Head of Commercial Excellence Operations

Straumann Group; Crawley; On-site; GBP 55,000 - 60,000; Full time

Job summary

A leading company in aesthetic dentistry is seeking a Head of Commercial Excellence Operations. This role involves managing and optimizing operational processes globally, driving innovative approaches, and enhancing commercial excellence across the organization. The ideal candidate will possess strong analytical and leadership skills, with extensive experience in multi-country commercial environments.

Qualifications

• At least ten years commercial experience in a multi-country, multi-language, multi-currency region.
• Deep experience in real world execution and change management in CRM and commercial analytics tools.

Responsibilities

• Support and drive the annual account segmentation process for sales team members.
• Define and provide territory design guidance and execute review processes.
• Support consolidation of Sales and Service execution and analytics insights.

Skills

Analytical Skills

Result Orientation

Collaboration

Problem Solving

Leadership

Education

Bachelor’s degree in technical field or business

MBA

Technical certification in leading cloud-based CRM system

Certified Scrum Master

Tools

Salesforce ADM201 Administrator Certification

Job description

Head of Commercial Excellence Operations

Join to apply for the Head of Commercial Excellence Operations role at Straumann Group

Head of Commercial Excellence Operations

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Join to apply for the Head of Commercial Excellence Operations role at Straumann Group

The Straumann Group is a globally leading provider in the field of aesthetic dentistry. We combine experience, scientific evidence, and innovation with passion and are committed to uncompromising quality to offer dental professionals and patients worldwide the best possible solutions. As a pioneer and market leader in dental implantology, we have consistently expanded our product portfolio in recent years. Today, we are active in all areas of aesthetic dentistry, ranging from tooth preservation, regeneration, restoration, orthodontics with transparent aligner trays to tooth loss.

This key role in Straumann will create, manage, govern and optimize aligned CommEx Operational processes (e.g. account segmentation, territory design, incentive design processes, insights and recommendations, and other project management) for Straumann Group Commercial Excellence at a global level.

Key Responsibilities

• Support and drive the annual account segmentation process for thousands of sales team members across dozens of country teams.
• Define and provide territory design guidance and define and execute review processes for annual territory design planning and mid-year design change analyses and execution.
• Define incentive compensation design best practices in collaboration with business unit and region leadership while also defining and executing processes and support for regions and countries with incentive comp design and review along with risk assessment.
• Support consolidation of Sales and Service execution and impact analytics insights and recommendations for senior management business review processes to help maximize the Commercial Excellence impact across all of Straumann Group globally.
• Support, define and execution ad-hoc special projects to drive innovative approaches to drive Commercial Excellence (including leveraging AI capabilities to transform sales and service.
  
  

Requirements

Education

• Bachelor’s degree in technical field or business
• MBA preferred
• At least one foundational technical certification in leading cloud-based CRM system (preferably Salesforce ADM201 Administrator Certification) preferred
• Certified as Scrum Master or as Scrum Product Owner preferred
  
  

Experience

• Proven track record of driving high user engagement (>80% daily engagement) in a global multi-business unit field force with over 1,000 sales reps
• At least ten years commercial experience in a multi-country, multi-language, multi-currency region
• At least five years medical device commercial experience
• Experience as a sales rep, sales manager in health care and/ or technical industry
• Deep experience in real world execution and change management in CRM and commercial analytics tools
• Experience/ certification with customer service tools is a plus
• Strong English language mandatory. Two or more European languages and/ or Mandarin highly desirable
  
  

Personal Attributes

• Strong analytical skills, result orientation
• Self-starter with high focus on results and outcomes
• Comfortable with ambiguity
• Entrepreneurial mindset focused on finding novel solutions to complex problems
• Highly collaborative, able to manage demands from different people with differing perspectives
• Strong leader and change driver who can create an environment of high engagement and buy-in across countries and functions
• Strong combination of IQ and EQ a must
• High empathy combined with high outcomes focus are needed to succeed in this role
• “Hacker” approach to solving new problems in new ways leveraging a “fail fast and evolve” agile approach
  
  

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

17979

Seniority level

• Seniority level

  Executive

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Management

• Industries

  Medical Equipment Manufacturing

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