Director, Commercial Excellence

Smith & Nephew · Tokyo

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Role Scope

This role will be a key driver in executing and implementing the local commercial strategy and commercial excellence initiatives through close collaboration with the local Sales & Marketing teams.

The overall responsibility of the Japan Commercial Excellence Director is to develop and implement sales force effectiveness, including sales force sizing and structure, account segmentation & targeting, opportunity management, territory optimization, sales performance analytics and incentive compensation plans that will have a direct positive impact on the P&L of the business.

Key Responsibilities in Summary

•        Direct interaction with business stakeholders. (e.g. Country Lead, JP Business Unit Heads, JP Key Functional Leaders, International Commercial Operation, etc.)

•        Provide strategic and analytical insights to Business Unit Heads

•        Assist in localizing the implementation of CommEx-related business processes

•        Incorporate new system capabilities, especially CRM functionalities (SFDC)

Strategy

• Act as a partner for Business Unit Heads in strategic initiatives/topics that may arise
• Provide project management and cross-functional coordination where needed

Segmentation & Targeting

• Ensure alignment to International’s methodology and processes, while also allowing for localization to best fit the needs of the local team
• Design and manage process rollout
• Conduct analysis and validation with Business Units (SFDC integration)
• Provide training on customer segmentation & targeting process

Opportunity management

• Drive Integration of planning & opportunity management (also in SFDC)
• Assist in sales funnel/pipeline review
• Provide training on the process
• Collaborate with Business Units to connect sales pipeline planning and financial business planning to enable integrated business planning

SFDC Product Owner

• Process SFDC on/off-boarding administration and provide training
• Ensure SFDC compliance by sales team
• Collect and feedback improvements to SFDC to better meet local needs

Territory Management

• Implement Sales Rep territory design and mapping
• Support the Business Unit in resource allocation planning
• Conduct analysis of sales force benchmarking when needed

Sales Incentive Management

• Consult in local incentive scheme design and ensure alignment to strategy
• Participate in country Incentive plan validation
• Support where necessary in field communication (development and launch)
• Consult in ad-hoc incentive programs design

Sales/Business Performance Analytics and Sales Support (Commercial Operations)

• Monitor and track sales and business performance (budget vs actual, etc.)
• Design and provide necessary reports/data
• Manage master data and ship-to codes
• Manage and ship demo units and sample items
• Provide other support services to sales teams from each Business Unit

Dealer Management

• Develop strategic programs to improve distributors’ performance
• Build and maintain relationships with distributors
• Design and manage various contracts
• Coordinate with corporate legal team

Special Instruments

• Design and define customer requirements for custom instruments
• Manage vendors to procure custom instruments
• Inspect and ship custom instruments

General

• Hire, on board, develop and retain employees. Conduct target setting and end year review with employees
• Establish strong relationships with key stakeholders, including local and International, as well as across 3 Business Units
• Stay updated on industry trends, market dynamics, and regulatory changes that may impact the commercial operations

Number of direct reports:  3~7 (under development)

• Senior Managers
• SFDC Product Owner
• Commercial Operations team
• Dealer Management team
• Special Instruments team

Total number of direct and indirect reports:  14~20

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