Senior Manager, China Commercial Excellence
- Shanghai
- Permanent
- Full-time
- Develop and implement the China Commercial Excellence strategy and associated roadmaps.
- Lead the development of local guiding concepts to capture synergies and foster excellence in commercial practices, providing functional leadership for country-specific Commercial Excellence strategies.
- Develop and implement sales steering tools aimed at enhancing the effectiveness and efficiency of sales teams in China, thereby increasing their professionalism.
- Enhance market access strategies and revenue management practices, including the establishment of commercial policies and improved transparency in customer profitability.
- Design and develop future sales processes to enhance the customer experience, ensuring that all interactions are efficient and effective.
- Streamline cooperation between all functions within China to promote a unified approach to commercial activities and decision-making.
- Oversee channel management initiatives, including the development and implementation of channel strategies, as well as the identification and evaluation of various channel partners.
- Monitor and analyze the performance of channel partners to enhance their sales effectiveness.
- Lead the business analysts in collaborating with other functions (e.g., Digitalization) to identify trends, patterns, and insights that can improve sales effectiveness and provide greater transparency in sales data.
- Define direction for data visualization efforts, creating reports and dashboards that effectively communicate findings to stakeholders.
- Lead the business support team, ensuring that they provide the necessary assistance to facilitate the achievement of commercial excellence goals.
- Develop and implement the China Commercial Excellence strategy and associated roadmaps for sub-regions.
- Drive various projects from the regional level to China to foster enhanced sales processes that improve customer experience and advance business excellence.
- Structure customer feedback and identify customer needs to increase transparency throughout the organization, including customer segmentation and offer differentiation in alignment with brand strategies.
- Implement transformational change projects simultaneously, such as Refinity, Salesforce, dashboards, and management tools.
- Enable "new ways of working" within commercial teams by fostering a data-driven mindset and reviewing necessary capabilities.
- Guide commercial teams on profit-related business topics, including pricing and full customer profitability, from gross pricing to Contribution Margin I (CMI) and Contribution Margin II (CMII).
- Lead channel management efforts to develop effective channel strategies and drive their implementation.
- Oversee the business analysts and support team to ensure sales efficiency and provide transparency on sales performance to the organization.
- "Connect the dots" along the sales process cycle to enhance overall effectiveness and coordination.
- University degree, MBA preferred
- Minimum five years in commercial / business mgt positions
- Strong influencing skills with excellent communications and presentation skills
- High ability to convince and inspire people
- Experience in customers interactions, segmentation, roadmaps
- Proven ability to lead cross-functional teams
- Excellent written and spoken English
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