Lead, Sales Enablement & Strategy, Lab Diagnostics

Doyou want to join us in helping to fight the world’s most threatening diseasesand enabling access to care for more people around the world? At SiemensHealthineers, we pioneer breakthroughs in healthcare.  For everyone. Everywhere.

We offeryou a flexible and dynamic environment with opportunities to go beyond yourcomfort zone in order to grow personally and professionally. Sound interesting?Then come and join our global team!

Ourglobal team: We are a team of 66,000 highly dedicated employeesacross more than 70 countries passionately pushing the boundaries of what’spossible in healthcare to help improve people’s lives around the world. As aleader in the industry, we aspire to create better outcomes and experiences forpatients no matter where they live or what health issues they are facing. Ourportfolio, spanning from in-vitro and in-vivo diagnostics to image-guidedtherapy and innovative cancer care, is crucial for clinical decision-making andtreatment pathways.

Our culture: We are partof an incredible community of scientists, clinicians, developers, researchers,professionals, and skilled specialists pushing the boundaries of what’spossible, to improve people’s lives around the world.  We embrace a culture of inclusivity in whichthe power and potential of every individual can be unleashed. We spark ideasthat lead to positive impact and continued success. Check our Careers Site at https://www.siemens-healthineers.com/en-us/careers. 

Position Overview:

We are seeking a dynamic and strategicindividual to join our team as the Lead of Sales Enablement & Strategyfor our Laboratory Diagnostics Commercial team in North America (NAM). In thisrole, you will align commercial operations functions and sales leadership tofully support the business strategies and goals for revenue growth. You willplay a pivotal part in designing, implementing, and managing comprehensivecompensation plans that cover instrument, reagent, and consumable sales. Thesuccessful candidate will possess a deep understanding of the intricacies oflaboratory diagnostics sales and will be adept at handling compensation,contracts, compliance, business analytics, and various relatedresponsibilities.

Key Responsibilities:

Compensation Plan Strategy and Sales Enablement:

• Lead the design and development of individual compensationplans for the various functions within the Laboratory Diagnostics Commercialteam in NAM, considering the unique aspects of instruments, reagents, andconsumables sales.
• Work closely with cross-functional teams,including Sales, Finance, and HR, to ensure that compensation plans align withoverall business goals and objectives.
• Drive initiatives to optimize sales forceperformance through effective compensation structures, considering businessanalytics and market trends.
• Collaborate with Contracts and Compliance teams aswell as regional compensation plan leads from other Healthineers business areasto ensure compensation plans adhere to regulatory requirements and contractualobligations as well as internal guidelines.
• generate quota creation and validate finalized comp plansprior to executive approval and rollout.
• Contribute to annual and strategic planning road maps to drivesustainable business growth.
• Support the development of the commercial sales strategy,including determining growth/investment priorities.
• Design and resource the overall Sales Enablement model andsupportive resources and capabilities so that they are resilient, flexible, andsustainable.
• Collaborate with the compensation administrationteam to ensure that quarterly compensation and commission payouts are accurateand on time.

Communication and Training:

• Develop communication strategies to effectivelyconvey compensation plans to the sales team, ensuring transparency andunderstanding.
• Provide training and support to the sales forceon compensation plan mechanics, objectives, and compliance requirements.

Performance Analysis and Optimization:

·        Developand validate internal compensation modeling tool in collaboration with Finance& NAM.

• Regularly evaluate the effectiveness of existingcompensation plans through business analytics, performance metrics, and salesdata analysis.
• Recommend and implement adjustments tocompensation structures to drive desired sales behaviors and outcomes.
• Define mechanisms to build capabilities to ensure competitiveedge through partnerships, pilots, investments, etc.
• Partner with Sales Leadership to identify, prioritize, andadvance goals and initiatives; monitor progress; and communicate updates tointernal teams and external stakeholders.

Commercial Contract Strategy, Processes and Compliance:

• Create defined processes & stakeholders for reporting, dataanalysis and commercial support for better sales enablement.
• Develop pricing and contract strategies to maximize value ofdeals. 
• Leadcontact for Deal Desk with the goal of completing deals expediently andprofitably.
• Represent Commercial on Q2B (Quote to Bill) and B2O (Bill toOrder) teams to set strategy and deliver timely responses and remediation ofprocess.  

·        ReviewCommitted Contract deals with sales leadership monthly. Review and providefeedback on justifications to all exception submissions.  

·        Maintaincompensation tool hierarchy and integrity.

Business Analytics:

• Utilize business analytics tools to gather andanalyze data, providing insights into sales performance and the impact ofcompensation plans.
• Develop a source of truth for incentives, pricing, marketdynamics, sales activities, and commercial metrics to align and drive growth.
• evelopa quarterly performance stack ranking file.
• Conductend of year validation for all ACE (President’s Club) submissions from the compensationteam, review ACE results with Commercial and Finance Leadership and submitchampion circle (multiple President Club nominees) eligible individuals.
• Work with finance team(s) to understand which levers are forgrowth, how to prioritize opportunities, translate the financial narrative intoactionable models and proposals for the business.

With theseresponsibilities, you will own an integral part in building and fostering a culture of continuousimprovement, accountability and development within the commercial team and increasecommercial effectiveness, productivity, and efficiency to drive growth.

Qualifications:

• Bachelor's degree in Business, Finance, or arelated field. MBA or relevant advanced degree preferred.
• Proven experience in compensation plan designand strategy, specifically within the context of laboratory diagnostics sales.
• Strong analytical skills with the ability tointerpret complex sales data and trends.
• Excellent communication and presentation skills,with the ability to convey complex concepts in a clear and concise manner.
• Demonstrated ability to collaborate withcross-functional teams and drive initiatives to successful completion.
• Proven Structured Problem Solving and Processimprovement skills.
• In-depth knowledge of the healthcare industry,particularly laboratory diagnostics.

The pay range for this position is $175,000- $315.000 annually; however, base pay offered may vary depending onjob-related knowledge, skills, location, and experience. The annual incentivetarget is (20-25%) of base pay.  Siemens Healthineers offers a variety of health andwellness benefits including paid time off and holiday pay.   Detailsregarding our benefits can be found here: https://benefitsatshs.com/index.html

This information is provided per therequired state Equal Pay Act. Base pay information is based on market location.Applicants should apply via Siemens Healthineers external or internal careerssite.

At SiemensHealthineers, we value those who dedicate their energy and passion to a greatercause. Our people make us unique as an employer in the med-tech industry. Whatunites and motivates our global team is the inspiration of our commonpurpose:  To innovate for healthcare, buildingon our remarkable legacy of pioneering ideas that translate into even betterhealthcare products and services. We recognize that taking ownership of ourwork allows both us and the company to grow. We offer you a flexible anddynamic environment and the space to move beyond your comfort zone to grow bothpersonally and professionally.

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Ifyou want to join us in transforming the way healthcare is delivered, visit ourcareer site at https://usa.healthcare.siemens.com/careers.

If you wishto find out more about the specific before applying, please visit: https://usa.healthcare.siemens.com/about.

“Successful candidate must be able to work with controlled technologyin accordance with US export control law.” “It is Siemens Healthineers’ policyto comply fully and completely with all United States export control laws andregulations, including those implemented by the Department of Commerce throughthe Export Administration Regulations (EAR), by the Department of State throughthe International Traffic in Arms Regulations (ITAR), and by the TreasuryDepartment through the Office of Foreign Assets Control (OFAC) sanctionsregulations.”

As an equal-opportunity employer we are happy to considerapplications from individuals with disabilities.