Commercial Excellence Manager Resume Samples

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A Weimann

Andy

Weimann

7817 Alysha Pike

Los Angeles

+1 (555) 288 5375

7817 Alysha Pike

Los Angeles

Phone

p +1 (555) 288 5375

Experience Experience

New York, NY

Commercial Excellence Manager

New York, NY

Shields Group

New York, NY

Commercial Excellence Manager

Set up sales force KPIs in alignment with Channel Managers and Country GM, continuously monitor through dashboards and drive performance improvement
Interface with regional business management, client manager for one or more market segments
Provide guidance relative to the development of metrics around key commercial areas such as program return on investment and portfolio optimization
Manages and plans relevant (departmental) budget and proactively manages the costs
Stimulates, manages and follows through on employee engagement and builds on the workforce to reflect the societies and markets in which we do business (D&I)
Yearly budget establishment, forecasts, revenue management, day-to-day commercial activities
Work with sales managers to optimize

Los Angeles, CA

Area Commercial Excellence Manager

Los Angeles, CA

Conroy-Berge

Los Angeles, CA

Area Commercial Excellence Manager

Ensure timely and effective communication and close-out of key decisions made, elevations and action items arising from the Area Review Process
Report on month to month changes in Area business and market dynamics, outlining potential opportunities and vulnerabilities
Collaboration with Regional aforce leads (educate and teach best practices)
Work with Area Marketing and Area Service to ensure full alignment with Sales Cadence, thus enabling an effective and efficient IBP Commercial Management Process
Success in this role is measured by Area sales, margin and EP goals Key measures will include aforce adoption / usage completeness & accuracy plus effectiveness Sales Cadence adoption & effectiveness, pipeline transparency, Acquisition and Value Expansion win rates, integration effectiveness and IBP forecast accuracy
Other tasks as assigned by superior
Creates an open environment in the team where all people can perform at their best and stimulates the development of others and ensures an engaged finance team

present

Dallas, TX

Commercial Excellence Manager Receivables

Dallas, TX

Thompson-Mann

present

Dallas, TX

Commercial Excellence Manager Receivables

present

Manage & maximize customer relationship management tool (Salesforce.com/Siebel) to support business objectives. Drive quality CRM data capture
Establish and implement metrics & action plans to increase deal conversion and returns
Develop in partnership with Finance, Risk, Operations and IT further process improvements (e.g. reduction of cycle time, systems automation) and support migration to Salesforce.com
Monitor Sales Incentive Plans quarterly performance
Responsible for implementing sales force excellence frameworks (pipeline, account prioritization, coverage, process metrics) & operating rhythm
Manage prospect database, deploy to originators, and track effectiveness
Coordinate deal pipeline & commercial pulse reports, assess accuracy of information and transition to automated reporting

Education Education

Bachelor’s Degree in Business

Adelphi University

Bachelor’s Degree in Business

Skills Skills

Have excellent interpersonal and communication skills, flexible and able to work well in a team with ability to work under time constraints
Ability to demonstrate expert knowledge of the healthcare market
Strong analytical skills and have affinity with data
Committed to meeting deadlines and hold yourself accountable to ensure client satisfaction
Client-oriented with high moral standards and integrity; you like face-to-face communication and you create trust with customers through your strong commercial skills
Have the ability to explain and clarify even the most complex problems so that others can understand and contribute to solving problems effectively with others in and across the organization to accomplish goals and is effectively working in a matrix environment
Strong negotiation and organizational skills and can influence outcomes
Good problem solving, analytical mind, project management and planning skills
Knowledge/ understanding of consulting methodologies and managed care will be a merit
Proven track record of success, incl. product launches

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Commercial Excellence Manager Receivables Resume Examples & Samples

Commercial mindset
Ability to work with/coordinate remote teams
Expertise in using CRM systems (Salesforce.com, Siebel)
Proven work expertise
Graduate from a GE Leadership Program (e.g. CLP, ECLP, FMP)
Fluent in English and another language from one of GE Capital International platforms

Regional Commercial Excellence Manager Resume Examples & Samples

Undertaking effective secondary sales planning process for the region i.e. brand-wise planning and stronger execution, along with enabling the sales force to achieve secondary sales target and planned brand growth
Responsible for In-market excellence by evaluating BTL design, realigning as per regional requirements and assisting the in-field execution of the same
Leading / supporting in the design and deployment of sales program such as launches, product activations and channel programs in the region
Ensure targeted growth across various channels as well as emerging markets by working closely with frontline employees. Create and roll out specific programs for targeted channels, networks, geographies or franchises in line with India plans
Lead Commercial excellence related capability development programs for the region. Ensure field staff is well versed with planned schemes, tools and terminologies to drive planned initiatives
Technical Qualification

Commercial Excellence Manager Resume Examples & Samples

Project planning and execution to ensure that the commercial excellence capabilities are delivered to and adopted by all Cabot businesses
Project planning, business scoping and interface between IT and businesses in the development, training and roll-out of new functionalities of our CRM
Work closely with business units to ensure that improvement opportunities are identified and validated, and challenge the businesses towards committing to and achieving aspirational targets
Ongoing communication and engagement with business unit champions and key stakeholders to ensure continued momentum and alignment across the organization
Conduct complex analytics as needed (e.g., independently identify and quantify improvement opportunities at an account and segment level)
Coaching account managers on key modules
Conduct project planning and execution to ensure that the commercial excellence capabilities are delivered to and adopted by all Cabot businesses
Create and lead Commercial Excellence training sessions
Strong project management skills to ensure training and follow up activities stay on track
Strong communication and presentation skills; ability to facilitate a group session and intervene when needed to maintain focus
Experience with B2B industrial/ product-based companies required (chemicals industry preferred)
Able to project self with confidence and credibility to effectively assert influence; able to influence without having direct line authority
Strong analytical skills to be able to assess and quantify the impact of new opportunities
Ability for creative problem solving, connecting themes and developing options
Ability to quickly learn and come up to speed on the background for the different Cabot businesses
Working knowledge of CRM, specifically Salesforce.com, would be an advantage

Commercial Excellence Manager Resume Examples & Samples

5-7 years of Sales and Marketing experience in a medical device MNC . Prior experience in suture business is an advantage
Experience with managing sales force and distributors
Multi-cultural and multi-country exposure
A background in marketing analytics (marketing segmentation, market sizing, competitive analysis, etc.) is desired
Demonstrated success in developing relationships with colleagues, customers and industry KOLs

Commercial Excellence Manager Resume Examples & Samples

Ensure the proactive provision of fact-based insights, benchmarking and analytics in order to make recommendations for key strategic business needs in areas diagnosis effectiveness, revenue optimization and investment prioritization
Influence multiple stakeholders to ensure a high-level of team involvement in key business discussions
Facilitate prioritization and investment analysis to support strategic decision making
Collaborate with US and Canada Rare Diseases leaders to improve investment plans for each major platform and discipline including brand marketing, customer insights, digital promotion, etc…
Provide guidance relative to the development of metrics around key commercial areas such as program return on investment and portfolio optimization
Support business development evaluations through secondary data analysis, revenue forecast assumption generation, etc
Evaluate co-promotion opportunities to enrich our portfolio
Position based in Cambridge, MA

Commercial Excellence Manager Resume Examples & Samples

Responsible for the execution individual marketing communication plans and campaigns in line with the branding guidelines
Interface with regional business management, client manager for one or more market segments
Coordinate the design and production of regional marketing communication materials including trade fairs with third parties
Build and maintain relations with industry media
Bachelor or Master degree with relevant experience
Knowledge of sales, customer service and Order-To-Cash processes
Minimum of five years of relevant experience in marketing (communications) and some experience in a sales/account management environment
Highly skilled in the English language
People management experience preferred
Experience in project management
Experience in working in an international setting preferred
Computer skills (SAP, BW, MS Office, MS CRM)

Commercial Excellence Manager Resume Examples & Samples

In agreement with the SMU management team and in collaboration with the BA Commercial Excellence (CE) Manager, proposes the CE program for the SMU. Monitors performance of Marketing and coaches staff
Provides value-based pricing strategy and architecture guidelines for the Regions
Executes the agreed CE program in the SMU
Details the CE program to define the improvements in processes, process maturity and training needs of sales and marketing teams
Defines action plans for process maturity and competency improvements in the commercial area and as defined in the CE program in line with SMU strategic ambitions
Prepares and provides monthly and quarterly Commercial Excellence information to SMU Management Team and regions/countries
Monitors product and margin management implementation performance within the SMU
Supports and monitors the sales efficiency and competency training programs
Supports and monitors marketing training programs
Supports the implementation and effective use of CRM
Defines, proposes, implements and monitors CE-related KPI’s within the SMU
Assists SMU Sales Management/Key Account Management with the organization around strategic accounts
Transfers knowledge on Commercial Excellence process and tools and on product pricing metrics to Regions/ Countries
Bachelor’s degree in related discipline; MBA preferred
Minimum of five years people management experience including managing employees across functions and in other countries/sites
Experience and expertise in two or more of the following functions: B2B Sales, Marketing, Commercialization, Finance
Solid understanding of market analytics/business analysis and how to use data to improve profitability
Ability to understand and interpret financial statements
LI-ABN

DCV Commercial Excellence Manager Resume Examples & Samples

Develop and lead regional implementation aligned to national plan/strategy (account initiatives, samples, POA, call plan, LMA)
Provide feedback to Commercial Excellence Director, concerning
Drive pull-through, bringing both sales and market access perspectives to PAM and managing plan implementation
5+ years of successful field territory sales experience with 3 + years of home office / operations / commercial excellence experience preferred
Strategic and analytic skills
Possess effective communication and change agility skills

DCV Commercial Excellence Manager, East Amees Resume Examples & Samples

Local market insights and dynamics that could merit alternate market approaches
Gaps in curriculum, resourcing, or processes
Act as point for any zone level initiatives
Strong understanding of channels in DCV: retail, institutional, long term care channel and OCG and managed markets
Ability to influence a matrix team consisting of Sales, Market Access, and Organized Customer Group Directors
Possess strong business acumen and project management skills

DCV Commercial Excellence Manager, West Amwes Resume Examples & Samples

Lead and coordinate the regional level business planning process across specialty & primary care sales, USMA and OCG
Assess regional performance in concert with RBLs and RADs, developing action plans and deploying resources as needed
Identify specific region level performance gaps and drivers (capability, marketing, other): build remediation and action plans
Diagnosis and action plans for low performing geographies
Assess and develop action plan for embedding key capabilities including portfolio selling, specialty selling, etc
Play a critical role in designing and monitoring our commercial approach in evolving markets (i.e. Seattle, Los Angeles, Minneapolis)
Identify regional customer market trends and provide insights
BA/BS from an accredited school required. Focus in business, life sciences or public health preferred
Travel 80%

Commercial Excellence Manager Resume Examples & Samples

Bachelors degree in Business Administration, Marketing, Economics or related specialty
8+ years of experience in Sales in FMCG/consumer healthcare company
Experience of managing traditional trade with understanding of distributor operations and commercials. Experience in modern trade channels would be of added advantage
Should have 5+ years experience of directly managing sales teams
Experience as regional sales manager or experience in sales/commercial training will be an added advantage
Facilitation, Training and Coaching Skills
Ability to inspire and influence large teams and stakeholders
Strong analytical skills and strategic thinking
High Sense of ownership and accountability to drive performance
Ability to prioritize and structure initiatives into a disciplined Project Plan
Local language knowledge a must
Role will require significant travel
Conduct Commercial Capability gap assessment in line with the business objectives and put in place a prioritized training calendar to address the identified needs
Deploy in the LOC the channel management and field force (internal and external) capability modules aligned with Area through a mix of approaches – self-conducted training, train the trainer, tapping into area/regional resources or identifying external trainers
Act as a coach to the sales force and more specifically to the identified talent in the sales organization with a structured in-field engagement plan to drive capability and performance
Partner with the Area Commercial Excellence team and drive the deployment of identified Commercial Excellence initiatives in the LOC around Go-to-market, Revenue Management, Distributor Management, In-store Excellence and Key Account Management
Drive the deployment and embedment of sales force automation tools in the market and maximize use of business intelligence tools to drive continuous improvement in sales force and channel/store effectiveness
Develop (in consultation with HR) and drive the sales force incentive and recognition programmes
Set up sales force KPIs in alignment with Channel Managers and Country GM, continuously monitor through dashboards and drive performance improvement
Develop, Deploy and drive governance around the Sales SOPs
Work closely with HR, Finance and Compliance to ensure all mandatory and compliance training modules are deployed to the sales organization and training logs are maintained
Actively engage with market HR and channel managers in talent discussions to drive performance and accountability

Commercial Excellence Manager Resume Examples & Samples

Responsible for the analysis of commercial variables related to the productivity of the sales force and the ethical market
Support and provide the internal clients with market information for business decision
Management of standards, awards and incentives and cycle planning and support for commercial training and market intelligence
Make reports of productivity and promotional effectiveness (KPI)
Support budget, strategy and investment planning to the Marketing and Sales area
Hold a Bachelor’s degree within business or economics, or have gained similar expertise through work experience
Have experience in the pharmaceutical industry within similar positions
Have held positions within sales, account management and/or sales operations

Diabetes Cardiovascular Commercial Excellence Manager Resume Examples & Samples

Point of accountability for Regional Plan initiatives
Ensure technology platforms (i.e. Veeva, digital promotion, etc.) are embedded and optimally leveraged – including delivery of ad hoc local training as needed
Proactively prospect for new solutions to meet customer needs

Commercial Excellence Manager Resume Examples & Samples

5 years and above work experience
Bachelor degree and above
Fluent communication skill in both Chinese and English

Regional Commercial Excellence Manager Latin Resume Examples & Samples

Demonstrating success to sustain & growing sales area (min 2 years sales experience)
Experience with distributors and/or different distributor models
Experience with SF.com
Entrepreneurial and self-guided

Area Commercial Excellence Manager Resume Examples & Samples

Area Ownership of aforce , including data stewardship and ticket resolution with Global Team Coordination of all tool activities Support and maintain aforce for the Area that aligns with global standardized support system For Area, capture and prioritize investment needed to address issues or new enhancements Enable aforce as the System of Truth for prospective business opportunities
Collaboration with Regional aforce leads (educate and teach best practices)
Support implementation and adoption of the Sales Cadence Process across the Area by tracking, monitoring & reporting on KPIs using dashboards or other intelligence available to drive accountability, enable effective root cause analysis and identification of best-in-class practices
Work with Area Marketing and Area Service to ensure full alignment with Sales Cadence, thus enabling an effective and efficient IBP Commercial Management Process
Drive Area Monthly IBP Commercial Management Processes to ensure establishment of “One set of numbers” Ensure clear transparency to Acquisition and Value Expansion opportunity plans which will enable sustainable and predictable delivery on IBP / LBE commitment at District, Country, Region and Area Level
Report on month to month changes in Area business and market dynamics, outlining potential opportunities and vulnerabilities
Ensure timely and effective communication and close-out of key decisions made, elevations and action items arising from the Area Review Process
Working with Commercial Excellence Team at Area and Sales Operation Teams at Country / Region Level to identify process or learning gaps In turn work with relevant Stakeholders to identify improvement plans Establish appropriate metrics to monitor and support flawless execution
Success in this role is measured by Area sales, margin and EP goals Key measures will include aforce adoption / usage completeness & accuracy plus effectiveness Sales Cadence adoption & effectiveness, pipeline transparency, Acquisition and Value Expansion win rates, integration effectiveness and IBP forecast accuracy
Other tasks as assigned by superior
Bachelor’s degree or equivalent experience required Bachelor’s degree in Science, business management and business administration desirable
Minimum of 8-10 years track record of commercial operational management in healthcare
Extensive experience as program / project manager
Results Driven - confident, thrives on hard work and consistent challenge, and is quick on his/her feet Monitors quantitative progress measures and acts quickly on deviations from plan
Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management)
Demonstrated performance of influencing change

Commercial Excellence Manager Resume Examples & Samples

Full ownership and responsibility for a group of clients (including Key Medical Aids, all hospital groups and current distributors)
Yearly budget establishment, forecasts, revenue management, day-to-day commercial activities
Anticipate on clients’ needs and, in collaboration with the commercial division (sales, customer services, marketing and BUD’s) and strategically manage those to maximize resources and sustainability
Effectively position Stryker to manage the dynamic landscape in light with health care future transformation and ensure we are well poised to be part of it
Identify and lead the pursuit of the targeted new business and contract expansion opportunities (for example formularly inclusion) within assigned account(s)
Negotiate and close financial deals in accordance with IMS rules and processes
Effectively manage contract renewals and formulary listing
Monitor client satisfaction (SLA’s) with contracted deliverables and work with sales management team and client service’s management to achieve and maintain a high level of customer satisfaction
Understand the key priorities of the client to achieve or exceed the assigned revenue and growth goals in assigned account(s) or 3rd party distributor
Annual negotiation of pricing increase
Part of the renewal or new process of distribution agreements
Bachelor's or Master’s degree in Business or Life Sciences
Significant experience/exposure to Life Sciences / Medical Healthcare industry, particularly related to sales, marketing, and commercial operations processes, systems, and application of evidence based data
You have at least 2 to 4 years of B2B sales experience
Client-oriented with high moral standards and integrity; you like face-to-face communication and you create trust with customers through your strong commercial skills
Committed to meeting deadlines and hold yourself accountable to ensure client satisfaction
Strong analytical skills and have affinity with data
Proven track record of success, incl. product launches
Have excellent interpersonal and communication skills, flexible and able to work well in a team with ability to work under time constraints
Good problem solving, analytical mind, project management and planning skills
Strong negotiation and organizational skills and can influence outcomes
Ability to demonstrate expert knowledge of the healthcare market
Anticipate future industry trends and opportunities, proactively develop plans to address these and communicate them to account team
Have the ability to explain and clarify even the most complex problems so that others can understand and contribute to solving problems effectively with others in and across the organization to accomplish goals and is effectively working in a matrix environment
Knowledge/ understanding of consulting methodologies and managed care will be a merit

Commercial Excellence Manager Resume Examples & Samples

Own pipeline reporting process, partnering with commercial finance and sales management/commercial leadership
Work with sales managers to optimize
5+ years’ experience in marketing, business/sales operations/analytics, or other strategic commercial role
Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen
Strong teamwork and communication skills

Commercial Excellence Manager Resume Examples & Samples

Work closely with marketing team to lead the annual commercial standards (outlet execution standards) refresher
Field-sales execution performance target setting & tracking
Owner of SFA system
Monthly execution performance reporting
Key outlet audit
Total 5+ year working experience with 4+ year in fieldsales management, trade marketing or sales
In-depth knowledge of outlet execution & channel segmentation
Analytical, can generate / distill insights from system / operational data / market visits
English literacy (oral & writing)
Resilience
Being comfortable challenging the status quo and being challenged
Cross-function project management experience preferred
Route To Market management experience is preferred
Wise, energetic, passionate, positive, ambitious and curiosity

Commercial Excellence Manager Resume Examples & Samples

In agreement with the Strategic Market Unit (SMU) management team and in collaboration with the BA Commercial
Excellence (CE) Director, defines the CE program for the SMU
Details the CE program to define the improvements in processes and process maturity and training needs of sales and marketing teams
Monitors performance of commercial process and coaches staff
Provides value-based pricing strategy and architecture guidelines for the SMU
Monitors, guides and facilitates product and margin management implementation performance within the SMU
Guides, facilitates and monitors the sales efficiency and competency training programs
Guides, facilitates and monitors marketing training programs
Guides and facilitates the implementation and effective use of CRM
Contributes to CE programs across the BA as a matter expert
Be familiar with all applicable corporate as well as site policies/procedures with regard to personal conduct/HSE standards and acts in compliance with all regulations
Acts as an ambassador and encourages talent processes and engagement
Ensures job profiles are in place, sets objectives for team members, reviews development and provides clear, open and constructive feedback on performance combined with the appropriate actions
Strengthens the talent pipeline by developing talent and regularly assesses and discusses talent and internal movement. Continuously monitors and evaluates retention risk
Stimulates, manages and follows through on employee engagement and builds on the workforce to reflect the societies and markets in which we do business (D&I)
Creates an open environment in the team where all people can perform at their best and stimulates the development of others and ensures an engaged finance team
Ensures reporting line is fully informed and acts in line with HSE and Compliance regulations
Manages and plans relevant (departmental) budget and proactively manages the costs
Reports on progress on a continuous base
Functional responsibility for CE pipeline prioritization and resource allocation
BS Degree in related field; Further education (Masters, MBA) is an advantage but not mandatory
10+ years working experience and proven project management experience
Solid background in B2B sales and marketing
Hands on experience in managing sales teams
Running multi-disciplinary programs and teams, from start to implementation and delivering results
Strong willed, determined and a self-starter comfortable working without close supervision
Outstanding networker with excellent people skills
Excellent communication & negotiating skills