The Commercial Excellence Manager will lead the strategic initiatives associated with sales planning, sales enablement, and sales training for the Canadian business. This person will understand the business priorities, build a roadmap for the critical areas of focus for commercial excellence, and connect with teams from the U.S. and Latin America to help execute the roadmap. The Commercial Excellence Manager will naturally be inclined to look at other geographies and assess the best practices for Commercial Excellence that can be adopted in Canada while offering best practice to the overall Americas WC business. This person will have exceptional collaboration skills, influence without authority and be able to draw expertise from other teams to facilitate change or impact rather than trying to do everything in a silo. This role will understand how to adapt existing business process or technical platforms for cultural or language differences and scale existing capability as efficiently as possible. S/he will bias towards standardization, repeatability, automation, and scalability in order to maximize the impact of Commercial Excellence work in Canada. With a growth mindset and focus on building cadence, this person will help in the strategic execution of the sales process and business outcomes through others.
This role will have high engagement with the sales leadership and marketing teams and focus on the following priorities:
Sales Planning: (25% of time)
- Collaborate with business leaders on territory planning optimization, sales incentive design and calculations.
- Analyze the performance of existing territories and recommend adjustments to drive growth.
- Lead the development of standardized dashboards and reporting for sales performance and pipelines.
- Gather insights on account segmentation and targeting for sales calls
- Facilitates the budget allocation process in collaboration with the sales leader, marketing, finance and GM.
Sales Enablement: (40% of time)
- Improve the sales pipeline planning and review process to measure pipeline vs. budgeted growth.
- Participates and offers insights throughout the pipeline reviews with sales teams and to accelerate growth, shorten sales cycles, and improve win rates
- Lead the development of sales tools including Veeva and Power BI to support the sales manager in prioritization and sales adoption of CRM tools, marketing materials and strategic planning tools (ie. Templates, reports, best practice sharing).
- Support any initiatives to improve the sales incentive plans or commission calculators
Sales Training: (25% of time)
- Assess field competence with the sales leaders, and develop and deliver sales training to improve sales performance, drive results and overall customer experience.
- Collaborate with the U.S. Commercial Excellence team to identify joint training opportunities.
- In alignment with marketing, target product-specific training to improve knowledge and value selling.
- Lead the process for onboarding and training new sales associates in product knowledge, sales tools, and process.
- Supports the sales leader to plan and execute national and regional sales meetings or conferences.
- Coordinate identification and development of industry key opinion leaders in partnership with Marketing strategic prioritie
Sales Analytics: (10% of time)
- Collaborate with U.S. team to generate dashboards and data analysis including YTD and PY performance for Canada business.
- Ensure data loads for sales tracings and other data sets are functioning properly each month.
- Coordinates the budget allocation process in collaboration with the National Sales Manager, Finance and GM. Facilitates the quarterly and year end SIP calculations for GM approval and payment process.
Qualifications & Experience
- 7-10 years experience, preferably within the medical device environment.
- Experience using CRM datasets to inform sales improvements processes.
- Knowledge of the use of customer segmentation to identify gaps and improve sales efficiencies.
- Good understanding of the challenges within the Canadian Health Care environment.
- Experience working with a customer segmentation matrix to optimize sales effectiveness and efficiency.
- Proven history of working in complex selling environments.
- A degree in life sciences, business management or equivalent proven experience in Healthcare environment preferred.
- Clinical acumen – Comfortable engaging with clinical stakeholders and coordinating content for presentations, training, webinar, and National Conferences.
- Highly self-motivated and team player who is able to influence change.
- Excellent presentation skills and knowledge of adult learning styles.
- Strong interpersonal skills with ability to interact with a diverse group of individuals.
- English (Bilingual/French preferred)