Commercial Excellence Specialist - S&RC

Job Title

Job Description

Commercial Excellence Specialist – S&RC

Reporting To: Business Leader, Sleep & Respiratory Care, ISC

About the role

Philips S&RC, India is looking for a member of the commercial team to fuel our growth story. The incumbent will be actively involved in budgeting, planning, analysis and reporting activities for sales operations and performance. The commercial excellence specialist would also be a trusted advisor to the market management team on commercial transformation and sales execution to improve critical sales capabilities by changing behaviors, creating strategies to support the Go-To-Market model, bring in solutions such as SFDC that help improvise sales productivity.

We are looking for a highly skilled team member with a sharp business acumen, data analytics skills and proven ability to implement transformational strategies.

Your role:

Sales Excellence and Business Transformation:

• Increases sales capability and drive behavioral change with the focus and lens around sales process & methodology including customer segmentation models
• Trusted advisor to market management team on commercial transformation and sales execution with accountability to achieve agreed KPIs
• Responsible for deployment of key global and local sales programs & trainings on sales behaviors and competencies such as SFDC
• Create and maintain sales dashboard to track revenue vs AOP, prescriber market share, coverage including sub dealer offtake, hospital funnel and key account (channel partner) stock, sales and key opportunities and risks
• Improves sales productivity of the market by driving funnel health, gaining sales efficiency and/or sales effectiveness.
• Leads sales improvement projects, supports strategy and deployment in line with management team’s top performance priorities
• Responsible for the continuous improvement and maintenance of the commercial model analytics to support data-driven decisions at customer level and drive performance.

Business Analysis:

• Analyze sales data and trends. Responsible for collection, analysis and reporting of the sales related data in an on-going effort to increase overall sales productivity
• Develops and tracks key performance indicators, and evaluates performance based on the sales quotas, while taking into consideration current economic conditions.
• Help derive key strategic insights from the myriad data types including DMS, SFDC and channel partner data trends
• Single point of contact for business leader for monthly/ quarterly sales delivery and revenue recognition
• Verify sales order compliance with the pricing structure and coordinate with GBS on OIT, order pipeline, bookings, revenue forecasting, revenue reporting, and goal attainment.
• Coordinate with warehouse and supply chain for orders timely order delivery to ensure we meet customer requirements and organization goals
• Behavioral: Daily demonstration of the highest level of Philips Leadership competencies and 4 behaviors

Channel Management:

• Support the commercial & marketing teams with the creation and execution of business plan with Partners
• Perform tactical and operational channel partner management activities including contracting. Ensuring onboarding, training and partner management as per Philips policies and with 100% compliance
• Define, implement, and train Partners and/or Market on relevant indirect sales and services Philips processes and tools

• Analyses performance of the channel partners, identifies problems, and formulates recommendations to fuel business growth
• Initiates & runs improvement projects together with the partners
• Maintains methodologies and best practices within the area of responsibility

You're the right fit if: (4 x bullets max)

• Experience: 4+ years (in consulting/ sales or sales analyst roles) with significant experience in a dynamic commercial role is preferred. Experience in health care/Pharma/med-tech is a must.
• MBA from a premier business school
• Absolute Must - Data driven - insight(s) based approach; Numerically savvy.
• Excellent written, interpersonal, and verbal communication skills
• Demonstrated ability to work in a matrixed environment.
• Project management approach with ability to prioritize tasks to drive business.
• Strong project management and interpersonal skills.

How we work together
We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.
Onsite roles require full-time presence in the company’s facilities.
Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

Indicate if this role is an office/field/onsite role.

About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.

If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.