Medtronic plc (www.medtronic.com), headquartered in Dublin, Ireland, is among the world's largest medical technology, services and solutions companies - alleviating pain, restoring health and extending life for millions of people around the world. Medtronic employs more than 85,000 people worldwide, serving physicians, hospitals and patients in approx. 160 countries. The company is focused on collaborating with stakeholders around the world to take healthcare Further, Together.
Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be. We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future.
A Day in the Life
CVG EMEA Commercial Excellence mission: support the EMEA CVG BUs and Regions in delivering their topline, market share, profitability and customer commitments by providing innovative and insightful analytics for fact-driven decision making and enabling the necessary capabilities to optimize sales execution.
The ComEx BU Partner will be a member of the CVG ComEx organization working directly with business leaders and responsible for acting as a change agent to drive systematic use of Commercial Excellence enablers and tools
The ComEx BU Partner is a senior, individual contributor position, designed to partner with Vice President / BU Leaders of the Business Unit, to develop and implement a coordinated EMEA commercialization strategy, which supports and enhances the overall BU strategy. The commercialization strategy would encompass all the relevant aspects of Commercial Excellence such as process & governance, Customer Relationship Management, account segmentation, planning & targeting, territory alignment and all other key strategic initiatives to drive the execution of strategy.
The position will ensure a single dedicated point of contact for the BU VP and his/her Leadership team and the individual needs a deep and professionally mature understanding of the inputs into the commercialization strategy such as markets, procedures and key growth drivers.
JOB DUTIES & RESPONSIBILITIES
• Collaborates with the BU leaders to optimize the Go to Market (GTM) model
• Proactively bring together all aspects of ComEx (sales execution, commercial skills, compensation) and other resources to the BU, implement the optimal/tailored solution to drive growth and ensure success
• Drive sales execution & effectiveness across the BU to maximize resources & ensure sustainable long-term growth
• Ensures full usage of existing sales tools, showcase value and suggests enhancements where appropriate.
• Ensure all initiatives are measured and tracked in a meaningful way that promotes continuous improvement
• Develop targeting and call planning scenarios, based on data driven decisions, to plan where the Sales Force should spend most of their time, and ensure targeting is optimized for focus campaigns and new product launches/sales initiatives
• Uses all available inputs, especially those from sales performance, to understand the commercial training and development needs of the Business Unit. Defines the training plan for those individuals.
• Collaborate with the different stakeholders such as CVG commercial excellence and local finance teams to drive set up and execution of sales incentive plans.
• Lead territory design exercises through the optimum balance of sales potential, market share, geographical area and critical relationship factors
• Lead special program implementation relevant the commercial model (HEART and GTM initiatives in the BU)
KEY STAKEHOLDERS
Close collaboration with and key working relationships include, but are not limited to the following:
• BU VP & BU Leaders
• Regional BU Managers & Sales Managers
• Marketing Team
• BU Finance Partner
• Country Commercial Excellence Managers
• Commercial Excellence Director & Teams
Education & Experience
• Master degree in economics, business administration or equivalent
• 10 years of working experience in business related function / environment
• Experience in a role supporting marketing & sales or in sales management
• Affinity with commercial excellence
• Experience with data analysis
• Having worked in an international company/environment, ideally in the medical device industry
• Experience in working in a complex organization with different countries / cultures
Competencies & Skills
• Strategic, analytical and pragmatic thinking; ability to shift between details and overall picture
• Ability to develop a strategy as well as drive execution
• Seasoned critical & analytical thinker
• Demonstrated skills for problem solving and issue handling
• Proactive and service oriented
• Flexibility to manage very different areas of expertise and related stakeholders
• Excellent communication skills, able to connect and quickly create relationships with people at all levels of the organization.
• Proven ability to effectively communicate (written and verbal) at all levels in an organization and with various people
• Able to influence, drive adoption of new processes & tools by articulating their value proposition
• Very good verbal and written presentation skills
• Fluency in English. Any other European language is an advantage
• A positive person that brings passion, energy and excellence in execution to his/her work
