EMEA Sales Force Excellence Manager
Zimmer Biomet
Warsaw, Poland
4 d. temu

Job Summary

This role develops and implements the reporting and monitoring of sales force effectiveness to achieve key business objectives across different franchises of Zimmer Biomet in EMEA.

This role engages with relevant internal Commercial & Marketing business leaders, and finance & analytics team across EMEA to execute sales force planning processes such as segmentation & targeting, KPI target setting, sales quota setting, and incentive compensation plan design.

Department : Strategy & Commercial Excellence

General Functions

Sales Incentive Plan (SIP) Development & Implementation

  • Develop and roll-out a common sales target setting approach across EMEA
  • Develop guiding principles for SIP and roll-out across EMEA, monitor and report of incentive payout schemes, actual payout versus target achievement across EMEA
  • Develop a guidance process and communication plan for local teams to communicate SIP
  • Support the execution of EMEA sales elite awards
  • Segmentation & Targeting :

  • Develop and implement a common customer Segmentation & Targeting approach across EMEA.
  • Develop and roll-out a Segmentation & Targeting tool to support the sales force 's segmentation & targeting activities across EMEA.
  • Act as a trainer for the tool.

  • Develop and roll-out a process for sales organisation to utilise the segmentation & targeting results that supports the definition of action plans for top customers.
  • Support the adaptation of the Segmentation & Targeting tool according to local business needs.
  • Sales Territory Design & Mapping

  • Map geographical territories (postcodes with hospitals) to each sales reps with reasonable traveling distance and sales potential, customer segmentation, enable sales reps to work productively.
  • Develop and implement a common approach for sales territory planning across EMEA, enable sales organization to build workable plan conduct SWOT analysis, set goals and create territory targets, develop strategies, review and track results.
  • Sales Force Performance Management :

  • Develop and roll-out a common performance tracking and review processes & tools for sales managers to manage the performance of sales reps.
  • Ensure tools are easy to use for the end users.

  • Define Sales Managers coaching and top / bottom reps management approach, roll-out training in collaboration with Sales Academy team
  • SFE Dashboards / Reports Development & Implementation :

  • Establish dashboards of KPIs to be used by EMEA and local teams to measure commercial performance and instill a culture of analysis, learning and performance
  • Lead SFE internal meetings to ensure metrics are clearly understood and acted upon.
  • Monitor data analysis, sales tracking data and sales roles productivity to support recommendations to the sales management teams to develop and improve performance of sales teams
  • Lead & Develop the Local SFE Leads in the Countries

  • Collaboration and communication with local SFE leads to support implementation of SFE programs, ensuring all markets are engaged in the process and it is staged to individual needs of the market
  • Support the development of SFE capability, tools, processes for the SFE leads in the countries. Sharing of best practices across EMEA.
  • Special Expertise

  • Strong strategic thinker with the ability to analyze sales force effectiveness, drive sales force management strategy and sales force excellence programs
  • Strong project management and cross-functional collaboration skills
  • High business acumen with ability to manage multiple projects with precision and accuracy in a very fast-paced environment
  • Strong analytical and quantitative skills in excel or more advanced tools
  • Strong communication skills both written and oral
  • Education & Professional experience

  • Bachelor or higher. Business administration, finance or sales & marketing preferred. MBA a plus.
  • Minimum of 5 years of experience in medical device industry in regional Commercial Effectiveness, Sales Force Excellence roles.

    Extensive knowledge of building tools, dashboards, reports with Excel and familiar with company internal data systems.

    Strong track record of rolling out sales force excellence programs.

    Previous sales management roles (sales manager, business unit manager) would be an advantage.

    Personal skills requirements

  • Strong work ethic, going beyond what is asked for and applying own critical thinking
  • Team player, high degree of flexibility and responsiveness, to changing inputs
  • Can do mind-set, self-driven, never satisfied - continuous improvement mindset
  • Languages

  • Strong written and verbal command of English
  • Up to 40%

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