Philips Senior Commercial Operations Manager 

Kenya, Nairobi County 

997651137

Senior Commercial Operations Manager
Job Description

To bridge central requirement and regional / business level need. Support regional head / business leaders on the pre-cadence and cadence review. Performance track on target achievement as well as linearity.

You are responsible for

• Accountable to conduct regional / business level OIT & sales monthly review to get clear insights on numbers, play key role to support region roll up submission and Pre-cadence & Sales cadence preparation and presentation.
• Highlight risks & opportunities with clear justifications and propose recovery actions to drive business transparency and excellence.
• Accountable to bridge central operation process &requirements to region and support region/business team to build SOP to improve operation excellence.
• Accountable to report back to central COP on any deals’ (OIT & Sales) milestone status and commitment deviation timely.
• Support to improve region performance review process where need design standard review package in terms of funnel, OOH & QMSE and related data, where report-out and KPI tracker could accommodate business management model change dynamically (such as solution and professional service).
• Co-own forecast accuracy on order level and run granular analysis to business segment (HTA/ LTA/BP) monthly/quarterly.
• Be responsible to communicate target deployed to region/district by modalities, business model and solution, and trace target achievement accordingly.
• Responsible to drive region sales team to deliver commitment & pacing target, and play key role to monitor and drive sales team to follow internal processes (e.g. documentation preparation and proper approval) to ensure 33432 smoothly implemented.
• Responsible to explain deviation vs. forecast and execute analysis for business leaders so that to have necessary granular business insights, and support business leader to deep dive root causes, figure out and support to execute remedy actions, which should be clearly escalated to central COP.
• Responsible to drive regional/business CRM input quality, review; support CRM regional administrative management and coordinate basic training and communication sessions. Other administrative job scope could be proposed by RD / business leaders, while should be pre-aligned with Central COP in advance.
• Facilitate solution deal cross function flow adjustment, strengthen solution deals and professional services
• Timely update control policies/SOP and deliver to sales teams or share best practice to improve operation efficiency
• Coordinate cross function to drive inventory conversion
• Implement system and drive adoption to improve data achievement and reports automation
• Key contact window to sales and marketing team and facilitate internal process communication on specific needs (CPP, Finance, legal, IP, CFC, Channel…)
• Monitor dealers DDP progress and improve coverage and compliance
• Regular dashboard share with commercial team on performance management
• Lead sales improvement projects in line with business priorities
• Act as a coacher for colleagues with less experience.
• Works of continuous improvement and optimization of internal processes.
• Proactively monitor and analyze performance, funnel, won-lost, QMSE, supply business insight and assist leadership team in developing plans, resource allocation, business strategy that will lead to gain share and AOP achievement.
• Provide analytical/operational support for the development, execution, and monitoring
• Support others per management request

  To succeed in this role, you should have the following skills and experience

• Strategic and logical thinking
• Strong business acumen and sensitive to data, strong data analytics capability.
• At least ten years’ experience in Operation, Sales, Strategy, business development, with strong business/marketing related mission, prefer with 2 years+ team management experience.
• Project management experience is a plus.
• Capability to influence senior executives through strength of ideas and personality.
• Problem solving capability
• Proven track record in generating insights from data to improve performances or processes.
• Proficient in Microsoft Office with very strong presentation and Excel skills, experience using, Access, SQL, Tableau and Power Point
• Excellent communication skills and ability to interact with all levels of management
• Resolves disagreements and conflicts constructively, knows when to involve others
• Process-oriented thinking and systematic approach for problem solving is required.
• Coordination skill & project management skill is required.
• Good working attitude, willingness to learn.
• Works effectively both independently and as a member of a cross functional team

• Educational Qualifications:
  
• Bachelor/Master degree
• 10 year+ business experience in operation or finance or equivalent position.
• Communications skills, analytical skills, bidding knowledge and PC application software skill.
• Strong business sense.
• Able to work independently under pressure.
• Fluent English and Chinese (both written and spoken)