Commercial Excellence Manager

Purpose of the Job

This position is responsible for enhancing SoKR’s sales force effectiveness and sales performance improvement by KPI monitoring & management, develop and improve dashboard with SFE tools.

This position is also responsible for providing data driven business insight for better decision making and analyzing new business opportunities.

Tasks & Responsibilities

1. Advanced Analytics & insight sharing – Salesforce.com, CRM Analytics and management

• Develop & Provide data-driven business insights for a better decision making
• Drive the update cycle of segmentation and account potential; facilitate the update in commercial by providing a comprehensive standard template / instruction, ensure data quality and integrity
• Support CRM Change Request Process by developing and maintaining KPIs to assess sales effectiveness
• Implement standardized Sales Forces Effectiveness systems, tools, analytics, performance monitoring & management, dashboards and quantitative and qualitative KPIs.
• Create business analytics to provide better visibility of various key metrics.
• Manage Sales Force productivity and improve call and territory optimization
• Support resource allocation for decision making
• Create more use-cases of analytics through proactive & active communications.
• Work closely with Global sales excellence colleagues

2. Support Sonova Korea WHS’s Strategic Initiatives

• Improve key areas of Sonova wholesales business effectiveness Initiatives
• Support commercial teams, Sales, and Marketing
• Drive the systematic generation of insights and generating recommendations for the optimization
• Drive Strategic field rep’s customer visit planning in SFDC through standardized approach, incorporating sales excellence & dashboarding.
• Introduction and training; educate, monitoring and follow-up of SFDC effectiveness.

3. Enhance the local commercial capability and new business marketability analysis.

• Yearly Market outlook and competitor intelligence update. based on insight, ultimately to keep the company ahead within dynamic market environment.
• Assess the updated customer profiling and Sonova positioning to ensure our commercial plan and outcome is align to priority and plan (Sales field call, excellence, incentive scheme)
• Develop, upgrade, and monitor Sales Force incentive systems, working closely to design
• Develop and maintain performance metrics / commercial dashboard and consult this to be the rightly embedding commercial performance scheme.
• Lead key project or initiatives related to commercial excellence and operation process improvement (e.g. call & territory optimization, sales force effectiveness)
• Collaborate with sales, marketing to identify opportunities for improvement in sales processes, training, and performance management
• Work with core segment teams in annual planning cycles.

Qualifications

• Basic Education: BS degree in business, marketing, or related field
• Work Experience: 
  • + 7-10 years’ working experience
  • + 5 years’ experience in Commercial
  • + 2-3 years’ experience in SFE
  • Experience salesforce.com (SFDC) in terms of analytics, Sales excellence.
  • Experience operating of Salesforce.com in whole process.
  • Experience segmentation & targeting setup, management, improvement
  • Experience in sales incentive scheme design
  • Must have strong project management

• Personal Competencies
  • Comfortable working in cross functionals within a fast-paced
  • Creative/innovative thinking
  • Ability and desire to learn new skills or improve existing abilities

• Social Competencies
  • Excellent interpersonal skills with written and verbal communication skills.

• Leadership Competencies
  • Ability to work independently with a minimum level of supervision and take proactive initiative to address challenges.
  • Leadership skills, motivate a commercial team.
• Professional Competencies
  • Strength in strategic data interpretation and visualization for knowledge/insight
  • Excellent analytical and organizational skills
  • Problem solving skills.
  • Strong project management skills with the ability to prioritize and manage multiple initiatives simultaneously.
  • Excellent communication and collaborate with cross functionals, present insights to stakeholders.
  • Proficiency in using sales analytics tools, CRM systems
• Language(s) / Level: Upper-intermediate Business English
• IT skills: 
  • Proficiency MS office with advance in excel working knowledge.
  • Knowledge of salesforece.com
  • Analysis with tools (preferred Power BI)