Description
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Job Function:
Sales EnablementJob Sub Function:
Sales EffectivenessJob Category:
People LeaderAll Job Posting Locations:
Zug, SwitzerlandJob Description:
DePuy Synthes is recruiting for a(n) International Commercial Excellence Director; this Hybrid position will be in Zug, Switzerland. Alternate Hybrid locations may be considered in Leeds, UK; Singapore; Prague, Czechia; OR Umkirch, Germany.
Please note that this role is available across multiple countries and may be posted under different requisition numbers to comply with local requirements. While you are welcome to apply to any or all of the postings, we recommend focusing on the specific country(s) that align with your preferred location(s):
Zug, Switzerland - Requisition Number: R-073646
Singapore - Requisition Number: R-074094
Leeds, UK - Requisition Number: R-074097
Prague, Czechia & Umkirch, Germany - Requisition Number: R-074102
Remember, whether you apply to one or all of these requisition numbers, your applications will be considered as a single submission.
Johnson & Johnson announced plans to separate our Orthopedics business to establish a standalone orthopedics company, operating as DePuy Synthes. The process of the planned separation is anticipated to be completed within 18 to 24 months, subject to legal requirements, including consultation with works councils and other employee representative bodies, as may be required, regulatory approvals and other customary conditions and approvals. Should you accept this position, it is anticipated that, following conclusion of the transaction, you would be an employee of DePuy Synthes and your employment would be governed by DePuy Synthes employment processes, programs, policies, and benefit plans. In that case, details of any planned changes would be provided to you by DePuy Synthes at an appropriate time and subject to any necessary consultation processes.
Position Summary
The International Commercial Excellence Director is a senior strategic leader responsible for shaping, accelerating, and continuously enhancing commercial performance across all international markets for DePuy Synthes. This role drives the end‑to‑end Commercial Excellence agenda—spanning data analytics & business intelligence, sales force effectiveness, incentive scheme governance, and full CRM system ownership—while partnering closely with regional leadership to enable a high‑performing, customer‑centric commercial organization.
This role significantly influences strategic decision‑making, ensuring that data‑driven insights, advanced analytics, and innovative digital tools translate into stronger sales performance, optimized resource allocation, and sustainable business growth.
Delivering business growth opportunities by improving sales processes and operations, implementing sales incentive programs, generating performance metrics, and disseminating information that promotes a favorable view of the organization and its products and services.
Leads a diverse team of direct and dotted-line commercial excellence managers and professionals across multiple countries enabling scalable capabilities, consistent execution, and the adoption of global best practices in a complex matrix environment.
This position is a critical enterprise enabler—responsible for designing the commercial systems, processes, tools, and governance frameworks that empower leadership teams and sales organizations to win in dynamic, competitive markets. The Director will also champion talent development, capability building, and a culture of continuous improvement aligned with Johnson & Johnson's Credo and Leadership Imperatives.
Major Duties & Responsibilities
- Define and lead the International Commercial Excellence strategy and multi‑year roadmap that elevates sales effectiveness, data maturity, and digital enablement across markets.
- Partner with commercial leaders to align CE agenda to growth priorities, customer needs, and evolving sales models.
- Drive standardization of core CE processes and adoption of enterprise tools, methods, & governance across regions.
- Own the design and delivery of advanced analytics, AI digital solutions, performance dashboards, and BI solutions that inform executive decisions and frontline actions.
- Establish robust data governance, quality, and integration practices to enable forecasting, targeting, segmentation, territory design, and commercial planning.
- Scan for, evaluate, and deploy innovations (including AI/ML) that unlock new commercial insights and productivity.
- Lead SFE programs including resource allocation, activity optimization, coverage and targeting strategies, competency development, and enablement content.
- Harmonize KPIs and performance benchmarks; generate actionable insights including external industry business intelligence to accelerate sales productivity and effectiveness.
- Serve as product owner for the CRM platform (e.g., Salesforce): roadmap, enhancements, governance, data model, user enablement, and change management.
- Translate business requirements into scalable CRM capabilities that streamline workflows, improve data capture, and standardize processes across regions.
- Lead the end‑to‑end lifecycle of sales incentive plans—from design and modeling through communication, calculation, audit, and insights generation.
- Ensure transparent governance, compliance, and alignment of incentives with business strategy and desired sales behaviors in partnership with HR and industry competitive benchmarks.
- Lead, coach, and develop a distributed team of commercial excellence managers and professionals
- Build a high‑performing CE community that shares best practices, drives innovation, and executes consistently
- Own workforce planning, succession planning, and vendor/partner management to meet evolving business needs.
- Establish and maintain governance frameworks for data, systems, incentives, and change, aligned with corporate policies and applicable regulations.
Required Knowledge, Skills, and Abilities:
Bachelor’s degree.
10+ years in Commercial Excellence, Sales Operations, Strategy, or related disciplines within a matrixed organization.
Proven expertise in data analytics and business intelligence (e.g., Power BI, Tableau) and CRM (i.e., Salesforce).
Hands‑on experience designing and governing sales incentive plans and leading Sales Force Effectiveness programs.
History leading distributed teams (direct and dotted‑line) and managing vendors/partners; strong coaching and talent development skills.
Excellent executive communication, stakeholder management, and change leadership; ability to translate complex analytics into clear actions.
Strong program management, prioritization, and problem‑solving capabilities; high attention to data accuracy and governance.
Fluent in English; proficiency with MS Office/365; willingness to travel ~15%.
Preferred Knowledge, Skills, and Abilities:
Advanced degree (e.g., Master’s/MBA) or equivalent experience.
Experience in an international/Global organization; MedTech or Life Sciences exposure a plus.
Demonstrated success deploying AI/ML‑enabled analytics or next‑gen digital selling tools.
Certification or formal training in analytics, incentive design, project/change management, or Lean/Agile methods.
Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. W - e actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
Johnson & Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, external applicants please contact us via https://www.jnj.com/contact-us/careers, internal employees contact AskGS to be directed to your accommodation resource.
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#DePuySynthesCareers
Required Skills:
Preferred Skills:
Coaching, Collaborating, Continuous Improvement, Developing Others, Efficiency Analysis, Fact-Based Decision Making, Inclusive Leadership, Leadership, Marketing Integration, Market Savvy, Operations Management, Process Optimization, Productivity Planning, Sales Enablement, Sales Support, Solutions Selling