Job Summary:
This position communicates with the field teams regarding new field sales tools and operational processes related to selling activities and supports specific sales enablement tools daily to drive successful usability in the field. Acts as a conduit between the field teams and all other internal departments for operational initiatives. Assists the field sales team, inside sales team, and the corporate accounts team, in reaching their respective territory, regional, area and national sales goals determined annually by the commercial executive leadership team. Manage and maintain all commercial operations processes existing under the Commercial Excellence organization, collaborating with the different functional teams to document, evaluate, and drive continuous improvement. Leads and assists with projects and initiatives focused on driving revenue.
Job Details/Responsibilities:
Designs, develops, coordinates, and facilitates the execution of specified initiatives or small projects focused on business revenue goals. Establishes project priorities and schedules, in line with strategic plans and operating objectives, aimed to enhance and fulfill ongoing and new needs for the commercial business. This will require collaboration throughout the organization and across departments. Provides ongoing usability support to field associates for identified technical systems, including existing and new sales enablement technologies such as the Move Medical Software or SalesForce. Manages and executes all specific commercial activities driven by standard SAP functionality, such as Backorder Processing, Allocations, Limited Market Release set up, Product Determination Strategies, etc. Assists with ERP management for the commercial business in conjunction with technical resources to enact changes or identify enhancement opportunities to drive successful commercial process improvements. Proactively generates improvement strategies of current processes to ensure opportunities for commercial excellence are captured, evaluated, and implemented. Creates documentation of such processes to ensure repeatable process execution and for training material. Support and maintain commercial data integrity with a focus on customer master data, collaborating cross functionally to ensure all stakeholder needs are met with master data elements. Collaborate with all other key commercial operations personnel to complete and achieve successful results for operational projects. Provides sales and operational support for the Corporate Accounts Team when needed. Proactively identifies new automation opportunities and recommends new process innovations to drive better business outcomes for both internal stakeholders and external customers. Helps develop and document metrics, KPIs, analytics and dashboards to provide performance measurement and drive business performance for various sales and marketing programs. Assists with execution of commercial operations initiatives in collaboration with the Manager, Business Applications and Process Management. Supports day-to-day operational needs/requests of the sales and marketing teams. Help train and mentor new Business Applications Specialists or other operational personnel hired. Handles all requests from Customer Care or Accounts Receivable forwarded to the Business Applications Specialist, assuring a timely resolution. Participates in Regional, Territory and National sales meetings to assure strong alignment and collaboration with Sales and Marketing. Completes all administrative duties required for the position. Demonstrates a commitment to patient safety and product quality by maintaining compliance with Quality System requirements and all other documented policies and procedures including prompt reporting of adverse events and product performance reports. Fully adheres to all aspects of Terumo’s Interaction with Healthcare Providers policy and AdvaMed guidelines. Perform other job-related duties as assigned.
Knowledge, Skills and Abilities:
(KSA)A combination of strong business acumen coupled with a high technical aptitude for sales enablement and ERP system support.
Strong project management and analytical skills and the ability to effectively communicate with people at all levels of the organization.
Ability to manage multiple projects under time constraints.
Excellent communication skills.
Ability to build strong relationships with all internal and field associates.
A sense of urgency, ability to meet deadlines and function independently with minimal supervision.
Proficient in Microsoft Office software especially Word, Excel and Outlook and ability to learn new software.
Ability to deliver results accurately and with a high sense of urgency.
Qualifications/ Background Experiences:
Bachelor’s Degree required and minimum 2 years of sales, telesales, telemarketing or order management preferred, or equivalent combination of education, experience & training.
Experience with sales tactics or process preferred.
Experience in a customer facing environment preferred.
Experience with cross functional project management preferred.
Experience with SAP is preferred.
Experience with other sales enablement tools such as SalesForce is preferred
