and the investment necessary to conduct key initiativesc. Lead operating based on the budget 4. Work closely with both GM of Japan and Commercial operations director to provide not only deep situational analysis but also strategic advice for further company growth and its acceleration. 5. Pricing Management -- including the control, consolidation, analysis, tracking, reporting, process ownership and decision support to various stakeholders in the country and regional offices.a. Our and competitor Pricing information update, analysis and reporting b. Ensure net pricing is aligned with the company’s profitability goalsc. Develop controls on pricing practices or contracts to adhere to SOPs and Global Commercial Standardsd. Establish rollout plans and execute effectively to timeline, KPIs, and visibility in close collaboration with APAC teame. Acquire content expertise in Customer Pricing Model (CPM), Oracle Advanced Pricing Project (OAP), and approval workflow to develop reporting and related KPIs 6. Contract Management -- Serve as a content expert and super user in sales contracts execution and overall track and trace to adhere to existing Contract policies and Global Commercial Standards.a. Monitor contract and Direct Trade Policy practices for all customers to ensure compliance and controlb. Highlight & transparently report areas of potential grey trading to local and regional offices 7. Undertake other projects and duties as agreed with management such as;a. Online strategyb. OEM strategyc. Cost reduction/ Cost managementd. Supply/ Demand forecast accuracy 8. People Management, not only managing individual contributors but managersa. Provide oversight and direction to the employees in the team in accordance with the organization's policies and procedures.b. Train, mentor and coach team to increase the level of capability within the function and inject new capabilities over time to stay relevant to business needs. c. Empower employees to take responsibility for their jobs and goals. Delegate responsibility and expect accountability and regular feedback.d. Lead employees to meet the organization's expectations for productivity, quality, continuous improvement, and goal accomplishment.e. Maintain transparent communication. Appropriately communicate organization information through team meetings, one-on-one meetings, and appropriate email, IM (Instant Messaging), and regular interpersonal communication.f. Provide effective performance feedback throu
求められる経験
To be successful in this role, you will need the following skills and qualifications:
■Qualifications
Knowledge, Skills and Abilities:
•Strategic thinking, Mindset to challenge status quo
•Strong business acumen and interpersonal skills appropriate for management level
•Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing, comfort in business and technical discussions across all levels of the business.
•Team collaboration skills across functions and the ability to build positive partnership with regional/global counterparts
•Good in presentation, demonstration and getting buy-in
•Advanced skills in Excel using formula, data analysis, table & graphs, sorting and linking files for the purpose of consolidation, integration, analysis and review
•Ability to draw data from various platforms including SFDC, ERP system, Cognos BI, etc
•Agile to embrace change and able to lead change initiatives
•Strong sales operations management background with relation to contract administration, pricing, process improvement, policies/SOP, commercial systems and sales force excellence
•Solid knowledge of performance reporting and financial/budgeting processes.
•Strong people development and influencing skills; able to build and drive extended and virtual teams.
•English (TOEIC 900+)
•Passion to be a business leader
■Experience:
•5+ years of experience in sales analysis, sales planning in a fast-paced and highly competitive environment
•Proven and successful experience managing a cross-functional team leading that team to the achievement of objectives and targets.
•3+ years in managerial role of more than 5 people management experience
•Develop budget, manage budget
•Corporate strategy (Management consulting experience)
•Change management
•Operation improvement in health care industry is plus
•Sales experience is plus
■Education:
•Bachelor Degree or above
•Advanced degree especially in science, engineering is plus
■Regarding the Work Environment:
•Work at office / work from home
•Occasional domestic/ international business trips
保険
健康保険 厚生年金保険 雇用保険
休日休暇
土曜日 日曜日 祝日
給与
年収1,350 ～ 1,800万円
賞与
-
雇用期間
期間の定めなし
show more
