Manager, Commercial Excellence
Alcon · Bengaluru
Summary of Position:
This role is part of Alcon's 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.
Focused on developing, implementing, and monitoring compliance with sales processes and tools to improve sales force effectiveness including:
- Selecting, managing and training on sales related systems and databases (e.g., CRM: customer relationship management systems, ETMS: electronic territory management systems, etc.)
- Analyzing sales process reports (e.g., sales activities, opportunity pipeline, average time to close, characteristics of wins vs. losses, etc.) to identify areas for sales process improvement
- Assisting sales teams with sales reporting and individual account/sales territory planning
- Developing territorial sales quotas in accordance with the profit plan
- May prepare & control commission incentive budgets
- Selecting, managing, and training sales staff on sales related systems, databases, and associated processes (added)
- Performs capacity planning (added)
Key Responsibilities:
The Manager, 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 boost Go-To-Market models and sales productivity, collaborate with partners for smooth operations, and lead CRM-related projects. Specifics include:
- Provide proactive 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
- Drive and execute 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, President’s club, and major campaigns
- Lead change management and adoption of new CommEx tools and technologies through training and new representative onboarding, including creating and disseminating communications and training materials
- Identify and implement CommEx solutions to scope level business needs and problems in line with organizational priorities and CommEx function strategy
- Collaborate with stakeholders, including International CommEx solution delivery teams, business partners, and local CommEx associates, to ensure effective daily operations.
Key Requirements/Minimum Qualifications:
Bachelor’s or Master’s degree with 6+ years of experience.
Main Responsibilities
- Is a senior Commex support locally with expertise in CommEx data, solutions & tools for the big market CommEx Sr. managers
- Has data management ownership of the Core CommEx processes locally – coordinating & completing all consolidation and data related processes timely
Data management for Sales incentives & quota to payout process:
- Finalizing / completing SIP templates, validating and uploading quotas. Data preparation for target adjustment process
Data management for Profiling, Segmentation & Territory Design
- This includes tracking & following up for timely profiling by reps, preparing data template for segmentation based on the international framework, annual territory design refresh, and technical setup of new sales reps within the International timelines
Support/drive adhoc activities related to CommEx tools
- Coordinating system enhancement requests, supporting ongoing deployments through business setup, and resolving system issues if contacted by regional system consultants as well as and technical setup of new sales reps
Business Partnering activities (if they don’t conflict with incentives closing activities)
- Own all regular analytics and CommEx reporting for big market
- Own data management and template preparation for region/international and business reviews
- Supports CommEx Sr. managers in data submissions, special projects, and provides ad-hoc analytics as needed.
Work hours: 9 AM to 6 PM IST
Relocation assistance: Yes
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Alcon is an Equal Opportunity Employer and takes pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity, marital status, disability, or any other reason.