Overview:
The Commercial Excellence Senior Principal is responsible for developing and performing a clear and consistent strategy across the Biologics Business Unit to enable achievement of growth goals. This role will lead efforts to develop, plan and complete a commercial strategy. This can include, but not limited to, sizing and territory alignment, incentive compensation (IC) plan strategy and execution, sales data management and overall management of the CRM (SalesForce.com) for the Biologics Business Unit region. Additionally, this role will lead the creation of dashboards and reporting to drive transparency and insights across our business unit.
The Commercial Excellence Senior Principal will help to identify the needs of the Biologics Business Unit for critical success measurements and KPIs. This includes working with the Global Commercial Operations team to develop key analyses, reporting and dashboards so the teams can more quickly spot business trends and enhance sales potential. The successful candidate is capable of working in a multi-functional environment to help drive the success of the company. This person should be highly creative, energetic, positive, confident, diplomatic, independent and entrepreneurial.
This is a hybrid position
The general base pay for this position ranges from $134,500 to $179,500. Pay is based on several factors including market location, job-related knowledge, skills, and experience.
Responsibilities:
* Collaborate with senior leadership to define and implement key performance metrics that measure the effectiveness of the field sales teams within the Biologics Business Unit, with a strong emphasis on driving field sales performance.
* Partner with GMs, Regional Sales Managers (RMs), and Service leaders to gather actionable market and customer insights, demonstrating SFDC tools to identify trends in sales and buying cycles, and actively develop strategies to improve sales execution.
* Work closely with the finance, HR, and field leadership teams to align and refine incentive plans, ensuring they directly drive sales actions and are in sync with overarching business goals and sales strategies.
* Design, implement, and refine effective sales processes that drive field action, ensuring they are aligned with strategic goals but adaptable to regional market needs and cultural differences.
* Collaborate with Sales Enablement and Commercial Tools teams to standardize and enhance sales practices across the field, focusing on creating scalable tools and metrics that drive sales team productivity and measure their impact on revenue generation.
* Lead consistent reporting and performance tracking for the Biologics Business Unit, ensuring alignment with other field regions while tailoring reports to highlight critical sales actions and outcomes.
* Be a key driver of sales innovation by exploring and recommending emerging sales technologies and processes that can drive measurable value in the field, while experimenting with new ideas to enhance sales effectiveness globally.
Be responsible for the development and execution of sales performance improvement initiatives, ensuring alignment with sales leadership's objectives and business goals. Hold accountability for sales incentives, ensuring they are directly tied to performance and reflect the company's compensation philosophy.
Qualifications:
* Strong interpersonal skills as well as excellent verbal communication and presentation skills
* Ability to manage multiple non-connected projects and prioritize time/activities
* Ability to develop new sales strategies, build cases, gain internal/external support, and drive implementation
* Ability to plan and align organizational resources to best achieve success on a variety of projects while properly managing time, with key focus to optimize work processes
* Has a strong customer focus and capability to balance partners
* Drives vision and purpose, with a global, strategic, analytical and innovative approach
* Is organizational savvy and shows strong persuasion traits
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