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The Commercial Excellence Analyst will provide support to the Commercial function in the region (sales and marketing), through establishing a strong Livanova Business culture in all levels of the commercial organization, will implement programs for SFE and training and will ensure a strong CRM implementation across the region.
In this role, s / he will strategically contribute to consistently supporting a culture of continuous improvement, with an eye on reaching the optimum performance of our commercial organization to deliver growth and coordinating all commercial projects.
He / she will act as a business partner to the business leaders of the different regions and departments in designing, planning and implementing commercial processes, projects and initiatives to maximize business impact in all business units across the country.
As Commercial Excellence Specialist, will also be responsible for driving best-in-class standardized processes and tools to support performance excellence in SalesForce.com Utilization, Sales Cadence, Annual Strategic Planning and Commercial Projects coordination.
Major Accountabilities
CRM (SFDC)
Ownership of Sales Excellence tools (primarily SalesForce.com), including data stewardship and ticket resolution with Global Team. Coordination of all tool activities.
Support and maintain SalesForce.com that aligns with global standardized support system. Enable SalesForce.com as the System of Truth for Prospective Business Opportunities : Analysis if pipeline accuracy, Analysis of pipeline health
Champion implementation and adoption of the Sales Cadence Process localy by tracking, monitoring & reporting on KPI’s using dashboards to drive accountability and enable effective Root Cause Analysis and identification of best-in-class practices.
Develop some key analytics based on CRM to provide the sales team easier tool to analyze business.
Work with sales leaders to ensure CRM is the source of truth for each business, having all key parameters filled with the highest quality criteria to ensure Sales review by sales leaders.
Drives effective adoption of CRM usage by the commercial teams, focus on segmentation, sales plan for focus products, goal planning, funnels / pipeline (HLM, Oxy, NM patient pipeline), coaching.
Sales Force Effectiveness & Training
Develop a strong collaborative relationship to understand regional issues and provide support to them through strategic guidance, tools and best practice to maximize the impact and efficiency of sales resource in the region;
Collaborate on sales effectiveness priorities and initiatives to ensure the commercial engine / system is producing the greatest results for the region.
Collaborate on process improvement priorities and initiatives to ensure that the regional commercial and functional teams.
Coordinates coaching training & implementation
Establish and maintain performance dashboards in commercial for the region.
Assesses sales team skills, identifies gaps and areas for improvement and proposes corrective actions
Support training modules with the NM and CP business to increase clinical, analytic, customer oriented and leadership competencies.
Commercial Projects Coordination
Assist project managers with scheduling, budgeting, and risk management
Track project deadlines, submittals, and follow-ups with vendors and subcontractors
Communicate with various departments and stakeholders
Background
Education
University degree in relevant business management, data analysis, project management.
Languages
Fluency in English and Spanish preferred
Experience / Professional requirement
Based in São Paulo
Minimum 4 years working experience in medtech / healthcare industry;
Minimum 2 years proven and relevant work experience as a strategic business specialist / analist or relevant role;
Experience with both direct organizations & distribution networks;
Minimum 4 years SFE / market research experience;
Strength of analytical skills and high learning agility;
Affinity with CRM and Information Technology (IT) systems;
“Can-do” attitude and customer-service orientation; as well as Flexibility; ability to adapt to changing priorities and objectives;
Excellent knowledge of Excel is required (creating macros, pivot tables, graphics etc.) and PowerBI as user
Available to travel 50% of the time
PMO ability is desirable
Valuing different backgrounds
LivaNova values equality and diversity. We are committed to ensuring that our recruitment process is fair, transparent and free from unlawful discrimination. Our selection process is driven by the key demands / requirements for the role rather than bias or discrimination on the basis of a candidate’s sex, gender identity, age, marital status, veteran status, non-job-related disability / handicap or medical condition, family status, sexual orientation, religion, color, ethnicity, race or any other legally protected classification.
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