Senior Director, Commercial Excellence (Remote)

Meet the team:

The Commercial Excellence team enhance efficiency, effectiveness, and overall performance in commercial operations of all sales teams across the globe, driving competitive demand generation. Operates as a trusted advisor to senior business leaders. Utilizes strategic and operational insights, and executive level problem solving, communication and leadership skills to drive organizational action that leads to tangible growth.

The Sr. Director of Commercial Excellence will manage the following functions: US Sales Operations, Canada Sales Operations, EMEA/LatAm Sales Operations, APAC Sales Operations, Global SFE, Global Incentive Compensation, and Global Sales Analytics and Insights.

Where you come in:

• Strategy: Partner with senior commercial leadership to optimize sales organization deployment and design for current and future needs. Recommend changes to sales rules, coverage models, or team configurations to maximize productivity.
• Change Management: Lead change management processes to build understanding and support for new deployment and job models, including hybrid approaches using field and remote selling. Lead cross-functional discussions; driving towards alignment, decisions, resolutions when necessary.
  Omni-Channel: Oversee omni-channel sales and marketing operations to ensure cohesive and effective strategies carried out by sales reps across all channels to drive competitive reach and frequency, with high impact on winning share.
• Organization: Conduct commercial organization analyses and benchmarking, including sales force sizing, territory alignment, and call volume deployment planning. Collaborate with regional organizations and Commercial leadership to standardize rules and best practices while addressing regional requirements. Build development programs for Territory Managers, Regions Directors, and Clinical specialist to prepare for leadership roles.
• Competencies: Designing, sourcing, administering, and overseeing functional skills-based learning programs that result in enhanced sales effectiveness. A primary objective is the development of curricula to achieve these aims and the annual update of this document to maintain relevance, in partnership with Sales Training and Clinical Education. In most instances achievement of this work will require cooperation with HR and/or peer Commercial leaders.
• Incentive Comp: Partner with senior sales leadership and HR to design competitive sales compensation incentive programs that align with business objectives. Oversee sales compensation plan administration, ensuring proper governance, timely and accurate reporting, and alignment with budgets.
• Commercial Intelligence: Provide program design oversight, targeting, and administration for Dexcom’s Sampling program. Evaluate the ongoing needs of the Commercial organization for sales resource planning, sales enablement, business intelligence, and sales intelligence tools. Build business cases, drive requirements, conduct vendor evaluations, and ensure successful implementation. Monitor market trends, competitive landscape, and industry insights to identify business opportunities and adjust strategies accordingly.
• Data Management: Manage commercial Master Data Management systems and processes. Partner with Analytics & Data team to maintain the Commercial Data Warehouse and leverage data assets. Manage Data Governance to ensure centralized data acquisition and supplier management.
• Reporting: Work with sales leadership to review and develop standard reports and metrics. Prepare periodic and ad hoc reports for executive management, highlighting emerging opportunities and challenges. Ensure the appropriate sales analytics are being tracked and reported to monitor and understand performance of our customer facing teams and to identify/quantify effective sales strategies.
• CRM TechStack: Manage the implementation and maintenance of commercial systems, including Veeva and Salesforce.com. Identify and deploy new systems and processes to enhance efficiency, including Revenue AI and NBA tools. Drive continuous improvement of processes and information delivery.

What makes you successful:

• You are subject matter expertise in life sciences, pharmaceutical or medical device sales force optimization and automation, incentive compensation, territory design and field team deployment.
• You adept at Change management as well as Global vs. Regional alignment and organizational best practices
• You have recognized ability to influence across organizational boundaries, to collaborate effectively and to define mutual win scenarios.
• You demonstrated organizational and planning skills/expertise. Proven communication skills with a demonstrated capacity to communicate complex ideas and business concepts effectively and practically.
• You have strong interpersonal skills and ability to develop collaborative relationships to manage through influence without direct authority.
• You have knowledge of systems and tools to scale and support sales force growth and commercial productivity.
• You have excellent written and verbal communication skills.
• You have prior implementation and utilization of CRM (SFDC preferred), AI tools, and Cloud-based systems to measure, track and maximize business impact.

What you’ll get:

• A front row seat to life changing CGM technology. Learn about our brave #dexcomwarriors community.
• A full and comprehensive benefits program.
• Growth opportunities on a global scale.
• Access to career development through in-house learning programs and/or qualified tuition reimbursement.
• An exciting and innovative, industry-leading organization committed to our employees, customers, and the communities we serve.

Travel Required:

• Up to 50%