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EMEA Sales Excellence Manager
2 months ago
The Opportunity
Ortho Clinical Diagnostics stands at the forefront of in vitro diagnostics, merging the expertise of Quidel Corporation and Ortho Clinical Diagnostics. With a workforce exceeding 6,000, we operate in over 130 countries, delivering rapid, precise, and reliable testing solutions across various settings, from home to hospital and lab to clinic.
Our organizational culture prioritizes the well-being of our team members, fostering an environment that promotes happiness, inspiration, and engagement. We believe that a satisfied workforce is integral to achieving business success.
This position offers flexibility in location across the EMEA region, with preferred locations including Milan, Prague, Poland, and Turkey.
Contract Details
This role is offered on a 1-year contract, serving as a maternity leave replacement.
Your New Role
This pivotal role involves the formulation of Commercial Sales processes and KPIs, establishing a foundation for effective commercial excellence. The ability to align processes and connect various functions is essential, as this position interfaces with sales, marketing, finance, and customer relationship management. Additionally, this role acts as the EMEA regional liaison for all Global Commercial Enablement initiatives and plays a significant part in sales forecasting and the management of key business KPIs. The role encompasses contributions to initiative development and regional ownership of change management, implementation, and reinforcement, ultimately impacting business outcomes and overseeing a team of professionals.
Key Responsibilities
- Oversee Commercial Analytics & Insights, including the development of Regional Dashboards & KPIs.
- Manage Commercial Enablement Operations, focusing on the Regional Forecasting Process, Regional CPQ Process, and effectiveness KPIs, along with recommendations regarding sales force size and structure.
- Drive Sales Force Excellence by supporting the Regional Go-To-Market strategy, Distributor Excellence strategy, and training initiatives for sales enablement tools.
- Develop and implement the Incentive Compensation strategy for commercial personnel, including the President's Club annual incentive award program.
- Provide support to the Regional core leadership team, cluster leaders, and finance controllers in preparing for QOR/AOP/Executive Business Reviews.
- Assist the Executive Vice President, EMEA, in preparing and presenting materials for key global executive reviews and EMEA Management team meetings.
Qualifications for Success
- A bachelor's degree in Business, Finance, Sales/Marketing, or a related field is required.
- A minimum of 4 years of professional experience is necessary.
- In lieu of a degree, 8+ years of relevant experience will be considered.
- At least 3 years of experience in a leadership role is required.
- Proven experience in sales operations and data analytics is essential.
- A collaborative and team-oriented mindset is crucial.
- Ability to translate data into actionable strategies.
- Strong leadership skills to influence and drive change across clusters.
- Familiarity with CRM, sales processes, and sales management to understand business requirements.
- Proficiency in English and at least one other European language is mandatory.
- Excellent communication skills are required.
- Advanced Excel skills and proficiency in other MS Office applications are necessary.
- Experience at the tactical/country level and in Marketing or Finance is preferred.
