Italy Commercial Excellence and Pricing Manager

Job Summary

This role leads the development and deployment of commercial excellence and pricing actions across our cluster subsidiaries in order to achieve key commercial excellence and pricing objectives. This person will implement and supervise new governance mechanisms and processes, and will work closely with the local cluster stakeholders including the regional, country commercial leaders, finance and marketing teams to execute the EMEA commercial excellence and pricing strategy.

This role requires:

• Deep understanding of financial tools, analytics and familiar with Pricing
• Proficiency of business processes related to Sales, Finance, Commercial Excellence or Pricing, strong analytical and quantitative skills
• Deep experience with financial systems such as: CRM tools, financial modelling, ERP/SAP, Power BI, tableau, incentive calculation tool and/or pricing capabilities
• A natural communicator and influencer who understands business strategy and feels empowered to execute these into local actions, and that is capable of rolling out new tools and processes.

Principal Duties and Responsibilities

1. Drive execution of EMEA commercial excellence and pricing initiatives including new policies, governance framework and processes

• Coordinate internal resources and third parties for the correct implementation of the initiatives, policies, frameworks and processes
• Manage the local roll-out of several initiatives and projects, and assist on defining scope and objectives, involving all relevant stakeholders and ensuring proper roles and responsibilities are established
• Develop a detailed project plan to monitor, communicate and track progress

       2. Lead Pricing initiatives related to the following:

• Supporting, tracking and executing decisions made from escalation of deals to Deal Desk and Pricing Committee
• Set up and ensure adherence to local pricing approval process (PRAM) for all deals, including large and/or cross border deals
• Support country pricing/tendering/commercial teams build local analytics, tools and capabilities
• Deploy standardized process and playbook to manage large deals and cross-border pricing negotiations impacting multiple countries
• Support the central pricing team and BU marketing teams in developing EMEA pricing strategies, floor prices/bands for new launches and all active brands/SKUs

        3. Drive Commercial excellence initiatives on the following

• Sales Structure: Go-to-market implementation, establish and track KPIs on selling effectiveness of the commercial organization. Drive sales channel improvement and lead sales channel transformation (commercial org design, distributor/agent conversion projects)
• Customer Acquisition: Own and drive customer targeting process with sales & marketing team to convert high potential customers. Lead local opportunity management and account planning process with sales leaders, to accelerate deal closure. Lead local customer segmentation process.
• Sales Incentive Plan: Drive sales force performance with EMEA harmonised sales incentive plan - track territory performance. Own and implement harmonised process and tools for automated sales incentive calculation.
• CRM Deployment: Roll out salesforce.com and drive change management according to defined user adoption and data quality KPIs. Drive salesforce.com trainings and ongoing upgrade needs. Develop and maintain CRM reports & support analytics needs for management’s decision-making.

       4.Execution of insights derived from analytics

• Generate insights from data analytics, propose recommendations to improve price and sales performance and ensure local execution of suggested initiatives.
• Generate Cluster reports & support analytics needs for management’s decision-making

       5. Communication & Training

• Develop and implement training playbooks for the processes and tools that will be implemented
• Help arrange and/or deliver trainings on value selling, effective negotiations and everything related to new tools and modules being deployed for commercial excellence and pricing (such as salesforce and Vendavo)
• Drive the change management in all new projects and align on possible upgrades of these tools

Expected Areas of Competence

Special expertise

Required:

• 4+ years full-time experience in a lead or management position in finance, analytics or pricing role
• Experience with Cloud application architectures, data models, configuration & customization

Preferred:

• Extensive knowledge of excel and/or analytics tools
• Knowledge of Application integration methods including: Web service standards (WSDL, REST, SOAP, XML), Middleware/ETL, Bulk extract/load
• Understanding of the following languages/standards: SQL, SOQL, SOSL,Java, JavaScript, JQuery, JSON, HTML/XHTML, CSS, XML/XSL, BML, Apex, Visualforce

Languages

• Strong written and verbal command of English
• Other European Language preferred

Personal skills requirements

• Strong work ethic, going beyond what is asked for and applying own critical thinking
• Team player, high degree of flexibility and responsiveness to changing inputs
• Can do mind-set, self-driven, never satisfied - continuous improvement mindset

Education and Experience:

• Bachelor degree or higher in business, economics or related field. Masters a plus.

Professional experience

• Minimum of 6 years of experience in medical device industry in a regional Sales/ Marketing / Pricing / Finance related role
• Extensive knowledge of building tools, dashboards, reports with Excel and familiar with company internal data systems.
• Strong track record with execution of company-wide programs

Travel Requirements

• Up to 40%