Senior Director, Business Intelligence & Commercial Operations

Life Unlimited. At Smith+Nephew we craft and manufacture technology that takes the limits off living. The Senior Director of Business Intelligence and Commercial Operations reports to the SVP & GM of US Sports Medicine and is accountable for providing analytics and insights throughout the organization that are instrumental to defining S+N’s short- and long-term market strategies, operation planning, commercial development, and investor communication.

What will you be doing? Either directly or through his team, the Senior Director of Business Intelligence and Commercial Operations accountabilities include:

• Crucial contributor to commercial strategy development and execution
• Support the development of the Total Addressable Market by clinical application and ensure cohesivity of the reporting of their penetration by our solutions
• Translate the Total Addressable Markets into revenue potential by territory and regions, as well as customer segment
• In coordination with US Sales and Commercial Marketing, develop annual and 3-year revenues by clinical application and within each application by product, including trends, share and penetration that are critical to develop market segment strategies and marketing initiatives
• In coordination with sales leadership, translate 3-year revenue plan into a sales force expansion and capability plan
• In coordination with sales leadership and marketing, develop sales quota strategy for new product launches and their potential impact on existing products’ revenues.
• Support new clinical application and/or product entry strategy by integrating marketing insights into a commercial targeting plan and developing and monitoring leading and performance indicators.
• In coordination with sales leadership and marketing, develop integration strategies of acquired companies’ commercial capabilities, as well as their execution planning
• Provider of market analytics and insights impacting market development strategy definition and execution
• Using historical trends and market insights, develop revenue scenarios and operational execution implications, as well as risk analysis and possible mitigation
• Proposes and track leading indicators of the impact of marketing initiatives. Alert marketing leadership on any deviation from expectations and propose alternate execution options with their relevant tracking indicators.
• Analyze the impact of pricing strategies (price/volume/mix)
• Track revenue trends by customer segments and various cohorts of surgeons. Provide insights on customer loyalty and the impact on revenue trends.
• Provide insights on S+N’s direct competitors activities and initiatives
• Triangulate data from payers claim, IQVIA, AcuityMD, Beacon, and other companies’ business insights to assess the impact of new surgical techniques and shift in site of care on the potential of S+N’s solutions and S+N Sports Medicine results and projected revenues.
• Leader of commercial operations
• Drive territory analysis, propose territory deployment and realignment and annual sales quota by territory in coordination with sales leadership and finance
• Analyze sales results and impact of sales rep commission plan. Provide performance analytics and insights to Regional Sales leadership and Area Vice Presidents for the individual members of their team and potential causal elements, including but not limited to customer performance, customer loyalty and product category results.
• Proposes and track leading indicators and performance indicators of commercial execution. Alert leadership on any plan deviation and propose alternate execution strategies and relevant tracking indicators
• Provider of business insights driving external communication
• In conjunction with Finance, develop annual revenue scenarios broken down by quarter that decomposes the revenues by clinical application, categories (products, shipping), sales force and Average Daily Sales (ADS) required to achieve target.
• Provide monthly and quarterly analytics providing results trends needed for a thorough understanding of the key drivers of the business needed for investor communications. Provides insights and commentaries to SVP, CFO and Executive leadership for use in internal/external communications
• Leader of data management and data system integrity and automation
• Advise on key functionalities of S+N US Sports Medicine Customer Relationship System (CRM) enabling reliable and easy queries by each function (Sales, marketing, medical education, etc.)
• Ensure the integrity of the data and outputs
• Team leadership
• Hire, engage, coordinate, and manage a team capable of partnering cross functionally to execute on the mission of the team (as needed)

Location: Field / Remote

Quali