Zimmer Biomet is a world leader in musculoskeletal health solutions. Our team members are part of a company with a heritage of leadership, a focus on shaping the future, and a mission dedicated to alleviating pain and improving the quality of life for people around the world.
The EMEA Sales Force Excellence Manager will be responsible for developing and implementing the reporting and monitoring of sales force effectiveness to achieve key business objectives across different franchises of Zimmer Biomet in EMEA.
This role engages with relevant internal Commercial & Marketing business leaders, and finance & analytics team across EMEA to execute sales force planning processes such as segmentation & targeting, KPI target setting, sales quota setting, and incentive compensation plan design.
Principal Duties and Responsibilities
Sales Incentive Plan (SIP) Development & Implementation
Develop and roll-out a common sales target setting approach across EMEA
Develop guiding principles for SIP and roll-out across EMEA, monitor and report of incentive payout schemes, actual payout versus target achievement across EMEA
Develop a guidance process and communication plan for local teams to communicate SIP
Support the execution of EMEA sales elite awards
Segmentation & Targeting :
Develop and implement a common customer Segmentation & Targeting approach across EMEA.
Develop and roll-out a Segmentation & Targeting tool to support the sales force 's segmentation & targeting activities across EMEA.
Act as a trainer for the tool.
Develop and roll-out a process for sales organisation to utilise the segmentation & targeting results that supports the definition of action plans for top customers.
Support the adaptation of the Segmentation & Targeting tool according to local business needs.
Sales Territory Design & Mapping
Map geographical territories (postcodes with hospitals) to each sales reps with reasonable traveling distance and sales potential, customer segmentation, enable sales reps to work productively.
Develop and implement a common approach for sales territory planning across EMEA, enable sales organization to build workable plan conduct SWOT analysis, set goals and create territory targets, develop strategies, review and track results.
Sales Force Performance Management :
Develop and roll-out a common performance tracking and review processes & tools for sales managers to manage the performance of sales reps.
Ensure tools are easy to use for the end users.
Define Sales Managers coaching and top / bottom reps management approach, roll-out training in collaboration with Sales Academy team
SFE Dashboards / Reports Development & Implementation :
Establish dashboards of KPIs to be used by EMEA and local teams to measure commercial performance and instill a culture of analysis, learning and performance
Lead SFE internal meetings to ensure metrics are clearly understood and acted upon.
Monitor data analysis, sales tracking data and sales roles productivity to support recommendations to the sales management teams to develop and improve performance of sales teams
Lead & Develop the Local SFE Leads in the Countries
Collaboration and communication with local SFE leads to support implementation of SFE programs, ensuring all markets are engaged in the process and it is staged to individual needs of the market
Support the development of SFE capability, tools, processes for the SFE leads in the countries. Sharing of best practices across EMEA.
Expected Areas of Competence
Strong strategic thinker with the ability to analyze sales force effectiveness, drive sales force management strategy and sales force excellence programs
Strong project management and cross-functional collaboration skills
High business acumen with ability to manage multiple projects with precision and accuracy in a very fast-paced environment
Strong analytical and quantitative skills in excel or more advanced tools
Strong communication skills both written and oral
Strong written and verbal command of English
Education / Experience Requirements
Bachelor or higher. Business administration, finance or sales & marketing preferred. MBA a plus.
Minimum of 5 years of experience in medical device industry in regional Commercial Effectiveness, Sales Force Excellence roles.
Extensive knowledge of building tools, dashboards, reports with Excel and familiar with company internal data systems.
Strong track record of rolling out sales force excellence programs.
Previous sales management roles (sales manager, business unit manager) would be an advantage.
Up to 40%