Demant

Senior Manager, Commercial Excellence

Department Oticon Learning & Development
Job Locations US-NJ-Somerset
Job ID
2021-9995

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 know-how 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.

 

The Senior Manager of Commercial Excellence is responsible for all aspects related to commercial excellence strategy and implementation for US Hearing Instruments Wholesale. These activities include identifying, developing and implementing new commercial processes, practices and tools to maximize commercial impact for the US market. The Senior Manager of Commercial Excellence will also take a leading role in providing actionable commercial recommendations for the sales, marketing, operations and other key management teams within Demant. More specifically, s/he will:

 

  • Implement US Commercial Excellence projects and practices in close cooperation with US sales leadership team and Denmark Demant Commercial Excellence team
  • Provide subject-matter expertise in the area of commercial strategy, market potential mapping, targeting and segmentation, territory planning, account planning and sales incentive models
  • Support key interfaces of key groups such as marketing, customer experience, operations and sales functions across US Hearing Instruments Wholesale.

 

The successful candidate enjoys working in a challenging business environment and has excellent interpersonal and communication skills. S/He must be structured, change-driven, focused on setting direction, and enjoys developing sound projects plan and following up on them.

 

This position is based out of Oticon, Inc. headquarters in Somerset, NJ, with approximately 50-60% travel, including occasional trips to Denmark.

Responsibilities

  • In conjunction with Oticon Denmark headquarters and Demant Commercial Excellence team, play a critical role in developing a new commercial excellence strategy for the US sales teams and adapt commercial excellence solutions for US Wholesale.
  • Analyze internal and external sales and market data to determine opportunities and gaps among the commercial teams in order to develop plans to address those gaps.
  • Develop dashboards and reports (e.g. monthly sales excellence reports and KPIs) for management review in order to monitor progress and impact.
  • Partner with Sales Leadership Team in developing, executing and monitoring solutions that maximize sales force effectiveness.
  • Identify key skill gaps among all field sales personal and develop a coaching plan in coordination with the Regional Manager or National Sales Director to address.
  • Establish achievable project plans with realistic timelines, milestones, and deliverables.
  • Communicate with customers and staff

Qualifications

  • Bachelor’s degree in business, Commercial Management, Strategy, Marketing or similar. MBA strongly preferred.
  • Min 8 years’ experience from a similar commercial excellence role – ideally acting as a “internal consultant” within commercial excellence.
  • Experience with medical device industry strongly preferred.
  • Commercially astute, with experience from a similar international matrix company.
  • Excellent interpersonal skills and a strong communicator.
  • Proficient using analytical tools to create and interpret sales and market data.
  • Excellent project management skills and the ability to manage multiple tasks at the same time.
  • Possess a natural focus on performance, sets high standards and monitors quality and productivity.

 

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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