About this role
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
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