Director Analytics and Sales Enablement EMEA

Changing lives. Building Careers.

Joining us is a chance for you to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, more than 4,000 of us are challenging what’s possible and making headway to help improve outcomes.

GLOBAL MISSION

Reporting directly to the Senior Director of Commercial Transformation, the Director of Insights and Sales Enablement leads the significant cultural transformation needed to build a data-driven decision-making, culture, leveraging datasets, optimizing sales operations, and enhancing overall business performance. This new role is significant to bridge our current gap in leveraging customer level datasets, to segment & target, deliver gap analysis of customer performance, and ROI of our investments being in marketing and installed base of assets. The objective is to enhance the performance and productivity of our commercial footprint across Direct and Indirect geographies.. The ideal candidate will have a deep understanding of data analytics, sales processes, and technology solutions.

EXERCISED SUPERVISION

• Lead a team of analysts in charge of customer analytics and process automation
• Two direct reports and a dotted line to SFDC analyst

RESPONSIBILITIES

Strategic Leadership:

• Leverage outside best practices to develop and execute a comprehensive analytics and sales enablement strategy aligned with business goals.
• Lead, mentor, and inspire a team of data analysts and sales enablement specialists.
• Create a culture of insights-driven decision making across senior management to accept new practices.

Customer Insights:

• Implement advanced analytics techniques to identify trends, opportunities, and areas for improvement.
• Gather large dataset from multiple sources, being internal such as sales, margins, CRM activities, marketing, professional education, capital investment and external such as clinical publications, congress attendance, hospital specialties.
• Analyze data to understand trends, potential and market dynamics from global to customer level to generate actionable insights.
• Establish a customer segmentation and targeting for aligned and focused sales and marketing efforts.
• Build customer profiles based on internal and external datasets

Reporting and Metrics:

• Develop and maintain reporting based on leading and lagging key performance indicators (KPIs)
• Measure the effectiveness of marketing campaigns, sales efforts, and overall business performance from global level to customer level

Business Reviews:

• Present findings and recommendations to senior leadership to influence strategic decision-making across countries, brands and customers
• Educate Sales & Marketing management layer on how to interpret data and make insights based decisions and actions plans
• Overtime, create and lead a team of analysts engaging management with monthly insights review to improve the execution of the sales & marketing strategies

Sales Enablement and CRM management:

• Responsible for the CRM roadmap and CRM evolutions management.
• Responsible for user training and documentation on CRM.
• In charge of manual processes automation to reduce administrative burden while collecting needed information in the CRM. 
• Collaborate with sales, marketing, and product teams to ensure that analytics and CRM strategies align with business goals.
• Ensure that customer data are accurately entered and maintained in the CRM system. 

Collaboration:

• Work closely with cross-functional teams, including sales, marketing, IT, and finance, to ensure alignment and integration of analytics and automation efforts.
• Provide guidance and support to sales teams in leveraging data and automation tools to enhance performance.

AUTHORITIES

N/A

QUALIFICATIONS / EXPERIENCE & INTERPERSONAL SKILLS

QUALIFICATIONS:

• Bachelor's degree in Business, Data Science, Computer Science, or related field (Master's degree preferred).
• Minimum of 10 years of experience in data analytics, sales operations, or sales automation roles.
• Proficiency in analytics tools (e.g., SQL, Python, R) and sales automation platforms (e.g., Salesforce, HubSpot).

SKILLS:

• Strong proficiency in Salesforce CRM system.
• Strong proficiency in data analysis tools.
• Strong analytical and problem-solving skills, with the ability to translate data into actionable insights.
• Excellent communication and presentation skills, with the ability to convey complex information to diverse audiences.
• Demonstrated ability to drive change and achieve results in a fast-paced, dynamic environment.
• Ability to work with cross-functional teams and influence business decisions based on data insights.
• Proven track record of leading and managing high-performing teams.

BUSINESS TRAVEL

• As needed to engage with internal stakeholders across EMEA and seldomly in the US.
• Should average at 20% of the working time