Commercial Excellence Associate Manager

Company: Straumann Korea

Company introduction URL : Job Planet's best company to work for, Straumann, is ranked Global #1 implant company in the world with pride.

Company Description

Welcome to the Straumann Group – United for global excellence in dentistry.

Founded on a tradition of legendary Swiss engineering and precision, the Straumann Group unites global reach, experience, and innovation with passion and a commitment for uncompromising quality, making enhanced dental healthcare available and accessible to customers and patients around the globe.

Role Overview

Job title: Commercial Excellence Associate Manager

Department: Commercial Excellence / Sales

Company: Straumann Korea (Seoul Office)

Employment Type: Regular / Full-time

Reporting to: Head of Sales / Country Manager

Job Summary

The Commercial Excellence Associate Manager is responsible for driving commercial effectiveness, sales performance analytics, and governance across all go-to-market channels (Direct Clinic, University Hospital, Reseller, Lab, and MSO). This role leads sales performance monitoring, pipeline visibility, commercial pricing/discount policy execution, and incentive tracking. Partnering closely with both local sales leadership, Country Manager and the APAC Regional Commercial Excellence team, the Associate Manager transforms commercial data into actionable strategic insights while mentoring the Commercial Excellence Coordinator.

Global & Regional Alignment (APAC / HQ Level)

1. Sales Cockpit & Standardized KPIs: Collaborate with the APAC and Basel HQ Commercial Excellence teams (Singapore & Switzerland) to define customer segmentation thresholds, align sales cockpits, and execute standardized global commercial KPIs.

2. Glossary & Master Data Localization:Translate, standardize, and localize technical terms, product categories, search taxonomies, and navigation glossaries from English into Korean across commercial systems.

3. Annual Customer Segmentation: Lead the annual customer segmentation process (Friend/Star/Platinum tiers) and leverage findings for executive reporting, performance benchmarking, and territory realignment.

4. User & System Governance: Map and maintain sales roles, organizational structures, and access hierarchies across HCM, CRM, and RFC systems.

5. Sales Process & Tool Enablement: Organize and govern sales process standards, overseeing IANOS core focus and extended focus workflows.

6. Market & Pipeline Intelligence: Manage and regularly update competitor intelligence, market movements, and Opportunity S/B/F (Strengths/Benefits/Fit) tracking.

7. Pipeline Hygiene: Continuously audit, clean, and optimize legacy Leads and Opportunities in CRM to ensure high data integrity and conversion accuracy.

8. Digital Commerce Collaboration: Partner with global/regional project teams to support the localization and operation of the Global E-Shop.

9. Strategic Projects: Drive and execute commercial transformation initiatives, including the rollout and enablement of the Sales Playbook Project.

Local Key Responsibilities

1. Sales Performance Analytics & Business Intelligence

Analyze and track daily flash reports, weekly forecasts, and monthly sales performance, identifying growth drivers, channel deviations, and emerging market risks against budget/target.

Develop and maintain executive dashboards, ASP (Average Selling Price) monitoring, KPI scorecards, and commercial reporting packages for local sales meetings, MBR/QBR, and town halls.

Conduct deep-dive analytics into customer segmentation (e.g., Friend/Star tiers, retention vs. churn rates), product-mix adoption (e.g., iEXCEL, Emdogain, Digital), and individual sales representative productivity.

2. Commercial Policy, Pricing & Incentive Governance

Govern and oversee the execution of the national Commercial Policy, including tiered discount schemes, contract bundle packages, consignment stock, and MSO/Reseller terms.

Audit, calculate, and validate quarterly and semi-annual distributor/reseller performance rebates, AR credit offsets, and promotional contract commitments to protect margin integrity.

Administer the Sales Incentive (SIT) scheme, managing incentive calculations (quarterly sales, annual on-top incentives), quota setting, and achievement validation.

3. CRM, Pipeline & Operational Excellence

Drive CRM utilization (Salesforce/SAP) and data hygiene, ensuring transparent sales pipeline visibility, lead-to-deal conversion tracking, and disciplined call planning.

Collaborate cross-functionally with Marketing, Customer Service, Finance, and Supply Chain/Logistics to streamline sales enablement and fulfillment workflows.

Supervise and mentor the Commercial Excellence Coordinator, overseeing daily sales tracking, contract maintenance, FairMed compliance tracking (samples and product presentations), and administrative reporting.

4. Regional Collaboration & Business Reviews

Act as the primary Korea market liaison for Straumann APAC Regional Commercial Excellence calls and initiatives, deploying regional best practices and analytics tools locally.

Prepare high-impact business reviews, MBR/QBR slide decks, and strategic briefing presentations for executive leadership and regional stakeholders.

Qualifications & Requirements

Required Qualifications:

Bachelor’s degree or above (Business Administration, Economics, Statistics, Life Sciences, or related disciplines preferred).

Minimum of 3+ years of progressive professional experience in Commercial Excellence, Sales Operations, Business Analytics, or Revenue Management within the dental, pharmaceutical, or medical device industry.

Strong commercial and analytical acumen with hands-on proficiency in CRM platforms (Salesforce), ERP (SAP), and advanced Microsoft Excel (Power Query, Pivot Tables, advanced nested formulas).

Professional business English proficiency (written and spoken): Mandatory for daily cross-border communication, regional calls, and executive presentations with APAC HQ.

Exceptional interpersonal and collaborative communication skills, demonstrating cross-functional leadership, maturity, and a proactive attitude.

A growth and player-learner mindset, thriving within a dynamic, fast-paced, matrixed multinational environment.

Preferred Qualifications:

Prior experience or solid familiarity with dental implant, regenerative biomaterials, or medical capital equipment markets.

Proven track record of developing interactive visual dashboards using BI tools (Power BI, Tableau) or Think-Cell.

Experience supervising, coordinating, or mentoring junior team members (coordinators/associates).