Commercial Excellence Manager Resume Sample
Patricia Gorczany
723 Hettinger Ranch,
Boston,
MA
+1 (555) 932 7081
Work Experience
Commercial Excellence Manager
08/2015
-
PRESENT
Detroit, MI
- Get involved in business strategy development for ComEX dept. and the Company
- Dashboard update and eQ survey accomplishment
- Lead the process creation and optimization of department
- Working experiences in sales or business development and business excellence
- Rich experiences in communicating, developing sales or channel strategy
- Experienced in project management, from start to implementation and delivering results
- Knowledgeable of business management and process management
- Understanding of sales performance management process
Area Commercial Excellence Manager
06/2012
-
05/2015
Dallas, TX
- Good at business writing
- Monitor the business performance and the performance of commercial processes to provide actionable insights to strengthen business growth acceleration within the marketing, sales and medical teams
- Develop and implement, together with the Sales and Marketing department, different marketing & sales programs in line with the strategic ambitions of the CBU
- Share best practices and lessons learned with the ECL coordinator in the Ethics & Compliance Function
- Act as a point of contact for ethics & compliance matters by for example, answering Code or V&B related questions
- Assist efforts to promote a Speak Up culture
- Manage cross-border Receivable Finance (GFS + PEA) Commercial Excellence efforts
- Coordinate monthly Rec. Finance and Lending Commercial Intensity metrics and Receivable Finance Commercial Council. Work with in-country Commercial Excellence teams on potential areas of improvement to drive sales productivity
DCV Commercial Excellence Manager, East Amees
08/2006
-
12/2011
Los Angeles, CA
- Support business development evaluations through secondary data analysis, revenue forecast assumption generation, etc.
- Anticipate on clients’ needs and, in collaboration with the commercial division (sales, customer services, marketing and BUD’s) and strategically manage those to maximize resources and sustainability
- Monitor client satisfaction (SLA’s) with contracted deliverables and work with sales management team and client service’s management to achieve and maintain a high level of customer satisfaction
- Implementation of the ROPU SEASK commercial excellence strategy in close collaboration with the ROPU Head of AH and regional commercial excellence functions
- Establishing CE processes and methodologies to best adapt to the needs of the ROPU/OPU in collaboration with regional CE functions
- (Sub-) Project lead of commercial excellence projects to improve Sales Effectiveness and Efficiency
- Implement structural, process and system changes in close alignment with the commercial and market management team
- Drive elimination of non-value adding Sales tasks and implement standard policies and procedures (e.g. approval policies)
- Act as facilitator to ensure close alignment of Sales and Market Management team
Education
Arizona State University
2001 - 2006
Bachelor's Degree in Related Discipline
Professional Skills
- Distinct problem-solving skills, team orientation as well as moderation and presentation skills
- Excellent meeting facilitation, communication, presentation, and writing skills
- Excellent interpersonal & networking skills and effective communicator
- Strong financial knowledge analytic and problem-solving skills
- Strong influencing skills, able to influence teams outside of direct control; species teams, corporate business
- Strong analytical skills, commercial understanding and market awareness
- Being adaptive; Willing to take challenges and drive changes; Proven ability to deliver agreed result with strong execution power
How to write Commercial Excellence Manager Resume
Commercial Excellence Manager role is responsible for analytical, presentation, leadership, finance, credit, training, security, reporting, travel, business.
To write great resume for commercial excellence manager job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Commercial Excellence Manager Resume
The section contact information is important in your commercial excellence manager resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Commercial Excellence Manager Resume
The section work experience is an essential part of your commercial excellence manager resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous commercial excellence manager responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular commercial excellence manager position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Commercial Excellence Manager resume experience can include:
- Strong Project Management skills; Prince2 or similar
- Strong analytical skills and sound business judgment
- Confidence and good presentation skills
- Strategic vision, good communication skills
- Implement and manage effectively the pricing strategy across countries, channels and customers
- Strong communication, facilitation & problem-solving skill
Education on a Commercial Excellence Manager Resume
Make sure to make education a priority on your commercial excellence manager resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your commercial excellence manager experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Commercial Excellence Manager Resume
When listing skills on your commercial excellence manager resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical commercial excellence manager skills:
- Strong business acumen and excellent stakeholder management skills
- Proven leadership and team skills and proven leadership qualities at work in an international environment
- Very good analytical skills and independent conceptual thinking
- A strategic mind with solid problem-solving skills and an ability to present in a clear and easily understandable way both in writing and verbally
- Strong project management, change management and presentation skills
- Structured with strong documentation skills
List of Typical Experience For a Commercial Excellence Manager Resume
1
Experience For Area Commercial Excellence Manager Resume
- Build and maintain solid Business Intelligence to support our company strategy and provide visibility of the market
- Owner of Global Pricing: Define and implement regional pricing strategy / process
- Accountable for achieving sales objectives while controlling sales expenses and market share
- Drive continuous improvement of sales and bid process, sales capabilities and tools and supporting systems
- Create enthusiasm and follower ship behind the CRM system, ensure that every sales representative and sales managers is using its full capabilities
- Define and facilitate our Key accounts selection and performance while ensuring that proper resources are in place
- Review and facilitate our channel coverage and saturation by leading key internal initiatives
- Lead new initiatives to improve the entity performance and efficiency when covering multiple departments
- Maintains and updates the business plan covering all markets and regions
2
Experience For DCV Commercial Excellence Manager, West Amwes Resume
- Identify weaknesses in current procedures/structures and implement changes
- Describe core processes and regional adjustments
- Set-up of process KPIs, review regional performance and define actions
- Launch, engrain and drive continuous development of the CRM system throughout the whole organization in close coordination with the commercial managers
- Develop and maintain governance for use of the CRM system and ensure alignment with other relevant commercial processes
3
Experience For DCV Commercial Excellence Manager Resume
- Use knowledge of business objectives, strategies, and needs to identify opportunities where data can be leveraged to achieve the desired business benefits
- Create dashboards and develops tools to facilitate both commercial operations and strategic analysis
- Interpret results of analyses, identifies trends and issues, and develops recommendations to support business objectives
- Communicate complex information so that it is easy to understand and influences other to act based on the useful information provided
- Understand key commercial processes and define how to increase value to both Johnson & Johnson and customers by new commercial models
- Define and provide strong metrics on sales & marketing efficacy, identifying opportunities for increasing efficiencies. Develop, maintain and deploy reporting and analytic solutions
- Define sales and marketing organizational needs (design, sizing, structure and alignment) in the short/med/long terms
4
Experience For DCV Commercial Excellence Manager, East Amees Resume
- Provide sales team with administrative support and liaise with EMEA CommEx Dpt
- Implement incentive plan – individual sales targets
- Monitor Capital Expenditure level vs Budget and ROI
- Responsible for coordination of sales staff activity in assigned sales territory
- This job is not eligible for sales incentives/sales commissions
- Manages the day-to-day activities of the field sales staff to ensure compliance with business plan and company policies
- Coaches sales staff on key competencies
5
Experience For Regional Commercial Excellence Manager Latin Resume
- Assigns sales territories and quotas to staff
- Monitors results and adjusts coverage as necessary
- Provides input into sales forecast
- Coordinates budgets, forecasts and reports
- Tracks regional expenses against budget. Implements cost controls when necessary
- Reviews market analyses to determine customer needs and volume potential. Tracks sales staff performance against quota
- Establishes performance improvement plans when necessary
6
Experience For Diabetes Cardiovascular Commercial Excellence Manager Resume
- Adjusts sales plans as appropriate to achieve goals
- Drive our sales excellence activities including customer segmentation & targeting, key account management and sales force development in coordination with sales management as well as colleagues in our global headquarters
- Conduct in-depth analysis of sales performance and market development to support the management team in the development of strategy and tactics and lead problem solving on identified opportunities and threats
- Participate in key strategic initiatives spanning sales, marketing and Payers & Trade functions often in collaboration with international colleagues
- Ownership of aForce CRM Tool; including supporting data stewardship
- Support implementation and adoption of the Sales Cadence Processes by ensuring the relevant aForce reports and other intelligence are available; reporting on KPIs and enabling effective Root Cause Analysis
- Work with General Management; Marketing and Service to ensure full alignment with Sales Cadence
- Report on Month to Month changes in Business and Market Dynamics; outlining potential Opportunities and Vulnerabilities
7
Experience For Commercial Excellence Manager Receivables Resume
- Drive value creation activities and levers that need to be planned and executed across the Area to enable Sales and Margin Growth (such as asset utilization; contract compliance and customer efficiency improvements as a sales differentiator). Track Value Creation improvements over time
- Ensure timely and effective communication and close-out of Key Decision Made; Elevations and Action Items arising from the Regional Management Review Process
- Working with Commercial Excellence Team at Area identify Process or Learning Gaps. In turn work with relevant Stakeholders to identify improvement plans. Establish appropriate metrics to monitor and support Flawless Execution
- Lead the implementation of consistent sales targeting and incentive programs across all business units, to ensure alignment with business priorities and that sales teams are incentivised to achieve targets and fulfil AH objectives
- Ensuring an effective and efficient flow of all existing internal processes and regular optimization of these processes
- Demonstrated ability in implementing Commercial Excellence models; sales process, targeting, customer segmentation
- Experienced in customer segmentation and targeting tools & methodology
8
Experience For Regional Commercial Excellence Manager Resume
- Experience in embedding tools and best practice amongst sales and key account teams
- Experience in working with multifunctional teams
- Several years of professional experience in sales, strategy development, project management or business development
- Drive sales force effectiveness initiatives
- Reporting to the senior management team on the progress of ongoing initiatives
- Oversee the monitoring of a business intelligence model to drive customer segmentation, targeting and CRM softwares
9
Experience For Commercial Excellence Manager Resume
- Evaluate sales team performance to drive continuous improvement, providing direction and supporting the BUs Division Managers
- Active coaching of the individual sales companies and central departments as well as active support and assistance in change management
- Self-starters with an independent way of working and the ability to drive high-level initiatives and changes throughout the company
- Energetic, communicative and convincing in German and English
- Define and lead sales efficiency indicators through appropriate analysis between sales and marketing
- Support and build competitive advantage in cooperation with marketing and sales team
- Manage the implementation and maintenance of the customer segmentation tools and strategy in line with business goals
10
Experience For Area Commercial Excellence Manager Resume
- Collaborate with Global Commercial Excellence colleagues to understand corporate Commercial Excellence tools and processes and translate these into local initiatives, to ensure both consistency of global approach and local effectiveness
- Lead the implementation of consistent sales, key account and account management processes across all business units optimising efficiency and effectiveness
- Collaborate with Sales and Marketing colleagues to ensure marketing content (e-detailers) is made available to the sales team via the appropriate platforms and delivered to customer using optimal means, ensuring the most effective methods of customer contact in support of business goals
- Excellent communicator - written and verbal
- Previous sales / Key Account Management experience desirable
List of Typical Skills For a Commercial Excellence Manager Resume
1
Skills For Area Commercial Excellence Manager Resume
- Good understanding of Operative Pricing/ Tactics
- Experience in leading multi-discipline cross-organizational teams without direct line authority
- Strong formalization and organization of existing material
- Relevant experience in similar position/line of work is desirable
- Knowledge of the medical device industry, market trends and how J&J operates
2
Skills For DCV Commercial Excellence Manager, West Amwes Resume
- Organised and strong result orientation
- Understand key pricing concepts (positioning, elasticity, value perception…)
- Implement the pricing strategy, with a focus on price to consumer (for marketing) and on price to customer (for commercial) to include Trade Terms optimization
- Regional commercial excellence (CE) coordinator. Liaising with BU PC global CE manager, implementing CE initiatives and processes in the region
- Measure and implement training and development for sales and marketing team
- Competency in Strategic Pricing concepts & models
3
Skills For DCV Commercial Excellence Manager Resume
- High tolerance for ambiguity, satisfying needs of several levels of internal & external stakeholders
- Energetic and outgoing personality who enjoys the night life
- Commercial Strategy and Planning
- Establish platform for cross-BU knowledge sharing
- Reports to (Role): Regional Sales Manager, Direct Reports (Role & Number): NA. Individual Contributor roleSelling Consumer
- Understand how pricing affects the P&L: price mix, price increase
- Field Force task.focus based on cycle planning
- Sales/competitor Intelligence tracking and report
- Implement an on-boarding program for key stakeholder groups (materials and immersion)
4
Skills For DCV Commercial Excellence Manager, East Amees Resume
- Conduct leadership (executive) training sessions on V+, target 2 times per year
- Periodic V+ “wellness checks” within the BG and BU’s to ensure operating model is adhered to
- Develop, plan, create acceptance and execute CE improvement projects according to the agreed scope, in time, in budget
- Assure proper governance for CRM modules for Americas sales and marketing group, also align with BA Chemicals Sales Process blueprint
- Academic record or equivalent education. MBA desirable
- Entrepreneurial mindset and proactive
- Build Internal Relationships with
5
Skills For Regional Commercial Excellence Manager Latin Resume
- Animate community to foster exchange
- Development of processes & documentation thereof to close the identified gaps
- 1) Customer Relationship Management
- Use negotiation resources and techniques to reduce gap between customer’s demand and business objectives, in line with the commercial strategy
- Anticipate customer’s behaviors, changes, risks / opportunities or conflicts and adapt the negotiation cycle (process, style) accordingly
- Define the commercial strategy (route-to-market through all channels – on-trade, off-trade, home-trade, e-trade), in line with local market environment and business objectives
- Define and monitor short to long term business plan and priorities: growth opportunities, objectives, actions, resources… at channel, customer and brand levels
6
Skills For Diabetes Cardiovascular Commercial Excellence Manager Resume
- Set KPIs, to monitor commercial activities and manage commercial performance at channel, customer and brand levels
- Get a deep understanding of the market dynamics - direct / indirect competition, channels, customers… - by collecting & analyzing internal / external information, data and trends, using digital tools when relevant
- Identify risks and opportunities of market changes (competitors moves, new channel development, changes in legal and regulations…)
- Know and use the key sources (qualitative and quantitative research, panel, and initiatives, traditional and digital – social networks, blogs, analytics…) of consumer information, and methodologies to get a deep understanding of the behaviors (“walk in shoes” of consumers)
- Set the brand ambition and translate it into global brand & portfolio strategy for growth that can be localized, anticipating mid- to long-term changes within the environment, business opportunities and risks
7
Skills For Commercial Excellence Manager Receivables Resume
- Develop brand crusade, targeting strategy and profiling, and bring them to life across the range of marketing assets
- Leverage market, consumer & shopper insights, consumer journey and route-to-market opportunities, to define priority targets, develop effective strategies and activations
- Supporting the drive and executing growth and innovation agenda
- Costing, Pricing and commercial analysis across business and across the region
- Providing the process and tools, methods and push the capabilities to the sale team
- Set KPIs, to monitor, manage and adjust strategy
- Manage all levers of the brand / portfolio P&L, to optimize business performance (budget control, resources allocation optimization, cost optimization, pricing strategy, inventory monitoring…)
- Ensure the Sales and Customer Service teams have the commercial excellence tools, capabilities and mindset necessary to ensure their commercial success and to achieve the Business financial targets
- Dedicated capability owners / coaches within each BU
8
Skills For Regional Commercial Excellence Manager Resume
- Defined communication plan to help embed V+ across AFAP
- V+ is included in all senior management agenda’s, at both BU and BG levels
- Coordinate and implement agenda for sales activity review meetings
- Determine & support local Distributor Communication plan: including distributor portal, product notifications, new releases on products & proof sources, educational WebEx information sessions
- Be responsible for articulating and communicating ComEx strategy, teaching, consulting, influencing and motivating commercial team to apply ComEx management processes and systems as problem solving approach
- Define CE ROPU SEASK priorities combining guidance from regional CE team and ROPU SEASK specific needs to best drive business performance
- Keep close communication with global ComEx team and other functions to exchange knowledge and good practice both internally and externally
- Track and report project benefits; Create an open environment for learning and facilitate relevant training; Mentor and Advocates for ComEx projects
- Ensure CE methodologies & processes are established and effectively executed in ROPU SEASK Ensure execution of ROPU/OPU initiatives aiming to optimize the Go To Market and establish excellence in execution, incl. implementations related to CRM and sales performance
9
Skills For Commercial Excellence Manager Resume
- Create strong cross-functional partnership with business unit leaders (GM and BUDs), local BI, local Pricing, Finance, local marketing, KAM
- Be responsible for the new S&T and SFE Tracking tool deployment in the country (includes Sales Force Training on new systems)
- Coordinate Sales Incentive Plans management and reporting, while ensuring consistency of SIP with local commercial goals
- Act as a Commercial hub for the country and the regional counterparts – in scope: GTM, S&T, SFE, Sales Incentive Plans
- Collaborate with internal and external partners to anticipate future SFE needs and assess business impact and feasibility of new or enhanced tools
- Be an active member of MECOMED organization to develop Region Market intelligence visibility
- Be an active member of the EMEA Commercial Excellence Center of Excellence
- Define every year the EMEA Surgical Incentive Plan in close collaboration with countries and EMEA SFE Team in order to drive the right commercial behaviors in countries according to the EMEA strategy and Top priorities in order to achieve the Surgical Financial Target
- Medical Devices experience is essential for this role. Ophthalmology experience ideal however not essential
10
Skills For Area Commercial Excellence Manager Resume
- Exceptional written and verbal communication skills at all levels
- Strong team work and inter-personal skill
- Have strong successful experience with CRM systems (preferably MS salesforce.com) and be able to translate commercial processes into system requirements
- He/she needs to have experience leading change management initiatives, implementing new ways of working across a business
- Experience training and facilitating others around best practice usages of systems and tools
- Be an outgoing team player and an excellent communicator
- Experience in marketing, business/sales operations/analytics, or other strategic commercial role
List of Typical Responsibilities For a Commercial Excellence Manager Resume
1
Responsibilities For Area Commercial Excellence Manager Resume
- Demonstrated experience with business process and behavior/culture change
- Previous E&C related working experience or internal audit experience is an advantage
- Comfortable working closely together with the management team and a strong team player who can develop relationships across the entire organization
- Working experience with at least 3 years in leader role
- Experience working with MNCs
- Demonstrate an overall understanding of business environment and company’s vision
- Operate in a cross-cultural and complex matrix environment
- Demonstrated ability to work independently and in a collaborative team environment
2
Responsibilities For DCV Commercial Excellence Manager, West Amwes Resume
- Experience with financial analysis and project evaluation
- Highly independent and analytical person with a strong drive and result orientation
- Min 3 years work experience in Life Sciences related industry
- About 7 years work experience
- 5 – 7 year’s experience in a business process or business management role
3
Responsibilities For DCV Commercial Excellence Manager Resume
- Proven ability to work with diverse cross functional teams and drive positive results
- Demonstrated ability to communicate with executive audiences, middle management, and individual contributors
- Good knowledge of financials concepts and financial statements
- Experience in Sales, Account Management and/or Sales Operations
- Evaluate and monitor progressively the performance of the activations and experiences, and adjust actions accordingly
- Min 10 years experience in SFE or Commercial/business functions
4
Responsibilities For DCV Commercial Excellence Manager, East Amees Resume
- Curing agents, processing aids and auxiliaries for the composite market
- Influencing and partnering
- Marketing and strategic initiative oriented
- Outgoing, curious person, able to connect with key-stakeholders in the business
- Working knowledge of Microsoft office mainly Excel, Access and Power Point
- Working knowledge of IT software/systems – Cognos, BPCS, Salesforce.com
- Keep driving simplification by working cross-functionally to achieve continuous productivity
5
Responsibilities For Regional Commercial Excellence Manager Latin Resume
- Manage a project: resources and planning monitoring, cost and risks evaluation…
- Firm understanding of Sales & Marketing in a B2B environment
- Formulate development framework and development programs for marketing personal aligning with competency framework
- Ensure all the activities of the sales force unit comply with relevant acts, legal demand and ethical standards and in line with marketing plan
- Facilitate business leader to set appropriate Operating Plan and business metrics/measurements
- Cross-linking agents and additives for the rubber industry and additives for polyolefins
- In-depth understanding of the pharma/biotech industry
- Can-do attitude and maintaining a healthy sense of humour also when the pressure is high
6
Responsibilities For Diabetes Cardiovascular Commercial Excellence Manager Resume
- Worked in a big consulting company on commercial excellence
- Quickly understand, consider and offer feedback in a commercial setting
- Cross functional team interactions and/or roles influencing cross functional peers
- Assure all working procedures are documented and maintained and that all staff is properly trained
- In a challenging commercial role (preferably account management)
- Identify capability development needs for Marketing personals to be in line with corporate strategy and expectations
7
Responsibilities For Commercial Excellence Manager Receivables Resume
- Oversight or act as facilitator for the assigned training programs and reinforcement programs as planned
- Able to interact comfortably with English and Mandarin speaking colleagues and stakeholders
- Mobile and willing to work in China
- Coordinate Demand planning
- Coordinate training needs
- 3) Training & Development
- Sales target setting
- Awareness of market evolution, particularly the structure and role of Key Accounts in the AH industry
8
Responsibilities For Regional Commercial Excellence Manager Resume
- Attention to detail and process orientated
- Integrate and develop processes to meet business requirements across the enterprise as a strategic business partner for sales functions
- Active development of a customer-centric sales approach
- Build and lead teams to drive key business initiatives
- Establishment and further development of the Commercial Excellence methodology to sustainably increase the performance of our sales force
9
Responsibilities For Commercial Excellence Manager Resume
- Identification of operational best practices to derive new optimized sales approaches
- Distinct focus on value creation in sales
- Extensive practice in process management and in the development of business strategies
- Provide Competitive analyses to identify opportunities and best practices
- Capture, analyze and use market data to better understand the current competitive environment, identify attractive growth opportunities and new customer target
- Strong critical thinking and demonstrated ability to identify issues and implement solutions, including identifying and involving the appropriate decision makers
10
Responsibilities For Area Commercial Excellence Manager Resume
- Demonstrated ability to work in an international environment
- Every staff of Sanofi is accountable for assuring compliance’s rules & ethic code when working with Health Care Professional to strengthen the company’s image
- Help to drive sales force effectiveness and improve productivity, support to optimize resource and organization investment
- Lead forecast review on potential pipelines and orders to drive business predictability
- Drive conversions for pipelines and orders on day-to-day basis to ensure business commitment
- Manage dashboard for product/segment team, and monitor the quality and linearity of the business
- Drive customer satisfaction and improve NPS (Net Promoter Score)
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