Commercial Excellence Lead

Responsibilities

• Lead country segmentation, account profiling, and Go-to-Market (GTM) strategy execution.
• Drive territory design, representative allocation, and coverage optimization to maximize market reach.
• Track sales productivity metrics, including call frequency, field days, and visit effectiveness.
• Manage Sales Incentive Plan (SIP) governance, including incentive modeling, target setting, and data validation.
• Ensure funnel discipline through pipeline analysis, stage accuracy, and forecast reliability.
• Design and deliver sales capability programs covering selling skills, CRM usage, and funnel management.
• Lead monthly commercial reporting using performance dashboards and Power BI.
• Serve as the country administrator for SFDC and Power BI, ensuring data hygiene and governance.

Requirements

• Bachelor's degree in Business, Economics, Data Science, IT, or a related field (MBA preferred).
• Minimum of 5 years of experience in the MedTech or Pharmaceutical industry within CRM or Commercial Excellence functions.
• Proven experience in Commercial Excellence or Business Operations management at a country or regional level.
• Strong knowledge of sales force effectiveness concepts, including segmentation, targeting, and territory management.
• In-depth understanding of CRM systems (e.g., SFDC) and business intelligence tools like Power BI.
• Strong analytical and strategic thinking skills with the ability to translate data into actionable insights.
• Proficiency in English and the local language.
• Excellent communication and interpersonal skills to influence and collaborate with cross-functional stakeholders.

About the Company

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our purpose, and we work to find transformative solutions that turn dreams into possibilities across design, engineering, manufacturing, and marketing.