Director Commercial Excellence DBS - EEMEA
Beckman Coulter Diagnostics
Dubai, Dubai, United Arab Emirates
منذ 4 يوم

Job purpose

This role is a critical position responsible for driving standard methodology for Commercial Operations (sales, marketing, and service) across EEMEA direct markets to achieve profitability, growth, price realization, and commercial success of sales strategies.

The role will encompass different commercial elements including defining standard work and templates for regional commercial operations teams, enabling Funnel Management capabilities, and being responsible for the regional price realization strategies.

The role is vital in driving growth and achieving commercial success in Beckman Coulter Selling Unit for this region. Do you have a passion for the above?

Then just apply and join our team!

Main duties and responsibilities

  • Raise the execution level of the commercial teams in EEMEA markets.
  • Refine and drive adoption of best practices across region, establishing Standard Work and using DBS growth tools.
  • Collaborate with regional and country GMs to sustain and improve the highest return on processes, activities, and initiatives.
  • Assist regional leadership in the development of a DBS roadmap (i.e., how to use the tools to drive improvement in results).
  • Work closely with the local leadership to foster and prioritize the Kaizen funnel by identifying and helping develop ideas into DBS programs or projects that will significantly impact organizational objectives.
  • Drive funnel management across regional sales teams including performing and reviewing funnel dashboards.
  • Build consistent adoption of good service and applications support across region.
  • Collaborate with global HR, regional HR, and GMs to build a commercial skill and proficiencies framework to support the growth and development of Beckman Coulter’s associates in the region.
  • Directly provide DBS training and mentorship (ie growth rooms, customer buying journey, PSP, Kaizen, etc).
  • Conduct gap analyses to find opportunities for improvement.
  • Evaluate and approve together with GMs and HR leadership annual list for CP certification.
  • Work with HR to develop outstanding sales force incentives to drive the growth approach.
  • Regularly participate in PD and Daily Management reviews and contribute in achieving Policy Deployment and Strategic Plan objectives.
  • Represent EEMEA region in global commercial projects for sales or service enablement.
  • Support deployment of new systems or tools including training of sales and service organization.
  • Ensure compliance and be a gatekeeper of processes and procedures.
  • Ensure commercial teams recognize and plan for future customer needs.
  • Lead development and implementation of strategic plans and initiatives.
  • Qualifications, attributes and skills

  • Minimum 15 years of working experience within sales, customer care, service or commercial environment.
  • Previous experience in Healthcare industry is a plus : processes and selling / purchasing with the public and private clinical environment.
  • Understands the cultural differences that exist within the region and how to conduct business according to those differences.
  • Strong commercial awareness : deep understanding of capital sales, rental reagent sales and rental agreements and overall tender dynamics
  • Evidence of strong influencing and teamwork skills, having worked previously in a matrix organization, and be accountable for delivering business results with dotted line structure.
  • Detail-orientated, strong analytical skills, evidence of utilizing analytics for recommending and supporting commercial strategy implementation.
  • Commanding attention and respect; executive presence and ability to immediately establish credibility within the organization and with customers and partners.
  • Build constructive and effective relationships both inside and outside the organization.
  • Financial acumen : experience with budgets, forecasting, responding to tenders and leading priorities to meet revenue targets.
  • Continuous improvement demeanor.
  • Preferred Certified Practitioner in any of the DBS tools.
  • Validated consultative selling skills honed within a matrix sales environment.
  • English (any additional language will be a plus).
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