Commercial Excellence Program Manager EMEA

Job content

Together, we can beat cancer.

At Varian, a Siemens Healthineers Company, we bring together the world’s best talent to realize our vision of a world without fear of cancer. Together, we work passionately to develop and deliver easy-to-use, efficient oncology solutions.

We are part of an incredible community of scientists, clinicians, developers, researchers, professionals, and skilled specialists pushing the boundaries of what’s possible, to improve people’s lives around the world. We embrace a culture of inclusivity in which the power and potential of every individual can be unleashed. We spark ideas that lead to positive impact and continued success.

If you want to be part of this important mission, we want to hear from you.

Summary

We are looking for an entrepreneurial and collaborative individual, motivated to help build a culture of high sales force effectiveness across EMEA.

The individual must possess a versatile skill set, with a combination of strong business acumen, a deep understanding of the commercial drivers in our industry, and the ability to project manage new processes and commercial initiatives.

Main Responsibilities

Drive commercial and business excellence through the design, planning and implementation of commercial processes, projects and initiatives.

Methodologies

• Build, implement and deploy a sustainable sales training program aimed at fully equipping existing and new sales team members with the skills to excel in the complex environment we work in.
• Lead the implementation of the sales methodology training by working together with internal functions or external vendor(s), the EMEA Leadership team, other Commercial Excellence leaders (AMS, APJ, Global Education) and the Marketing team to design the details of the Varian Sales methodology.
• Design innovative approaches and materials to help the sales team act as management consultants with their key customers.
• Improve organizational competencies related to Solution Selling, as well as Clinical, Operational and Financial selling.
  

Tools And Processes

• Map business processes and requirements and define how process is enabled within our tools and our CRM.
• Translate best practices into detailed processes and tool requirements. Deploy those across Zones/Countries.
• Lead the training and implementation of Customer Success Plans across EMEA.
• Play a critical role in the design and development of dashboards to provide EMEA sales and management teams quick access to insightful data.
• Document business requirements, process workflows and perform gap analysis against critical requirements.
• Identify and implement measurable elements to drive change adoption across Commercial Excellence initiatives.
• Lead business communication and change management steps.
  

Other Activities

• Help design and drive the implementation of an account and customer success management structure supported by clinical experts and solution specialists.
• Responsible to perform pipeline analytics for a variety of purposes (strategic sessions, Key Accounts plan preparation, lifecycle sales and tactical initiatives).
• Contribute to strategic planning to support the Radiotherapy market and Varian’s growth.
• Act as a consultant and leverage competitive industry /market information to recommend improvements that drive value and commercial effectiveness.
  

Requirements

• Technical or business degree (management, engineering, etc).
• Customer facing experience strongly desired, especially in Sales or Marketing roles.
• Prior experience in managing commercial function and sales teams.
• Experience in medical equipment, medical devices or Radiation Oncology preferred.
• Demonstrated expertise on detailed commercial business processes.
• Strong interpersonal communication skills.
• Strong ability to motivate and influence internal (sales) and external clients.
• Strong analytical skills.
• Strong project management skills.
• Familiarity with Change Management methodology.
• Fluency in English, other European languages desired.
• Expert user of CRM tools and marketing solutions.
• Expert user of MS Office tools, in particular MS Excel
• Good knowledge of financial principles.
  

Varian is required to comply with all local and applicable regulations that may be associated with vaccine requirements for certain roles.

Fighting cancer calls for big ideas.

We envision a world without fear of cancer. Achieving this vision takes dedication and commitment from all of us, every single day. That’s why we celebrate and value the distinctly beautiful and intersectional identities of each of our employees. We are a mirror of our patient-base, which allows us to innovate. Big ideas come from everywhere, and the best ideas are fostered by our unique individual experiences. At Varian, we encourage you to bring your whole self to work and believe your bold and authentic perspective will help to power more victories over cancer.

#TogetherWeFight

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