Director, Commercial Excellence

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.
*Business-level proficiency in both Japanese and English is required.
 
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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