Head of Commercial Excellence, Americas, POC Diagnostics

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Ensures and guides processes and activities for an assigned organizational unit in order to effectively support sales teams and customer organizations in all administration related matters, concerning both sales and after-sales processes.

As Head of Commercial Excellence, Americas you will lead the regional execution of global commercial excellence strategies, driving sales performance, capability building, sales support and revenue operations and process optimization across the Americas (CA, US and Indirect Markets). This role serves as the critical interface between global strategy and local execution, ensuring alignment with regional business needs and priorities while fostering a culture of continuous improvement and customer-centricity.
 

Key Areas of Responsibility
 

Strategic Execution

• Serve as the regional lead for commercial excellence initiatives, translating global strategy into actionable regional plans.
• Partner with business leaders across sales, marketing, and service to identify and execute performance improvement opportunities.
• Establish and maintain strong operating rhythms (e.g., forecast reviews, funnel health assessments, QBRs, CBRs).
   

Sales Process & Performance Management

• Drive adoption and continuous improvement of standardized sales processes (e.g., forecasting, opportunity management, account planning, funnel management).
• Implement consistent performance KPIs and ensure data-driven decision making through CRM and BI tools.
• Lead initiatives to improve forecasting accuracy and sales productivity.
• Optimize territory planning, segmentation, and resource allocation
   

Enablement & Capability Building

• Partner with Training & Enablement teams to ensure region-specific onboarding, sales training, and methodology adoption.
• Strengthen field coaching and frontline sales manager capabilities through tools, cadences, and feedback loops.

Go-to-Market Optimization

• Support go-to-market (GTM) strategy execution, including territory design, role clarity, sales coverage models, and channel effectiveness.
• Collaborate with Sales, Marketing, and Service to ensure cohesive commercial planning and customer engagement.
• Streamline sales support activities, remove friction in the sales process, and ensure effective execution of quote-to-order processes.

Compensation Strategy & Execution

• Partner with global and regional sales compensation teams to design, implement, and iterate on incentive plans that drive the right behaviors and business outcomes.
• Ensure alignment of compensation plans with regional GTM priorities and sales motions.
• Monitor plan effectiveness, model alternative scenarios, and gather seller feedback to drive continuous improvement.
   

Cross-Functional Collaboration & Leadership

• Act as a trusted partner to Sales, Marketing, Finance, and Revenue Operations, ensuring seamless execution of commercial strategies.
• Lead regional business reviews, sales performance meetings, and strategic forecasting sessions.
• Provide strategic recommendations to sales leadership based on market insights and performance data.
   

Your Expertise

• Bachelor’s degree in Business, Marketing a related field; MBA preferred.
• 10+ years of experience in sales, revenue operations or commercial performance management.
• Expertise in forecasting, KPI tracking, and sales process optimization.
• Ability to collaborate across Sales, Finance, Marketing, and Commercial Operations teams.
• Strong problem-solving, time management, and organizational skills to handle high-priority reporting and ad-hoc requests.
• Knowledge of supply chain coordination, procurement processes, and inventory management.
• Experience in CRM (Salesforce), BI tools (Power BI, Tableau), and AI-driven analytics.
• Strong analytical skills, with the ability to translate sales data into actionable insights.
• Excellent leadership, communication, and stakeholder management skills.

Who we are: We are a team of more than 73,000 highly dedicated Healthineers in more than 70 countries. As a leader in medical technology, we constantly push the boundaries to create better outcomes and experiences for patients, no matte