International Commercial Excellence Director – Hybrid Position
DePuy Synthes is hiring an International Commercial Excellence Director to work in Zug, Switzerland (Hybrid). Alternate locations include Leeds (UK), Singapore, Prague (Czechia), and Umkirch (Germany).
Position Summary
The International Commercial Excellence Director is a senior strategic leader responsible for accelerating commercial performance across all international markets. This role drives the end‑to‑end Commercial Excellence agenda—spanning data analytics, business intelligence, sales force effectiveness, incentive scheme governance, and full CRM system ownership—while partnering closely with regional leadership to enable a high‑performing, customer‑centric commercial organization.
They influence strategic decision‑making, ensuring data‑driven insights and innovative digital tools translate into stronger sales performance, optimized resource allocation, and sustainable growth.
The Director will design commercial systems, processes, tools, and governance frameworks, champion talent development, and foster a continuous‑improvement culture aligned with Johnson & Johnson’s Credo and Leadership Imperatives.
Major Duties & Responsibilities
* Define and lead the International Commercial Excellence strategy and multi‑year roadmap that elevates sales effectiveness, data maturity, and digital enablement across markets.
* Partner with commercial leaders to align CE agenda to growth priorities, customer needs, and evolving sales models.
* Drive standardization of core CE processes and adoption of enterprise tools, methods, & governance across regions.
* Own the design and delivery of advanced analytics, AI digital solutions, performance dashboards, and BI solutions that inform executive decisions and frontline actions.
* Establish robust data governance, quality, and integration practices to enable forecasting, targeting, segmentation, territory design, and commercial planning.
* Scan for, evaluate, and deploy innovations (including AI/ML) that unlock new commercial insights and productivity.
* Lead SFE programs including resource allocation, activity optimization, coverage and targeting strategies, competency development, and enablement content.
* Harmonize KPIs and performance benchmarks; generate actionable insights including external industry business intelligence to accelerate sales productivity and effectiveness.
* Serve as product owner for the CRM platform (e.g., Salesforce): roadmap, enhancements, governance, data model, user enablement, and change management.
* Translate business requirements into scalable CRM capabilities that streamline workflows, improve data capture, and standardize processes across regions.
* Lead the end‑to‑end lifecycle of sales incentive plans—from design and modeling through communication, calculation, audit, and insights generation.
* Ensure transparent governance, compliance, and alignment of incentives with business strategy and desired sales behaviors in partnership with HR and industry competitive benchmarks.
* Lead, coach, and develop a distributed team of commercial excellence managers and professionals.
* Build a high‑performing CE community that shares best practices, drives innovation, and executes consistently.
* Own workforce planning, succession planning, and vendor/partner management to meet evolving business needs.
* Establish and maintain governance frameworks for data, systems, incentives, and change, aligned with corporate policies and applicable regulations.
Required Knowledge, Skills, and Abilities
* Bachelor’s degree.
* 10+ years in Commercial Excellence, Sales Operations, Strategy, or related disciplines within a matrixed organization.
* Proven expertise in data analytics and business intelligence (e.g., Power BI, Tableau) and CRM (e.g., Salesforce).
* Hands‑on experience designing and governing sales incentive plans and leading Sales Force Effectiveness programs.
* Experience leading distributed teams (direct and dotted‑line) and managing vendors/partners; strong coaching and talent development skills.
* Excellent executive communication, stakeholder management, and change leadership; ability to translate complex analytics into clear actions.
* Strong program management, prioritization, and problem‑solving capabilities; high attention to data accuracy and governance.
* Fluent in English; proficiency with MS Office/365; willingness to travel ~15%.
Preferred Knowledge, Skills, and Abilities
* Advanced degree (e.g., Master’s/MBA) or equivalent experience.
* Experience in an international/Global organization; MedTech or Life Sciences exposure a plus.
* Demonstrated success deploying AI/ML‑enabled analytics or next‑gen digital selling tools.
* Certification or formal training in analytics, incentive design, project/change management, or Lean/Agile methods.
Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law.
Johnson & J&J is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please contact us via https://www.jnj.com/contact-us/careers.
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