At Alcon, we're passionate about enhancing sight and helping people see brilliantly. With more than 25,000 associates, we innovate fearlessly, champion progress, and act swiftly to impact global eye health. We foster an inclusive culture, recognizing your contributions and offering opportunities to grow your career like never before. Together, we make a difference in the lives of our patients and customers. Are you ready to join us?

This role is part of Alcon's Sales & Sales Support function, a team that helps provide access to products across all channels in an effort to drive customer satisfaction with eye care professionals to help people see brilliantly.

The Manager II, Commercial Excellence/Sales Effectiveness (Professional Path) is primarily responsible for enhancing commercial execution and sales effectiveness within the assigned scope. You will provide insights from Customer Relationship Management (CRM) and Commercial Excellence (CommEx) systems to improve Go-To-Market models and sales productivity, while driving projects and training for system improvements. Specifics include:

• Provide strategic insights and recommendations on commercial execution, such as Go-To-Market models and field force productivity, based on data from CommEx systems
• Drive standardization to international frameworks and simplification/optimization of CommEx tools and processes
• Lead the development and implementation of advanced sales technology solutions to enhance sales effectiveness
• Lead and execute complex projects related to CRM and other CommEx systems to deliver core Commercial Excellence capabilities
• Own the execution of all core CommEx processes at the assigned scope level, including account profiling, segmentation, territory design, quota-to-payout, President’s club, and major campaigns
• Oversee the successful deployment and integration of new systems and tools, ensuring alignment with strategic goals
• Lead change management and adoption of new CommEx tools and technologies through advanced training programs and new representative onboarding
• Create and disseminate comprehensive communications and training materials
• Identify and implement innovative CommEx solutions to address scope level business needs and problems in line with organizational priorities and CommEx function strategy
• Collaborate with senior stakeholders, including International CommEx solution delivery teams, business partners, and local CommEx associates, to ensure effective daily operations

Business Insights Responsibilities
 

Drive CommEx Insights locally:  Dive into every key data, insights to find out what actions to take for the business’s ultimate success in collaboration with the Regional Insight Consultant.

• Identify analysis gaps and needs to conduct ad-hoc and in-depth analysis as required
• Leverage, combine and consolidate data from multiples sources (i.e. CRM, ERP, market data etc..)
• Analyze data for trends, patterns, and causal analysis to assist understanding of (e.g. customer behavior, customer needs, and purchasing drivers)
• Synthesize actionable insights and recommendations in order to assess regional performance, identify performance gaps and drivers, develop remediation / action plans 
• Be pro-active in proposing methodology and approach to conduct analysis in order to generate valuable and actionable insights.

Drives CommEx Incentive processes locally:

• Coordinate Territory Quota-to-payout (Sales Target) setting locally in the markets
• Supports Regional Business Insights Consultant in the incentive’s coordination locally
• Validate Business submitted SIP framework and input templates and collaborate within country to fix gaps
• Communicate incentives payouts to Payroll team as per Payroll process and within agreed timelines
• Prepare and validate leaderboard ranking such as President’s Club
• Communicate incentives calculation calendar/timelines within country and work cross functionally to ensure adherence to timelines
   

Overall responsibilities

Focus + Specialization on solutions led by Region or Country / Cluster Heads

• Achieve specialization (i.e. deep expertise) in terms of a franchise, markets, processes (or a combination thereof).
• Coordinate go-to-market analysis and optimization and territory alignment ensure standardisation in the approach locally
• Drive segmentation refresh and analysis locally
• Play role of advisor/consultant for CommEx Associates
• Proactively identify opportunities for process improvements
• Advise on development of new and to be retired regional KPIs & Dashboards (interacting with relevant International Product Owner)

Data & Data Quality

• Identify data cleansing needs and quality improvements, collaborating with relevant stakeholders (e.g. Customer Operations/CDA & sales teams) to address SFDC customer data gaps
• Coordinate data validation efforts locally in collaboration with relevant International Product Owner team.

Stakeholder Interactions

• In interactions with Sales Teams (Reps + FLMs), collect feedback, issues, and improvement opportunities on CommEx tools and on sales processes
• Ensure relevance of solutions deployed by consistently engaging with stakeholders in field and back office. 
• Deliver training locally for
  • Field force on systems (SFDC & pitcher), analytics and relevant processes e.g. incentives
  • Relevant stakeholders as per defined need (I.e. local marketing teams on SFDC campaigns etc..)
• SPOC for other functions in local markets (marketing, finance, S&OP etc...) to collect feedback, issues, and improvement opportunities on CommEx tools and commercial processes
• Support Cluster / Country Head in QBRs providing Insights & Recommendations
• Develop a close connection with the field by participating in regular field rides and if relevant in the sales meetings.

Testing

• Execute tests as needed for systems or analytics based on guidance from International Product teams and International Test Manager

Education: Bachelor degree in Business, Statistics, Economics, Finance, Engineering, Applied Mathematics

Skills and Experiences:

• 5+ years in CommEx organization or 5+ years of relevant work experience (i.e finance, accounting, sales analytics, commercial etc...)

• Good understanding of franchises models, their strategy, present Business Acumen competencies

• High level of curiosity and proactivity to investigate different aspects of business and commercial execution, and can challenge unproven opinions and seek to continuously improve tools & processes

• Good knowledge of CommEx solutions (i.e. SFDC, Pitcher, Automation tools, Reports & Dashboards), financial systems (I.e SAP, ) and core CommEx processes (segmentation, targeting, SIP, etc)

• Good communication and presentation skills to be able to support Int’l CommEx Business Partner during business meetings, reviews, trainings, presentations

• SFDC Admin 201 certification (for System focused work mandatory) and other relevant certifications as Sales Cloud Expert, Marketing Cloud Expert, Service Cloud Expert (optional)

• Automation/Analytics certifications (for Insights focused work)

How You Can Thrive at Alcon:

• Opportunity to work with a leading global medical device company.
• Collaborate with a diverse and talented team in a supportive work environment.
• Competitive compensation package and comprehensive benefits.
• Continuous learning and development opportunities.

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