Job Description
Commercial Excellence Specialist
role at
BD
Supports the Country Business Leader (CBL) to deliver country-level Commercial Excellence (ComEx) / Commercial Operations (ComOps) analytics and Salesforce Effectiveness (SFE) execution. This role is pivotal in enhancing sales performance, commercial outcomes, and operational efficiency through data‑driven insights, process governance, and robust sales analytics.
Responsibilities
Incentive Target Setting & Sales Performance Management: Ensure IMS, TS, and FDS data used for Sales Incentive Planning (SIP) and target setting is accurate and compiled in a timely manner.
Analyze variance between IMS/TS/FDS targets and actuals, and provide a clear data summary for manager review.
Support the definition and tracking of Sales Incentive Plans (SIP) and Strategic Growth Drivers (SGDs), monitoring sales trends for continuous optimization.
Own the quarterly sales incentive data pull for accuracy and timely upload to SIP app, in partnership with HRBP.
GTM Planning & Territory Management: Partner sales team to complete segmentation analysis per SEA‑provided template, execute country territory mapping and go‑to‑market (GTM) plan, including monitoring and optimization of sales rep distribution and call frequency.
Reporting, Analytics & Performance Tracking: Own the monthly Commitment‑to‑Close and Win Room reporting, monitoring and analyzing core commercial excellence metrics, and provide actionable insights to the Country Business Leader by the 8th business day of each month.
Conduct detailed pipeline analysis, including pipeline creation, velocity, and average days in stage to identify bottlenecks and improvement areas.
Sales Operations Support: Run standard sales operations reports (e.g., sales calls, field days, funnel/pipeline) for country business leader needs.
Assist in designing and proposing special incentive plans to address specific business challenges.
Conduct local trainings to drive improvement in commercial excellence standards and metrics.
Process Execution & Sales Process Governance: Support and coach sales managers in the execution of bi‑weekly win room reviews, ensuring adherence to the S.N.A.C.K. method (Stage accuracy, Next steps, Amount, Close date, Key contacts).
Monitor Salesforce to identify reps having stalled opportunities and proactively flag repeating contenders for sales manager and country leader review.
Administrate Salesforce, including management of transition process for resigned sales representatives, ensuring seamless account reassignment and data integrity within 3 business days.
CRM & Technical Execution: Serve as the country data administrator for SFDC and Power BI platforms, ensuring data hygiene.
Utilize Salesforce and Power BI for advanced reporting, performance tracking, and generating actionable business intelligence.
Demonstrate proficiency in Salesforce, Power BI, Excel, PowerPoint, and SAP for monthly data pull, analysis, and reporting.
Any other ad‑hoc commercial excellence, commercial operations, Salesforce effectiveness, SFDC and Power BI‑related data and change‑management projects or tasks as assigned.
Qualifications
Bachelor’s degree in Business, Economics, Data Science, Engineering, Actuarial Science, IT, or related field.
At least 1 year of proven experience in the MedTech/Pharmaceutical industry in CRM/ComEx function(s).
Good knowledge of SFDC, PBI, SAP; Proficient in Microsoft Office.
Good analytical, oral, and written English communication skills preferred.
Enthusiastic, independent, “can‑do” attitude, results oriented.
Good commercial acumen with ability to understand commercial metrics, sales processes, and business drivers.
Good task and project management skills.
Meticulous and organized.
Ability to interact well with all levels of associate within country and region.
Work Location and Time
Primary Work Location: IDN Jakarta – Sudirman Square Office Towers.
Employment type: Full‑time.
Seniority level: Not Applicable.
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