Overview:

Demant is a leading Hearing Care company that is committed to delivering exceptional products/services to our customers. We are seeking a highly skilled and motivated Director of Commercial Excellence and Insights to join our dynamic team.

As a Commercial Excellence and Insights Director you will join the INDY leadership team and report directly to the VP/GM of Oticon Independent. In this position, you will closely work with the VP/GM of INDY, VP/GM of Government Services, VP/GM of Phillips and the coinciding leadership teams. Additionally, this role will partner with Legal, Finance, Business Intelligence, and customers. As the Director of Commercial Excellence and Insights you will develop and execute data-driven strategies that drive revenue growth, improve sales efficiency, and enhance customer satisfaction. You will also be responsible for identifying market trends, competitive intelligence, and providing insights to guide decision-making. Direct report will include Associate Director, Sales Analytics.

1. Lead, Coach and Develop the Commercial Excellence and Insights team
   • Lead a team of analysts, providing guidance, mentorship, and support to drive performance and growth.
   • This role has full accountability for recruiting and hiring of talent for the Commercial Excellence and Insights team.
   • Coach, develop and performance management of the Commercial Excellence and Insights team to ensure retention of top performers, development of consistent performers and driving accountability to the expectations for under performers.
   • Strategically lead content and presentation creation for the INDY communications plan to include: Monthly all hands Oticon call, Monthly Oticon review with senior leadership and other broader calls as needed throughout the year
2. Sales Strategy Development
   • Partner with sales leaders to optimize resource deployment, territory planning, sales quotas, and incentive programs. This role will be responsible for the execution of compensation payment in collaboration with the finance and HR teams
   • Drive the development of sales forecasts, budgets, and long-term planning based on data and insights.
   • Implement and manage sales analytics tools, systems, and processes to support data-driven decision-making.
   • Present findings and recommendations to senior leadership and contribute to strategic discussions.
   • Implement best practices, sales methodologies, and automation tools to enhance efficiency.
   • Develop and maintain sales playbooks in collaboration with the training the sales team.
   • Development of a Bi-annual review of current programs and processes that focuses on innovation and investment to drive accelerated growth and share gain, this plan is to be completed by Dec 1 and May 1 of each year to ensure timing for budgeting and investment.
   • Streamline and improve the sales process from lead generation to post-sales support.
   • Collaborate with Marketing, Learning and Development and Commercial leadership for National sales meeting, product launches and training meetings
3. Data Analysis and Insights
   • This role will create and conduct high level analysis to convey business trends, opportunities and risks.
   • Utilize data analytics to assess sales performance, identify opportunities, and recommend actionable insights.
   • Development and maintenance of Key metric dashboard collaborating with BI, INDY, Government Services and Phillips.
   • Conduct in-depth market research and competitive analysis to identify trends, market gaps, and opportunities for growth.
   • Define and track key performance indicators (KPIs) to measure the success of sales strategies and initiatives.
   • Collaboration, Alignment and partnership, Global and Local
   • Collaborate with cross-functional teams, including Marketing, Learning and Development, IT and finance, to ensure alignment and synergy in business initiatives.
   • Lead forecasting for USHA team, collaborating with commercial team leaders and the operations team.
   • Alignment with Key stakeholders in Denmark to maximize resource identification and utilization for Commercial Excellence and Insights team.
   • Develop training programs to enhance the skills and knowledge of the sales and marketing teams.
   • Ensure teams are equipped with the tools and information needed for success.

The ideal candidate will have a 10+ years hearing industry experience, deep understand of the US hearing care market and a strong business acumen. MBA or 10+ years of comparable working experience in Sales or marketing leadership preferred. Strong strategic commercial enterprise mindset combined with:

• Proven experience in sales, marketing or commercial excellence roles
• Strong financial and analytical skills, ability to condense a large amount of information into concise recommendations and strategic narratives
• Professional skills in PowerPoint, Excel, PowerBI and Salesforce.com
• Creative, strategic thinker with a can-do attitude, having the ability to work individually and adapt to new topics quickly
• Curious mindset to stay abreast of industry events and trends
• A team player, strong communication and presentation skills and experience with key stakeholders interaction
• Strong organizational skills and ability to meet occasional tight deadlines. Ability to routinely work on multiple tasks with multiple people while effectively prioritizing.

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