Job Description

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Group revenues in 2022 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com

Responsibilities:

As a leader in our Global Sales Force Effectiveness (SFE) team, the role of Global Emerging Market (GEM) SFE Director is a critical role as a business partner to our GEM Sales team. This role will be key part of the GEM leadership team and the Global SFE leadership. They will be responsible for ensuring we have the best SFE practice and support to build capabilities, skills, tools & processes for the GEM Sales team. We want to ensure we have the best SFE capabilities in our GEM sales teams to drive the growth in this key region for Convatec.

The scope of the role covers our 5 pillars of Sales excellence:

Sales data and Insights

Sales Incentive Plans

Customer Focus \xe2\x80\x93 Account Segmentation & Account Plans

Sales Tools & Processes

SFE Training \xe2\x80\x93 although not directly responsible, a partnership with our Global SFE Training Director & our GEM training lead to ensure engagement on the Sales capabilities and skills requirements.

This includes:

Strategic Leadership

Lead & develop SFE support for our GEM sales team to ensure effective business partnering for our business units on all our SFE activities.

Be a key part of our Global SFE team. Represent, lead & develop our GEM SFE strategy & activities aligned with our Global SFE framework.

Be a key part of the GEM leadership, understanding the requirements, capabilities required, tools and processes to enable the sales teams.

Partner with the local country SFE support teams to deliver the SFE requirements for GEM.

Ensure & establish strong sales data reporting for insights to support decision making.

Responsible for all our GEM Sales performance reporting and insights to drive business continuity - sales productivity, market share, CRM metrics etc.

Develop and lead analytics for GEM leadership.

Provide business analytics focusing on sales performance, customer analysis, pipeline insight, win/loss reviews and sales capabilities

Manage SFE excellence to ensure an effective and efficient sales support platform.

Develop processes and governance to drive sales operations excellence

Lead account segmentation and provided business reporting

Produce customer targeting to ensure our sales teams are aligned to the correct customers to achieve our targets

Ensure account planning is in place and drive business continuity

Provide business analytics focusing on sales performance, customer analysis, pipeline insight, win/loss reviews and sales capabilities

Develop KPI\xe2\x80\x99s for the region and manage on a quarterly basis.

Launch, build and embed to adoption of CRM and any other sales tools

Set clear expectations to support the CRM user adoption goals for the sales teams. Ensure the data is correct in the system for business continuity.

Provide business insight by producing reports on the CRM system such as adoption rates, pipeline values, customer calls vs targets.

Monitor & report progress with focus on KPI\xe2\x80\x99s (Key Performance Indicators)

Provide coaching for the sales leader to how to generate insight from CRM usage.

Ensure all sales tools are rolled out effectively and drive full adoption

Maintain and expert level knowledge of system functionality and process design.

Manage the sales performance compensation and recognition

Work with the Region VP and Country leaders to define the criteria for the annual incentive plan aligned with the Global framework

Represent Europe on our Global Sales Incentive Plan (SIP) team

Ensure all incentive plans are rolled out across the region in a timely manner

Work with the Finance team to ensure payment validation on incentive plans

Produce quarterly reports to show sales performance by individual vs target

Measure and report any sales recognition awards that may be in place

Produce sales productivity reporting

Experience & Knowledge:

Commercial experience supporting a sales organization

Developed and driven CRM adoption across a sales organization

Analytical experience essential to provide business insight reporting

Influence within a matrix organization

Change management skills in driving change in a sales organization with understanding of sales processes and best practices

Demonstrated ability to effectively communicate ideas and persuade others to accomplish challenging goals and objectives

Experience in recruiting and coaching successful sales team/s

Superior skills in local language and English

Solid IT skills, including ability to efficient work with excel calculations and databases

Desired Experience:

Financial experience

Experience in working in international project groups.

In-depth understanding of financial principles, the budgeting process, resource planning and allocation, and the fundamental drivers of sales and profit, i.e., key components within the strategic plan and how they contribute to business performance.

Flexible proactive \xe2\x80\x9ccan do\xe2\x80\x9d attitude.

Strong drive and ability to work independently.

Our transformation will change your career. For good. You\xe2\x80\x99ll be pushed to think bigger and aim for excellence. Your ideas will be heard, and you\xe2\x80\x99ll be supported to bring them to life. There\xe2\x80\x99ll be challenges. But stretch yourself and embrace the opportunities, and you could make your biggest impact yet.

This is stepping outside of your comfort zone.

This is work that\xe2\x80\x99ll move you

#LI-JG1

#LI-Hybrid \xe2\x80\x8b

Beware of scams online or from individuals claiming to represent Convatec

A formal recruitment process is required for all our opportunities prior to any offer of employment. This will include an interview confirmed by an official Convatec email address.

If you receive a suspicious approach over social media, text message, email or phone call about recruitment at Convatec, do not disclose any personal information or pay any fees whatsoever. If you\xe2\x80\x99re unsure, please contact us at .

Equal opportunities

Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

Notice to Agency and Search Firm Representatives

Convatec is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Convatec employee by a third party agency and/or search firm without a valid written and signed search agreement, will become the sole property of Convatec. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.

Already a Convatec employee?

If you are an active employee at Convatec, please do not apply here. Go to the Career Worklet on your Workday home page and View "Convatec Internal Career Site - Find Jobs". Thank you!

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