Commercial Excellence Manager - Sandton, ZA

In brief

Overview This role is for a Commercial Excellence Manager at Coloplast in Sandton, ZA. The primary purpose of the position is to drive sustainable commercial performance across the South African business by enabling best-in-class sales execution, pricing discipline, forecasting accuracy, and data-driven decision-making. The Manager partners closely with Sales, Marketing, Finance, and Global Commercial Excellence teams to implement standardized processes tailored to local market needs. The role is responsible for developing and managing performance management for the South African subsidiary and owning various commercial processes. This position reports to the Head of Finance and Business Support. The role is office-based with a one-day per week work from home allowance, and occasional co-travel is required. What you will do * Drive sustainable commercial performance by enabling best-in-class sales execution, pricing discipline, forecasting accuracy, and data-driven decision-making. * Partner with Sales, Marketing, Finance, and Global Commercial Excellence teams to embed standardized processes while adapting them to local market needs. * Develop and manage performance management for the South African subsidiary. * Own a range of commercial processes. * Drive sales force effectiveness through territory design, target setting, and incentive management. * Lead CRM adoption, data quality, and usage to improve customer engagement and productivity. * Monitor call note quality, customer visit reporting and CRM compliance across the sales organisation. * Conduct regular CRM audits and provide corrective actions where required. * Monitor sales representative productivity metrics including days in field, customer coverage, call activity, territory penetration and achievement against sales targets. * Identify underutilisation of sales resources and recommend actions to optimise territory coverage, travel efficiency and customer engagement. * Conduct territory and workload analysis to ensure equitable distribution of accounts, opportunities and travel requirements. * Develop and maintain productivity scorecards for both sales developers (sales representatives) and sales managers. * Monitor and report on sales management effectiveness, including coaching days, co-travel days, one-on-one reviews and performance management activities. * Measure sales manager effectiveness in meeting agreed field coaching targets and maintain high-quality coaching standards across the sales organisation. * Assess the effectiveness of coaching interventions and measure the impact on representative performance and customer engagement. * Drive consistency in sales management practices and field execution across all product portfolios and geographical regions in South Africa. * Manage and support performance management - Performance Review Meetings, Quarterly Regional Meetings, Sales Dashboards. * Own the sales forecasting process and improve forecast accuracy. * Analyze trends, risks, and opportunities, providing clear recommendations to leadership. * Lead the annual sales target-setting process, ensuring targets are aligned to business strategy, market potential and territory opportunity. * Design, implement and continuously improve sales incentive schemes that drive the desired commercial behaviours and business outcomes. * Calculate monthly, quarterly and annual sales performance against targets for sales developers, regional sales managers and key account managers. * Develop new processes, tools or projects to improve commercial performance. * Translate global and regional commercial excellence frameworks into actionable local initiatives. * Support the development and execution of the South African commercial strategy. * Develop and follow-up on business cases. * Act as a sparring partner to senior leadership by providing business and sales insights. * Support pricing strategy development in line with global guidelines and local market dynamics. * Monitor pricing compliance, discounting, and margin performance. * Collaborate with Finance and Marketing to ensure profitable growth. * Build commercial excellence capabilities through training, tools, frameworks and best-practice sharing. * Lead and manage one direct report (Business Analyst). Requirements (from the original advert) * Bachelor’s degree in Business, Finance, Economics, or related field. * 3-5 years in a commercial management, business development or similar role. * People Leadership Experience (manages 1 direct report). * Strong business acumen and commercial understanding. * Strong project management skills across functions and cultures. * Excellent numerical skills with an analytical approach and the ability to construct fact-based recommendations and business cases. * Fluent in English (written and spoken). * Highly effective communication and presentation skills. * Proficient computer skills including MS Office Suite (Word, Excel, and PowerPoint) and Business Intelligence software. * Own transportation and valid driver’s license. Who should apply The ideal candidate for this role possesses strong financial acumen, project management expertise, and the ability to build and maintain strategic relationships. They should have a structured approach to work, be naturally organized, and capable of managing multiple activities and deadlines simultaneously while delivering business results. The candidate should be ambitious yet down to earth, approachable, collaborative, and a loyal team player. A dynamic, creative, proactive, and open mindset is essential, as is an enjoyment for exploring new ways of doing things and thriving in a fast-changing environment. They will be instrumental in supporting the design and implementation of commercial strategies, enhancing pricing and margin management, and ensuring best-in-class sales processes. Deadline Not specified Reference Original posting: https://www.myjobmag.co.za/job/commercial-excellence-manager-sandton-za-coloplast Source: myjobmag

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At a glance

• Microsoft Excel
• Microsoft Office
• Salesforce
• Project management

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