Supports the sales team by providing data analytics, commercial excellence direction, and administrative and organizational assistance. Provides quote and bid generation support, manages and maintains sales funnel (forecasting), supports the commercial director in sales budget planning and deployment, facilitates communication and sponsors department meetings. Communicates with vendors and customers and arranges for third party inspections. Track sales KPIs using software tools to improve the accuracy of the sales funnel and forecast. Tracks performance against metrics and performs sales incentive calculations.
Leica Biosystems is a cancer diagnostics company and a global leader in anatomical pathology workflow solutions, offering the most comprehensive portfolio from biopsy to diagnosis.
Our mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence.
We are looking for a Commercial Operations Manager Iberia who will be remote-based in Spain, with the request to commute to our office in Barcelona or travel for company meetings upon request (up to 30% of the time).
This is a key Commercial position within our Iberia Region. The objective is to drive commercial decisions and performance, by focusing in areas as Sales Data Analytics (through CRM, Power PI or other data aggregation, analytics, and visualization tools), Pricing, Forecasting and Reporting.
Essential to this position will be the ‘drive for the results’ attitude to make true “Best Team Wins”, partnering across the organization with key stakeholders. Our new associate will have a hands-on role, demonstrating commercial acumen, ability to identify and handle risks/liabilities, effective communication of proposed solutions, obtain agreement and coordinate all stakeholders, track and report account profitability.
Key responsibilities:
Pricing & Contract management
Responsible for the coordination and documentation of all contract matters that go beyond the Leica Biosystems standard terms and conditions
Running timely and profitable execution of large projects
Identify risk and compliance of T&C outlined in tender / contractual agreements. Compliance and Financial auditing – to ensure compliance with reference to SOX and Danaher guidelines
Develop and implement financial monthly/annual reporting for customer accounts, in line with the contractual terms and agreed account profitability
Support IBERIA team with pricing tool reports
Support IBERIA and EMEA teams with price realization analysis
Establish pricing process and guidelines for two different “go to” market models: direct and indirect
Forecasting
Coordinate the IBERIA forecasting process by preparing worksheets in close cooperation with Sales and Customer Care
Coordinate and prepare the weekly forecasting calls and consolidate the IBERIA forecast. Provide it to the IBERIA Commercial Director in a timely fashion
Reporting
Prepare monthly actuals reports (Orders, Revenue), trends analysis, B2B analysis
Update EMEA KPI file for monthly SU and MBR review
Report monthly forecast worksheets for EMEA regional roll-up
Provide regions with actuals update (backlog, orders, revenue) as part of weekly forecasting process
Generates input for the annual budgeting / operating planning process
Funnel & Marketing
Perform and maintain monthly funnel dashboards in SFDC
Develop tools for aligning SFDC in instrument forecasting process
Develop market size and share analysis based on SFDC data
Requirements:
Analytical educational background
Brilliant early careers are very welcome OR at least 2y of experience in a similar role into a matrix, fast-paced and global organization
Proficiency in Spanish and English is a must. Portuguese is a plus.
Knowledge of SAP, SalesForce and Power BI, familiarity with standard IT Tools, advanced MS Excel knowledge
Personal trait profile:
Excellent Communication skills, able to build constructive and effective relationships inside the organization.
Analytical thinker, able to understand the whole picture as well as deep-dive into details
Influential across the organization regardless of reporting hierarchies
Ability to create and navigate throughout processes
Works with integrity and understands compliance requirements
Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.
For more information, visit www.danaher.com.
At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.
