Group Manager Sales Enablement TIS EMEA

Department Info

 

The Commercial Excellence & Pricing team supports EMEA Terumo Interventional Systems (TIS) business in delivering their revenue, market share and profitability commitments by enabling an insight driven organization and by driving our GTM transformation.

Job Summary

 

The Grp Mgr Sales Enablement TIS EMEA’s mission is to build an omnichannel ecosystem enabling customer centric engagement, and a customer portal OTC solution including customer preferences and recommendations.
You are responsible for innovating and streamlining TIS EMEA commercial processes with the Salesforce ecosystem and overseeing the entire lead-to-cash process to enhance sales effectiveness and drive revenue growth.
You are working in very close partnership with Sales and Marketing leadership, KAM & Sales Efficiency Mgr, Sales Capability Development Mgr, Digital Experience Mgr and TE support functions such as PMO and IT.  This position reports to the Sr Dir Commercial Excellence & Pricing EMEA of TIS. 

Job Responsibilities

 

Salesforce Ecosystem Management: You will ensure the Salesforce platform aligns with business objectives by managing customizations, integrations, and overall system performance.

Lead-to-Cash Process Oversight: You will streamline and optimize the lead-to-cash workflow, identifying and implementing improvements to increase efficiency and accuracy.

Innovation and Automation: You will continuously seek opportunities to leverage AI and automation to streamline sales processes and improve productivity.

Sales Enablement Strategy: You will partner with the Sales Capability Development Manager, KAM, Sales Efficiency Manager, and Digital Experience Manager to execute sales enablement strategies. This includes supporting training programs, content development, and tools that aid the sales team.

Account Management Support: In partnership with various countries, you will highlight the importance of account targeting, profiling, sales & activity planning, and execution to develop account management thinking.

Sales & Marketing KPI Development: You will develop, monitor, and report on sales & marketing KPIs in close collaboration with marketing and sales leadership to drive the adoption of our tools.

AI Utilization: You will leverage artificial intelligence and machine learning tools within our ecosystem to enhance sales processes, predict customer behavior, and automate routine tasks. Additionally, you will analyze AI-generated insights to develop strategic recommendations and drive data-driven decision-making.

Integrate Generative and Predictive AI: You will use generative AI to create personalized sales content and predictive AI to anticipate customer needs and behaviors. You will continuously refine these AI applications to enhance sales strategies, improve customer engagement, and drive higher conversion rates.

Data Analysis and Reporting: You will analyze sales force activity data to provide insights, track performance metrics, and generate reports for senior management.

Data Integrity: You will maintain high data quality and integrity within our ecosystem to support accurate reporting and decision-making. Additionally, you will co-lead our Master Data Management (MDM) strategic effort.

Cross-Functional Collaboration: You will work closely with sales, marketing, IT, PMO, and other departments to ensure cohesive strategy execution and data integrity across systems.

Training and Support: You will conduct regular training sessions for the sales team on ecosystem best practices and new features, ensuring high adoption and efficient use of the platform.

Project Management: You will lead and manage projects related to CRM enhancements, ensuring timely delivery and adherence to budget and quality standards.

Team Development: You will foster a culture of continuous learning and improvement within the sales team through regular training and support.

Profile Description

 

You have experience in a multinational company or consulting, preferably in the healthcare industry. Familiarity with medical devices and an active professional network in the region is a plus.
Adaptability: You have a proven ability to work in a VUCA (Volatile, Uncertain, Complex, Ambiguous) environment, demonstrating adaptability and flexibility. You can leverage organizational diversity at all levels, including nationalities, cultures, generations, genders, and more.
Collaborative Spirit: You possess a true collaborative and inclusive mindset, valuing differences and fostering a culture of inclusivity.
Autonomy: You can function in a self-directed manner with a high