Director, Commercial Excellence

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 Stay connected by joining our Talent Community . We're more than just a company - we're a community! Follow us on LinkedIn to see how we support and empower our employees and patients every day. Check us out on Glassdoor for a glimpse behind the scenes and a sneak peek into You. Unlimited. , life, culture, and benefits at S+N. Explore our website and learn more about our mission, our team, and the opportunities we offer.