Latam Commercial Excellence Leader

**Job Description Summary**: Responsible for activities and processes that help the sales organization achieve business objectives
Owns/influences commercial business operating guidelines and has ownership/influence over budgets. Guided by functional policy. There is autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgment are required to achieve outcomes required.

Cross-functional role that helps the company becoming as productive and efficient as possible, leading the commercial transformation and ensuring the processes are streamlined and consistent throughout the segments and geographies. Reports directly to Latam Strategy & Growth Excellence Director.

GE HealthCare is a leading global medical technology and digital solutions innovator with over 100 years of healthcare industry experience and around 50,000 employees globally.

**Key responsibilities include (but are not limited to)**:

- **Budget**and LTS**: combines Business Intelligence (BI) department market projections, GE Healthcare (GEHC) growth strategy and Sales Business Units (SBUs) initiatives to suggest a yearly budget/Long-term Strategy (LTS) processes and then iterates with different areas until its final definition. Responsible to split the final budget into the Local Customer Teams (LCTs), and supports efforts to achieve it at every quarter.
- **Forecast accuracy**: Follows-up its adherence to budget at SBUs and LCTs level on a weekly basis, reports risks and opportunities and actively helps to improve GEHC positioning. Makes sure that the forecast is balanced and achievable.
- **Funnel healthiness** creates and improves tools through his/her Commercial Enablement (CE) department to track and cleanup aging funnel, dates validation and adequate progression on stages.
- **Pacing**: follows-up opportunities from creation to its effective record on ledger. Monitors them against a linearity target and launches initiatives to have it on track.
- **Account planning**: guides LCTs towards proper segmentation, customer targeting and GEHC positioning, keeping track of actions.
- **Win & Loss**: keeps operating mechanisms to watch competitors actions, proposes and coordinates initiatives to increase penetration along with SBUs and LCTs.
- **Salesforce effectiveness**: Development of an in-depth knowledge of sales territory, product lines, markets and sales processes. Utilizes past experience and acquired business expertise to monitors a good distribution of salesforce among the different LCTs, both commercial and product, proposing organization changes according to his/her analysis. Tracks effectiveness at an individual level and enhances it through competitive variable compensation (VC) schemes that follow company objectives. Responsible also for the accuracy of the calculation of present and next quarter VC and its punctual payment to eligible employees.
- **Go To Market (GTM) strategies**: uses competitors data from BI and works with Channel Management department, SBUs and LCTs to propose changes on GTM on the different geographies to enhance visibility and/or win rate. Leads the business cases to change, with the objective of maximizing growth on most profitable segments and geographies.
- **Value Proposition**: works with SBUs to ensure the diffusion of our differential features among the salesforce to build a strong value proposition in order to increase profitability, leveraging the integration of GEHC solutions.
- **Variable compensation**: Leads strategy alignment to support LATAM Growth. Benchmark with market best practices to enrich GEHC VC plans proposed to leadership. Propose to VC board campaigns or formulas changes according to MKT trends or to company needs
- **Sales Enablement**: Serves as the strategic lead and primary liaison for SFDC and PBI platforms governance and related commercial tools across the region. Drives continuous improvement by identifying process optimization opportunities, implementing enhancements that elevate user experience and streamline commercial workflows, and maintaining data integrity. Develops advanced technical and conceptual expertise in sales processes and reporting, delivering complex analytics and dashboards to support business performance and strategic decision-making.

**Required**qualifications**
- Minimum 15 years of total experience, including at least 3 years in a Commercial Excellence, Business Intelligence or Marketing role.
- Graduated in Marketing, Engineering, Economy, or Administration.
- Fluent in English and Portuguese or Spanish
- Strong communication skills to synthesize complex issues and communicate into simple messages.
- Strong analytical skills, demonstrated ability to analyze and solve problems
- Skills using IT tools such as SFDC, PBI, Excel and AI
- Strong interpersonal skills.
- Skills to thrive in a detail-oriented environment
- Orientation to results and promoter of change.

**Preferred qualifications**
- Prior experience