Commercial Excellence Manager

Physical well-being is more than just body; it includes our minds and emotions. Smith and Nephew develops technology to break health barriers, empowering people from farmworkers to grandparents to accept limitless possibilities. Our purpose: Life Unlimited.

The overall responsibility of this role is to drive cluster SFE best practices and develop organizational capabilities in key areas like Volume Based Agreements, Sales Incentivization, CRM, CPQ, Territory Planning, KPI’s and target based on market & competitive analysis, Sales performance analysis and measurements; Business insights and intelligence; in areas that will have a direct positive impact on the P&L of the business; and providing a framework of health of business Dashboards and other automated tools for the commercial leadership team to drive the business. The role supports both Orthopaedics and Sports Medicine businesses in ANZ

What will you be doing?

• Lead Commercial Excellence initiatives to ultimately drive sales productivity, share gain and profitable growth.
  • Develop and lead core processes (volume-based agreements, segmentation and targeting, opportunity management, business analytics, territory management, etc.) to improve the efficiency and effectiveness of sales force activities with data and measurements.
• Support cluster specific sales ops insights and indicators to advise on strategies, tactics and market models to form recommendations on sales and marketing opportunities.
  • Develop sales excellence and profitability dashboards to guide, monitor, analyze and provide expertise on business health and drive accountability.
• Design and own the process of volume based agreements (VBA) as well as deal desks for maximizing commercial contracts
• Collaborate with Commercial Leadership, Regional CoEs and enabling functions (regulatory, finance, legal, compliance, etc.) to drive business improvement.
  • Educate the company in the concepts, processes, methodology and benefits of Commercial Excellence, including subject matter expert on: Sales force strategy and structure, Account segmentation, Targeting strategy design and implementation, Opportunity Management, Performance reporting, Territory management.

What will you need to be successful?

• At least 8 years of healthcare experience (medical device, pharmaceutical, etc.), preferably in a Commercial Excellence role
• Prior experience in management consulting, marketing, account management or analytics, ideally gained in the MedTech or healthcare industry.
• Previous demonstrated impact in driving Commercial Excellence processes and executing Commercial Excellence projects in a matrix environment, as well as the management of complex commercial customer-facing projects
• Proven record in managing sales incentives and driving commercial reporting and analytics
• Experience in data analysis, modelling, evaluation and reporting 
• Demonstrated success with process orientation and effectiveness.

To apply, please ensure that you include a cover letter addressing it to Talent Acquisition Lead ANZ. Due to a high volume of applications, please note that only shortlisted candidates will be contacted.

You. Unlimited.

We believe in creating the greatest good for society. Our strongest investments are in our people, the patients we serve, and to the wider health of the planet and society.

• Inclusion, Diversity and Equity - Committed to Welcoming, Celebrating and Growing on Diversity, Learn more about Employee Inclusion Groups on our website (https://www.smith-nephew.com/ ).
• Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day
• Flexibility: Hybrid Work Model (For most professional roles)
• Training: Hands-On, Team-Customized, Mentorship
• Sustainability: Our strategy reflects the social, environmental and economic aspects of sustainable development. Learn more about our Sustainability strategy.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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