Demant

Sr Dir Commercial Excellence

Department Oticon Other
Job Locations US-NJ-Somerset
Job ID
2022-15633

Overview

Overview

Demant is a world-leading hearing healthcare group that for more than a century has played a vital part in developing innovative technologies and knowledge to help improve people’s hearing and health. In every aspect, from hearing devices, hearing implants and diagnostic equipment to intelligent audio solutions, and hearing care all over the world, Demant is active and engaged.

 

The Demant Group operates in a global market with companies in more than 30 countries, employs more than 14,500 staff and generates annual revenue of DKK 14 billion (approx. 2.1 billion USD). Our products are sold in more than 130 countries.

 

Oticon’s mission began more than 100 years ago. In 1904, Oticon founder Hans Demant wanted to help his hearing-impaired wife live a better life, introducing her to one of the world's first electronic hearing aids.

From this foundation of care, Oticon grew with a passion to help people who need hearing support. We work constantly towards our vision of a world where innovative hearing technology provides meaningful, life-changing benefits for people with hearing loss

 

Reporting to the President, US Hearing Aids and a member of the US Hearing Aids Leadership Team, the Senior Director, Commercial Excellence will be responsible for leading key commercial projects – sales force effectiveness and marketing excellence initiatives - to help achieve the revenue and market share objectives of the US Hearing Aids organization. The Commercial Excellence leader is responsible for owning the strategy and execution of sales enablement, customer engagement, and business analytics across the commercial organization. This senior leader will adopt, refine, and deploy the global sales force and marketing effectiveness strategies defined by the global Demant organization across all US Hearing Aids’ commercial teams. This leader will play an objective, consultative role by bringing a best-in-class analytical approach to identifying opportunities and gaps that exist within the US Hearing Aids commercial organization. The successful Senior Director, Commercial Excellence will be a highly analytical, experienced leader who can demonstrate an in-depth comprehension of how to apply SFE and ME principles to business situations. She/he can effectively lead complicated initiatives, influence stakeholders, and effectively network across a global organization. This senior leader will function as the Chief of Staff to the President, US Hearing Aids by supporting the President through regular and ad hoc analytical projects and development of board-level presentations.

 

Responsibilities

  • Lead US development and deployment of Demant sales excellence and marketing effectiveness initiatives aligned with Demant’s global SFE and ME plan and roadmap
  • Lead the development, implementation, and monitoring of the revenue-based annual sales account plan for all brands across all channels, including a visit plan by account manager aligned to the global segmentation model
  • Play a vital role in the quarterly and annual development of sales incentive compensation structure to ensure account managers are motivated appropriately, providing guidance at the local level
  • Use knowledge of Salesforce.com to maximize efficiency and reporting capability to drive improved sales personnel performance
  • Provides insightful analysis of purchasing behavior among competitors, customers, channels, and consumers to direct or reinforce sales strategy
  • Partners closely with Sales, Marketing and Learning & Development Leadership to identify training gaps and opportunities for the organization
  • Define, communicate, and support US and global standards for sales methodologies and key account management models
  • Develop US playbook for field analytics, reporting and Salesforce.com tools to support region/territory sales strategy.
  • Define new KPIs aligned to current go-to-market strategies by brand and by channel
  • Play a vital role in the annual development of the US Hearing Aids budget and strategic plan
  • Partners with Senior leaders of Sales, Learning and Development, Customer Experience, Marketing, Finance, and other business units to provide strategic and operational guidance to improve commercial excellence.
  • Relentlessly focuses on the customer journey and drives programs that improve the organization’s ability to engage customers efficiently and effectively.
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Qualifications

    • Strong leadership skills with a desire to create a vision that will motivate others to change. Unafraid to raise critical issues and opportunities to all levels of the organization; responds quickly and enables action to immediately address opportunities and issues. 
    • Experience implementing an enterprise wide SFE and ME mechanism that drives sales and marketing efficiency to deliver revenue and market share success.
    • #1 Mindset: clearly focused on achieving market leadership for Demant as an enterprise and US Hearing Aids as a business unit by enabling a culture that follows this mindset
    • Experience delivering multiple, complex projects and influencing business outcomes including sales growth, share growth, and strategic cost reduction.
    • Experience in medical device industry with preferred experience in both B2B and consumer-intensive businesses
    • Strong background in developing successful sales tools, education, and training programs to boost sales skills, technical ability, and overall sales efficiency
    • Creative, strategic thinker who is intellectually curious, stays abreast of commercial excellence developments as well as industry events and trends.
    • Strong organizational skills and ability to meet tight deadlines in an environment with competing priorities. Ability to routinely work on multiple tasks with multiple people while effectively prioritizing.
    • Flexibility to travel across the US and to Europe up to 50% of the time
    • Demonstrated ability to use analytics and market facts to develop business strategies and deliver results.
    • Strong financial and analytical background.
    • Strategic as well as pragmatic, with an ability to generate trust and build alliances across businesses and functional lines
    • Influences the System: Applies influence strategies and negotiation skills to achieve win-win results; Adapts style based on the situation and audience.
    • Develops and Inspires Others: Builds and supports relationships that motivate, guide, and/or reinforce the performance of others toward goal accomplishments. Develops self and others to improve performance in current role and to prepare for future roles; seeks and provides feedback and coaching to enhance performance.
    • Lives the Core Values: Demonstrates the values of Demant through words, actions, and by example; fosters an environment that reflects the values of the company.
    • Deep understanding of SFE and ME concepts, programs, trends, and key performance indicators that drive best-in-class SFE and ME
    • Bachelor’s degree required; Master’s degree preferred

     

    The Company is an Equal Opportunity / Affirmative Action employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

 

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