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CommEx Solutions Manager

4 months ago

Beijing, China CN20 Alcon (China) Ophthalmic Product Co. Ltd Company Full time

At Alcon, we are driven by the meaningful work we do to help people see brilliantly. We innovate boldly, champion progress, and act with speed as the global leader in eye care. Here, you’ll be recognized for your commitment and contributions and see your career like never before. Together, we go above and beyond to make an impact in the lives of our patients and customers. We foster an inclusive culture and are looking for diverse, talented people to join Alcon.

The CommEx Solutions Manager is our experienced CommEx role at market level. It is an expert in some of the CommEx solutions (specialized): either systems (for now: SFDC, pitcher) incl. respective processes (e.g. Samples, demos, opportunities) or analytics to drive insights incl. respective processes e.g. Sales Incentive, 200 m$ campaign...

The Commercial Excellence Solution Manager provides and applies efficient action-oriented and innovative recommendations to drive sales, process efficiencies and optimize costs. In case we do not have CommEx Country Head in a given country, this role acts as the local point of contact for the Cluster and Region Head in CommEx. At business level can be the point of contact for Franchise Head. The role helps the Regional Leaders to utilize resources in a flexible way, focusing either on systems or on processes or on analytics. Business Insights Responsibilities Drive CommEx Insights locally: Dive into every key data, insights to find out what actions to take for the business’s ultimate success in collaboration with the Regional Insight Consultant.

● Identify analysis gaps and needs to conduct ad-hoc and in-depth analysis as required

● Leverage, combine and consolidate data from multiples sources (i.e. CRM, ERP, market data etc..)

● Analyze data for trends, patterns, and causal analysis to assist understanding of (e.g. customer behavior, customer needs, and purchasing drivers)

● Synthesize actionable insights and recommendations in order to assess regional performance, identify performance gaps and drivers, develop remediation / action plans

● Be pro-active in proposing methodology and approach to conduct analysis in order to generate valuable and actionable insights. Drives CommEx Incentive processes locally:

● Coordinate Territory Quota-to-payout (Sales Target) setting locally in the markets

● Supports Regional Business Insights Consultant in the incentive’s coordination locally

● Validate Business submitted SIP framework and input templates and collaborate within country to fix gaps

● Communicate incentives payouts to Payroll team as per Payroll process and within agreed timelines

● Prepare and validate leaderboard ranking such as President’s Club

● Communicate incentives calculation calendar/timelines within country and work cross functionally to ensure adherence to timelines Overall responsibilities Focus + Specialization on solutions led by Region or Country / Cluster Heads

● Achieve specialization (i.e. deep expertise) in terms of a franchise, markets, processes (or a combination thereof).

● Coordinate go-to-market analysis and optimization and territory alignment ensure standardisation in the approach locally

● Drive segmentation refresh and analysis locally

● Play role of advisor/consultant for CommEx Associates

● Proactively identify opportunities for process improvements

● Advise on development of new and to be retired regional KPIs & Dashboards (interacting with relevant International Product Owner) Data & Data Quality

● Identify data cleansing needs and quality improvements, collaborating with relevant stakeholders (e.g. Customer Operations/CDA & sales teams) to address SFDC customer data gaps

● Coordinate data validation efforts locally in collaboration with relevant International Product Owner team. Stakeholder Interactions

● In interactions with Sales Teams (Reps + FLMs), collect feedback, issues, and improvement opportunities on CommEx tools and on sales processes

● Ensure relevance of solutions deployed by consistently engaging with stakeholders in field and back office.

● Deliver training locally for o Field force on systems (SFDC & pitcher), analytics and relevant processes e.g. incentives o Relevant stakeholders as per defined need (I.e. local marketing teams on SFDC campaigns etc..)

● SPOC for other functions in local markets (marketing, finance, S&OP etc...) to collect feedback, issues, and improvement opportunities on CommEx tools and commercial processes

● Support Cluster / Country Head in QBRs providing Insights & Recommendations

● Develop a close connection with the field by participating in regular field rides and if relevant in the sales meetings.

Testing

● Execute tests as needed for systems or analytics based on guidance from International Product teams and International Test Manager

WHAT YOU’LL BRING TO ALCON:

● Good understanding of franchises models, their strategy, present Business Acumen competencies

● High level of curiosity and proactivity to investigate different aspects of business and commercial execution, and can challenge unproven opinions and seek to continuously improve tools & processes

● Good knowledge of CommEx solutions (i.e. SFDC, Pitcher, Automation tools, Reports & Dashboards), financial systems (I.e SAP, ) and core CommEx processes (segmentation, targeting, SIP, etc

● Good communication and presentation skills to be able to support Int’l CommEx Business Partner during business meetings, reviews, trainings, presentations

● SFDC Admin 201 certification (for System focused work mandatory) and other relevant certifications as Sales Cloud Expert, Marketing Cloud Expert, Service Cloud Expert (optional)

● Automation/Analytics certifications (for Insights focused work)

How You Can Thrive at Alcon:

• Opportunity to work with a global medical device company.

• Collaborate with a diverse and talented team in a supportive work environment

. • Competitive compensation package and comprehensive benefits.

• Continuous learning and development opportunities.