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Director, Commercial Excellence

3 months ago

Shanghai, China Danaher Full time

Be part of something altogether life-changing

Working at Cytiva means being at the forefront of providing new solutions to transform human health. Our incredible customers undertake life-saving activities ranging from fundamental biological research to developing innovative vaccines, new medicines, and cell and gene therapies.

At Cytiva you will be able to continuously improve yourself and us â working on challenges that truly matter with people that care for each other, our customers, and their patients. With associates across 40+ countries, Cytiva is a place where every day is a learning opportunity â so you can grow your career and expand your skills in the long term.

Forming part of the Biotechnology segment at Danaher, we bring together dedicated technical expertise and talent to develop the next generation of life-changing therapeutics.

The Director, Commercial Excellence Cytiva is responsible for managing policies, processes and system solutions of sales performance and incentives through collaborating with regional & local Sales teams and HR, Total Rewards, Finance functions covering all line of business.

He/she will also support the sales & commercial leadership to drive continuous improvement on sales productivity and effectiveness to enable profit growth.

This position is part of the Business Operations located in Shanghai and will be hybrid. At Cytiva, our vision is, to advance future therapeutics from discovery to delivery.

In this role, you will have the opportunity to:

Oversight of sales performance and incentive governance model ensuring right process & cadence in place for sales capacity tracking, sales target setting, performance tracking and incentive payout. Support sales incentive plans updates with commercial leadership team and total rewards experts to drive right seller behaviors to meet business goals.

Work jointly with Finance and HR team to ensure commissions / incentives are paid timely and accurately.

Design and drive continuous improvement of commercial processes (call plan, funnel management, territory management, VCP and etcâ¦) and KPIs with system support.

Define commercial policies or rules and ensure smooth implementation (e.g, account segmentation to OpCos) with the alignments of OpCos.

Develop commercial process and analytics tools, provide insights (e.g pipeline visibility & funnel to order velocity) and support daily management to enable commercial team achieving funnel and order targets via identifying right measurements and action plans.

All above process & KPI should focus on both cross OpCos standard design, implementation, and optimization, specific OpCo needs should be standardized as well for extended use (in other OpCo as potential) and future enhancement.

Playing the business partner role for one OpCo (on behalf of all BusOps functions, focus on OpCo SWs and most complex cross functions problem solving escalation as a starting point).

Build strong internal (within Cytiva and DHR) and external networks for innovative commercial process breakthrough development and implementations (e.g leveraging AI).

Developing talents and leadership pipeline in Commerical Excellence China team. Being part of global commercial excellence management team for local & global process harmonization & talent exchange.

Using DBS (or lean) to drive process improvement and operation excellence, CP certification (or lean certification) will be a plus. 

The essential requirements of the job includes

  • Minimum 10 years working experiences from broader B2B industrial MNCs or management consulting.
  • Experience in Sales Force Effectiveness, Sales Operation, and/or Business Strategy & Planning. Experience in project definition and analysis, identifying business needs and requirements.
  • Significant project management experience of leading large, complex, cross functional, cross business, and/or cross region projects in commercial process and/or strategic planning
  • Strong influencing capability to integrate and work with cross functional teams from different background, cultures, and geographies.
  • Experience in developing plans and measures, liaising with and engaging cross function and exposure in technical project management is preferable.
  • Excellent presentation and communication skills, with the ability to interact at all levels.
  • Bachelorâs Degree from a recognized University in Business Management, Sale & Marketing, or Engineering concentrations required.
  • Fluent in Mandarin and English, both verbal and written
  • Agile, self-starter and can-do attitude is a must.

Hybrid Job Posting Language:

At Cytiva we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, hybrid working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a hybrid work arrangement in which you can work part-time at the Company location identified above and part-time remotely from your home. Additional information about this hybrid work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Cytiva can provide.

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrowâs science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering whatâs next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.