Position Title: Commercial Excellence Manager - CCS
Direct Reporting Line: Head of Strategy and Business Excellence
Base Location: Shanghai
Who we are and what we do?
The Straumann Group is a global leader in tooth replacement and orthodontic solutions. It unites global and international brands that stand for excellence, innovation and quality in tooth replacement and esthetics, including Straumann, Neodent, Medentika, ClearCorrect, Dental Wings and other fully or partly-owned companies and partners.
As a total solution provider, we take a holistic approach, offering training, support and a wide range of services to dental practitioners, clinics and laboratories all over the world. It is recognized as a leading innovator and works together with universities, clinics, research institutes, networks and communities to enhance the standard of patient care.
As Commercial Excellence Manager, your primary role will be responsible to support CE head to manage and support sales in setting up new GTM channel for CCS, drive growth by setting up effective processes for different models and set up criteria for measuring results. You will act as business partner between relevant business owner & different functions, especially commercial excellence.
Responsibilities:
- Channel KPI: Responsible for new channel sell in KPI performance and drive achievement with action plan.
- Distribution Plan: Lead in developing annual channel and distribution plan. Involve in setting up distribution policy (including rebate scheme, data requirement, etc.) for CCS BU together with sales team.
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Distributor & commercial related process management: Set up and optimize BU commercial related process together with channel operation team, following compliance & GSP requirements. Key processes include but not limited to distributor pool , distributor lifecycle management criteria & process, contracts, authorization, target setup, rebates scheme, AR/Credit process.
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Sales process management: Formulation and optimization the sales mgmt. process, following GSP requirements. Set up funnel management in CRM system & track sales performance.
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Project management: Lead projects based on new channel commercial operation needs, conduct and manage projects, including project target, execution details, discount calculation, agreement management, and project evaluation.
- Operation excellence: drive & enhance effectiveness of commercial operation procedure for new channels. Drive digitalization of working process, resolve issues and problems and come up with new methods.
Professional General Competencies
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Fluent written and verbal Mandarin and English language.
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Strong background with related experience in commercial operation in medical device or healthcare industry, dental industry preferred.
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A self-driven individual who strives to provide a high-quality service to the business.
- An excellent communicator including written, verbal and listening skills.
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Solid project mgmt. skill with sense of urgency.
Other
- Bachelor’s degree in economics, business management or a related degree.
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10+ years of experience as commercial operation in MNC with similar industry background (i.e. medical device or pharm).
Brilliant team player ready to grow in a cross-cultural environment.
You have a well-developed intercultural understanding, as a leader you are inclusive of all and welcome diversity. You and are seasoned in building and maintaining productive partnerships across borders and functions. You are not a ‘knower or a victim’ mindset person but a player and a learner. You leave your ego behind, and you are ready and willing to listen and learn from others around you, even your own team. You are transparent and open when mistakes are made and you use this learning to help yourself and others grow, blame culture is not in our DNA and nor is it in yours.
As some of your stakeholders are working in different time zones you understand that the best time to meet is not always 9-5. And as a true team player you are aware of the potential that lies in a group who share a common will to fight, laugh, win and celebrate as a team.
Open doors and open minds.
In Straumann you will join a team of highly dedicated people who share the common understanding that helping each other is key to succeeding in our daily work. Our ambition is to create value for the organization and our colleagues by continuously developing smarter tools, processes and systems that can support an attractive, productive, engaging and compliant workplace. We believe that everyone can contribute to our success. Therefore, you can always feel free to share your opinion and bring your ideas to the table – Actually, we are expecting you to.
Corporate Culture.
The right mindset is a prerequisite for the high-performance culture we are striving to build. Our main thrust over the past years has been to inspire and foster a player-learner mindset throughout our workforce.
Learner
You and I see the world differently. The way in which you deal with such differences defines you as a “learner” or a “knower”. Are you acting as a “knower” pushing your knowledge and opinions on to others? Or are you a “learner” where the approach is to, in a more humble way, use questions to understand the person you are dealing with?
Player
You have it in your hands how you respond to a situation. If you take responsibility or if you act self-disempowering defines you as a “player” or a “victim”. Are you taking the role of a “victim”, always in the hands of external forces and not able to influence the outcome yourself? Or are you more of a “player”, where you are in control of what is happening and could affect the outcome?
Player-Learner
This works best when everyone in the company takes responsibility for their own response to any situation (player mindset) and is truly curious about the opinions and ideas of others (learner mindset). Player-Learners inspire trust; they are energized and embrace change; they listen, find out, share, collaborate, take risks, find solutions, learn by doing, encourage and celebrate.
