Commercial Excellence Manager - Account, Territory & Incentives Management

2 Months ago • 10 Years + • Account Management

Job Summary

Job Description

The Commercial Excellence Manager will develop and improve territory coverage, account management, and incentive administration processes within the International Region. The role involves implementing best-in-class sales processes and tools. Responsibilities include developing, implementing, and improving account management, territory planning, and incentive administration processes; collaborating with various teams to optimize processes; tailoring processes to meet regional needs; ensuring tools and reporting support the processes; leading change management efforts; developing and delivering training programs; and monitoring process performance metrics. The ideal candidate will act as a subject matter expert and consultant.
Must have:
  • 10+ years of sales/sales management experience, med-tech industry or consultancy preferred.
  • In-depth knowledge of account management, territory planning, and incentive administration.
  • Ability to drive sales effectiveness through structured sales processes.
  • Knowledge of CRM platforms (e.g., Salesforce) and territory planning tools (e.g., Anaplan).
  • Strong analytical and problem-solving skills, proficiency in data analysis tools (e.g., Power BI).

Job Details

Job Title

Commercial Excellence Manager - Account, Territory & Incentives Management

Job Description

The Commercial Excellence Manager - Account, Territory & Incentives Management is responsible for developing and improving territory coverage, account management and Incentives administration processes within the International Region. The role aims to implement best-in-class sales processes, tools and analytics.

Your role

  • Develop, implement and continuously improve Account Management, Territory planning & Incentive administration processes for International Region.

  • Collaborate with Commercial Center of Excellence (CoEs), Process Systems and Excellence teams (PSEs in Businesses) and Sales Operations & Excellence leaders in Zones to validate and optimize the account, territory and incentive management processes.

  • Tailor guided flexible processes to address the needs of International Region while remaining within the guardrails and compliance requirements published by CoEs.

  • Work with SFDC , Anaplan and commercial analytics product owners to ensure tools and reporting supporting the processes are fit for purpose.

  • Lead change management efforts to drive deployment and adoption of new tools and processes across the organization.

  • Develop and deliver training programs for sales teams on account management and territory planning best practices.

  • Define and continuously monitor process performance metrics, analytics and identify opportunities for improvement.

  • Act as a subject matter expert and consultant to leadership and other stakeholders.


You're the right fit if

  • 10+ years of experience in sales and/or sales management, preferable in med-tech industry or consultancy.

  • In-depth knowledge of account management, territory planning and incentive administration processes, and best practices.

  • Demonstrated ability to drive sales effectiveness by developing and implementing structured sales processes

  • Knowledge of CRM platforms (e.g., Salesforce), territory planning and incentive administration tools (e.g. Anaplan)

  • Strong analytical and problem-solving abilities, with proficiency in data analysis tools (e.g., Power BI, Qlik, Excel).

  • Solid communication and change management skills to influence adoption of sales processes at all levels within the organization.

  • Highly preferred: candidates with a proven track record of hands-on execution, particularly those with experience in one of our Zones.


How we work together
We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.

About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.

If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.

#LI-EU

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About The Company

At Philips, we believe that every human matters. As a global health-tech leader, we focus on improving people’s health and wellbeing through meaningful innovation. The people who work here share our passion and are motivated to bring this purpose to life.For more than 130 years, we have been creating technologies and innovations that improve people's lives and support healthcare practitioners. Headquartered in the Netherlands and operating in more than 100 countries globally, we focus our advanced technology and deep clinical and consumer insights on Precision Diagnosis, Image Guided Therapy, Enterprise Informatics, Monitoring/ Connected Care, Sleep & Respiratory Care and Personal Health.Together, we deliver better care for more people because we believe that every human matters.

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