Philips Commercial Excellence Specialist - & RC 

India, Haryana, Gurugram 

511191381

Commercial Excellence Specialist - S&RC

Sales Excellence and Business Transformation:

• Increases sales capability and drive behavioral change with the focus and lens around sales process & methodology including customer segmentation models
• Trusted advisor to market management team on commercial transformation and sales execution with accountability to achieve agreed KPIs
• Responsible for deployment of key global and local sales programs & trainings on sales behaviors and competencies such as SFDC
• Create and maintain sales dashboard to track revenue vs AOP, prescriber market share, coverage including sub dealer offtake, hospital funnel and key account (channel partner) stock, sales and key opportunities and risks
• Improves sales productivity of the market by driving funnel health, gaining sales efficiency and/or sales effectiveness.
• Leads sales improvement projects, supports strategy and deployment in line with management team’s top performance priorities
• Responsible for the continuous improvement and maintenance of the commercial model analytics to support data-driven decisions at customer level and drive performance.

Business Analysis:

• Analyze sales data and trends. Responsible for collection, analysis and reporting of the sales related data in an on-going effort to increase overall sales productivity
• Develops and tracks key performance indicators, and evaluates performance based on the sales quotas, while taking into consideration current economic conditions.
• Help derive key strategic insights from the myriad data types including DMS, SFDC and channel partner data trends
• Single point of contact for business leader for monthly/ quarterly sales delivery and revenue recognition
• Verify sales order compliance with the pricing structure and coordinate with GBS on OIT, order pipeline, bookings, revenue forecasting, revenue reporting, and goal attainment.
• Coordinate with warehouse and supply chain for orders timely order delivery to ensure we meet customer requirements and organization goals
• Behavioral: Daily demonstration of the highest level of Philips Leadership competencies and 4 behaviors

Channel Management:

• Support the commercial & marketing teams with the creation and execution of business plan with Partners
• Perform tactical and operational channel partner management activities including contracting. Ensuring onboarding, training and partner management as per Philips policies and with 100% compliance
• Define, implement, and train Partners and/or Market on relevant indirect sales and services Philips processes and tools

• Analyses performance of the channel partners, identifies problems, and formulates recommendations to fuel business growth
• Initiates & runs improvement projects together with the partners
• Maintains methodologies and best practices within the area of responsibility

You're the right fit if:(4 x bullets max)

• Experience: 4+ years (in consulting/ sales or sales analyst roles)with significant experience in a dynamic commercial role is preferred. Experience in health care/Pharma/med-tech is a must.
• MBA from a premier business school
• Absolute Must - Data driven - insight(s) based approach; Numerically savvy.
• Excellent written, interpersonal, and verbal communication skills
• Demonstrated ability to work in a matrixed environment.
• Project management approach with ability to prioritize tasks to drive business.
• Strong project management and interpersonal skills.

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