Head of Global Commercial Catalog CoE
In this role, you have the opportunity to
lead the management of a Centre of Excellence for the Commercial Catalog.
The Program Objective of the Configure Price Quote-Contract Lifecycle Management (CPQ-CLM) is to provide our customers expect one quote, consisting of a need-based solution and selected deal types combined in one Philips offer, resulting in one order and one invoice.
A fundamental part of the program is the transformation of our global commercial catalog and offerings. As we finalize our orientation to a solutions selling company, we have to combine offerings from multiple business units, multiple business models and deal types to satisfy customer needs in a seamless manner. In order to play and win in the solutions’ space, we need to lean out and standardize our commercial catalogs and to transform them into harmonized offerings addressing our customer needs.
To achieve this critical task for our company, we have mobilized a very significant activity of work to optimize our Commercial Catalog, in a way that drives efficiencies and enables our Solutions business. We will do so by:
Creating a commercial catalog with a harmonized structure that enables quotes which meet customer demands (multi-modality, new business models and deal types, solutions, guided selling) Implementing a simplified and controlled change process with clear roles and responsibilities and transparency on the performance Implementing a Centre of Excellence that will continue to ensure that our Commercial Catalog performs well, remains accurate, complete and first time right
You are responsible for
Setting up the Centre of Excellence – pulling together the approach, processes, structure and performance led operations to manage the CoE
Setting-up, define and drive the adoption of the global standards and design principles with regards to catalog structure, sales text, commercial offerings to ensure that products and options from each business are inter-compatible and can be combined into solutions, addressing our customer needs
Managing cross-BG Executive Level engagement – having a regular dialog with BG leads on the fact-based assessment the CoE will prepare, that is evaluated at the Executive monthly performance reviews chaired by the Philips executive team.
Managing cross-business group product marketing harmonization - ensuring the standardization and continuous improvement of Philips’ Integral Commercial Offerings in liaison with assigned BU Product Marketing leads. Provide ongoing guidance, coaching and expertise, in a consultative manner, to the functional business leaders to enable successful delivery of commercial catalog data and implementation plans.
Managing cross-Market Executive Level engagement – setting up and maintaining regular cadence & dialog with the market leads on the adoption and performance of the local bundles in the markets. Providing ongoing guidance, coaching and expertise to the market leaders as well as field marketing leads on the setup, use, and adoption of principles of global standard bundles as well as local bundles in a particular market.
Driving Performance Management – To ensure the status of the commercial catalog offerings remain and is optimized towards the standards defined. Mobilize team of Data scientists and Business Analysts in our Bangalore offices [working with our Analytics team] to drive the requisite analytics &, insights. You will be required to embed a ‘Daily Management’ approach and embed a performance drumbeat to evaluate the catalog.
Owning the co-ordination of Catalog Releases – whilst the technical execution of this will be supported from our enterprise information team – you will need to ensure the process of notification, submission and publication of our commercial catalog operates to the Global process defined. Also need to ensure first time right release of the catalogs and strict adherence to deadlines on inputs from the BGs and markets.
Demand Management – Work with our transformation programs, new & emerging businesses, new solutions and mergers & acquisitions to support high value business solutions through technology and processes with the objective of creating / maintaining consistent and accurate catalog data across our end to end processes.
You are a part of
the Market to Order business transformation team. The portfolio is focused on strengthening our commercial capabilities in the markets and business groups of Philips. The portfolio currently consists of large business transformation programs and capability ownership aimed at improving and professionalizing the sales organization within the company. Ultimately, it is all about achieving excellence in execution, where all parts of the value chain effectively work together to drive success in our markets. Last, but definitely not least; we are creating a winning team by living our behaviors and building capabilities for the future.
To succeed in this role, you should have the following skills and experience
7-10 years on large business transformation projects (manage a complex business change / program environment, geographically spread global programs.)
International experience in product / field marketing and sales domain
Solid working knowledge of Philips, the HealthTech strategy, Businesses, Products and Services is an advantage
Experience of the commercial sales environment, on a global scale and operating with executive levels
Experience in Data Management, and Analytics – including running performance management activity
Experience in a matrixed organization with ability to deliver results through influence and not only direct reporting line relationship
Experience in working in a multicultural and international team spread across multiple geographies
Experience or understanding of new product introduction & launch, product lifecycle management, in a complex and diverse medical devices environment equal to Philips, is a definite advantage Project Management
Experience in project management approaches, techniques and tools (e.g. PMP, Agile, MS Project) with the ability to work with program tracking tools, and ensure their correct use by the rest of the program team
Project Management accreditations (PMP, PRINCE2, IPMA) is an advantage Skills
Data driven and fact based
Strong presentation and stakeholder management skills (working with / presenting to Executives)
Operating in a matrix environment, mobilizing teams to a focused outcome, and ability to manage senior stakeholders and executives.
Should be a problem solver
Ability to combine strategic thinking with tactical and operational implementation of the strategy
Knowledge and experience in Lean / Continuous Improvement methodologies. Black Belt, DMAIC, DFSS, LEAN knowledge and experience is strongly preferred
Fluent in English, other languages are an advantageBehaviors and Competencies Deliver Results
Demonstrable track record of delivering on time, to budget, and delivering the outcomes desired.
Ability to mitigate risk, and manage adversity to keep project on track / ensure positive outcomes
Team leader and player who can collaborate with and support the program team Lead Change
Managing and delivering sustainable change - experience in implementing new processes and scaling up to achieve lasting results
Excellent interpersonal , communication and leadership skills;
Strong communicator who is able to work with a large and diverse range of stakeholders across all levels of the organization Drive Operational Excellence
Able to show an understanding and demonstrate the application of lean methodologies and daily management to help support the execution of programs and manage their performance
In return, we offer you
A path towards your most rewarding career. This role provides you with a huge opportunity of being at the driving seat of significant change and transformation across our organization because of successful delivery and embedding of the business transformations. This opportunity will allow you to demonstrate and enhance your leadership & expertise very quickly in an extremely challenging and international environment.
We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.
Why should you join Philips?
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .