Commercial Excellence Data & Systems Analyst

Position details:

Job Title:Commercial Excellence Data & Systems Analyst

Position reporting to: Global Commercial Excellence Director.

Job Description:

The primary mission of the Data & Systems Commercial Excellence Analyst is to develop and implement Commercial Excellence processes through the Customer Relationship Management tool and other systems and tools with Aptar environment. He/she will also support other Commercial Excellence initiatives aimed to advance Aptar's customer centricity journey and our profitable growth.

This role supports the development and execution of our commercial operating model vision, priorities, and best practices.

He/she will work closely with Sales, Marketing, Finance, and other cross-functional teams to deliver all initiatives and projects in the scope of Commercial Excellence and ensuring cross-region and cross-segment best practices are properly deployed.

The Data & Systems Commercial Excellence Analyst will report to the Global CE Director. The position will have potentially a supporting intern, making strong team management & development skills essential.

Internal Commercial Mindset Development

Execution of Sales Force Effectiveness initiatives and roadmap focusing on processes, data and tools.

Establish regular cadence for Projects & Opportunities reviews

Internal Commercial Mindset Development:

• Execution of Salesforce Effectiveness initiatives and roadmap focusing on processes, data and tools.
• Establish regular cadence for Projects and Opportunity reviews

• Structural Account Plan: support to Sales Leaders in account plan preparation. Responsible of tracking the diamond approach relationship with customers, monitoring account plans execution and consolidating relevant information for the management as well as maintaining updated the KPI dashboard.Support process improvements for quotations and sample requests.

Internal Commercial Mindset Development

Execution of Sales Force Effectiveness initiatives and roadmap focusing on processes, data and tools.

Establish regular cadence for Projects & Opportunities reviews

Optimizing the Customer Experience:

• Supports process improvements for Quotations and sample reviewsSupport process improvements for quotations and sample requests.

Reporting & Insights

Reporting & Insights:

• PBI Dashboards: creation, maintenance, standardization, and improvements of C4C, Pipeline Projection and Customer One-page dashboards
• Sales Performance tracking and incentivisation reporitngSales performance tracking and incentivization reporting.
• Support of annual Net Promoter Score process.Support of annual Net Promoter Score process.
• Maintenance & Improvements of competitive Intelligence & Market Insights toolMaintenance and Improvement of Competitive Intelligence & Market Insights tool.

Systems & Tools:

• CRM/C4C champion: Support the Sales Leaders of all regions with the C4C Pipeline projection monthly review/Analysis by region; assure a monthly sanity check of pipeline and act as Key User by supporting the whole Closures Sales community. Define and actively participate in the new implementations/improvements in co-operation with other segments.
• Acts as administrator to the Customers database, including managing business requirements and customer documentation needs, contacts, contracts, and opportunities in the pipeline
• Ensuring adherance to CRM and opportunity pipeline best practiceEnsuring adherence to CRM & Opportunity Pipeline best practices.
• Collaborate with internal IS Teams to continuously improve internal systems Ensuring adherence to CRM & Opportunity Pipeline best practices.
• Contract Management activities, including tracking of agreements and work towards better understanding of current practices and potential improvementCollaborate with IS teams to continuously improve internal systems

Training & Development:

• Support ongoing sales training framework with Corporate UniversitySupport ongoing sales training framework with Corporate University
• Provide Key User Support for internal systems to commercial teams

Support ongoing sales training framework with Corporate UniversityEducation:

• Required: Bachelor of Business degree.
• Preferred: Lean/Continuous Improvement Training

Experience:

• 3-5 years' experience as Sales Analysis, including CRM strong expertise. Experience in Sales, Marketing or Pricing would be beneficial.
• Experience in contributing to similar sales effectiveness improvement projects is a major asset
• Demonstrated success in driving change and supporting global programs.

• Proven leadership capabilities and team player.
• Assessment of large datasets from a variety of sources
• Proficiency in a multi-country, matrix team environment.
• Capability in agile methodology.
• B2B manufacturing industry experience preferred.
• Bachelor's degree highly desired

Skills:

• Strong reporting and analytical skills, including carrying out weekly and monthly reporting, and proficiency for numbers and mass of information.
• Strong Project Management skills.
• Ability to work in project mode with multicultural teams.
• Ability to drive proposals through creativity and innovation.
• Ability to handle various subjects/projects at same time.
• Computer literate. Solid mastery of Excel and PowerPoint, plus an ERP and Business Intelligence software (ideally SAP, QlikView, Power BI).
• Hands-on attitude, proactive and results oriented.
• Conscientious, with a strong focus on quality of work and good eye for detail.
• Thorough, dependable, inquisitive and open minded.
• Fluency in English (other languages would be a plus

Overview of expected Competencies

• Oral Communication: Expressing oneself clearly in conversations and interactions with others.
• Written Communication: Expressing oneself clearly in business writing.
• Customer Orientation: Demonstrated concern for satisfying one's external and/or internal customers.
• Diagnostic Information Gathering: Identifying the information needed to clarify a situation, seeking that information from appropriate sources.
• Forward Thinking: Anticipating the implications and consequences of situations and taking appropriate action to be prepared for possible contingencies.
• Strategic Thinking: Analyzing the organization's competitive position by considering the market and industry trends, existing and potential customers (internal and/or external), and strengths and weaknesses as compared to competitors.
• Thoroughness: Ensuring that one's own and other's work and information are complete and accurate; carefully preparing for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled.
• Flexibility: Openness to different and new ways of doing things; willingness to modify one's preferred way of doing things.

Other Requirements:

• Organization Relationships
  • Frequent contact with Sales Community
  • Frequent contact with Marketing Community
  • Frequent contact with Finance, IT and other relevant departments
• External Business Relationships
  • Upon request, contact with external consultants (for IT tools and pricing strategy).
• Upon request, contact with customers (surveys).

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