Director, Commercial Excellence

Smith&Nephew Germany · Jpn - Tokyo, Japan · full time · On site · 13 days ago

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Posted October 01, 2026 · Read from Smith&Nephew Germany
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Key Responsibilities in Summary

• Direct interaction with business stakeholders. (e.g. Country Lead, JP Business Unit Heads, JP Key Functional Leaders, International Commercial Operation, etc.)

• Provide strategic and analytical insights to Business Unit Heads

• Assist in localizing the implementation of CommEx-related business processes

• Incorporate new system capabilities, especially CRM functionalities (SFDC)

Strategy

  • Act as a partner for Business Unit Heads in strategic initiatives/topics that may arise
  • Provide project management and cross-functional coordination where needed

Segmentation & Targeting

  • Ensure alignment to International’s methodology and processes, while also allowing for localization to best fit the needs of the local team
  • Design and manage process rollout
  • Conduct analysis and validation with Business Units (SFDC integration)
  • Provide training on customer segmentation & targeting process

Opportunity management

  • Drive Integration of planning & opportunity management (also in SFDC)
  • Assist in sales funnel/pipeline review
  • Provide training on the process
  • Collaborate with Business Units to connect sales pipeline planning and financial business planning to enable integrated business planning

SFDC Product Owner

  • Process SFDC on/off-boarding administration and provide training
  • Ensure SFDC compliance by sales team
  • Collect and feedback improvements to SFDC to better meet local needs

Territory Management

  • Implement Sales Rep territory design and mapping
  • Support the Business Unit in resource allocation planning
  • Conduct analysis of sales force benchmarking when needed

Sales Incentive Management

  • Consult in local incentive scheme design and ensure alignment to strategy
  • Participate in country Incentive plan validation
  • Support where necessary in field communication (development and launch)
  • Consult in ad-hoc incentive programs design

Sales/Business Performance Analytics and Sales Support (Commercial Operations)

  • Monitor and track sales and business performance (budget vs actual, etc.)
  • Design and provide necessary reports/data
  • Manage master data and ship-to codes
  • Manage and ship demo units and sample items
  • Provide other support services to sales teams from each Business Unit

Dealer Management

  • Develop strategic programs to improve distributors’ performance
  • Build and maintain relationships with distributors
  • Design and manage various contracts
  • Coordinate with corporate legal team

Special Instruments

  • Design and define customer requirements for custom instruments
  • Manage vendors to procure custom instruments
  • Inspect and ship custom instruments

General

  • Hire, on board, develop and retain employees. Conduct target setting and end year review with employees
  • Establish strong relationships with key stakeholders, including local and International, as well as across 3 Business Units
  • Stay updated on industry trends, market dynamics, and regulatory changes that may impact the commercial operations

Role Scope

This role will be a key driver in executing and implementing the local commercial strategy and commercial excellence initiatives through close collaboration with the local Sales & Marketing teams.

The overall responsibility of the Japan Commercial Excellence Director is to develop and implement sales force effectiveness, including sales force sizing and structure, account segmentation & targeting, opportunity management, territory optimization, sales performance analytics and incentive compensation plans that will have a direct positive impact on the P&L of the business.

Number of direct reports: 3~7 (under development)

  • Senior Managers
  • SFDC Product Owner
  • Commercial Operations team
  • Dealer Management team
  • Special Instruments team

Total number of direct and indirect reports: 14~20

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Employer
Smith&Nephew Germany
Location
Jpn - Tokyo, Japan · On site
Contract
full time