Commercial Excellence Manager at Coloplast

Job Purpose

• The Commercial Excellence Manager is responsible for driving sustainable commercial performance by enabling best-in-class sales execution, pricing discipline, forecasting accuracy, and data-driven decision-making across the South African business. The role partners closely with Sales, Marketing, Finance, and Global Commercial Excellence teams to embed standardized processes while adapting them to local market needs
• You will have the responsibility of developing and managing performance management for the South African subsidiary and you will own a range of commercial processes.
• The role requires strong financial acumen, project management expertise, and the ability to build and maintain strategic relationships
• You will be report to the Head of Finance and Business Support.

Profile

• The ideal candidate will support design and implementation of commercial strategies, enhance pricing and margin management, and ensure best-in-class sales processes. Strong analytical skills, experience with Excel and PowerBI and data-driven decision-making skills are essential for success in the role.
• You should have a structured approach to work, are structured by nature and can manage many activities and deadlines simultaneously and deliver business results.
• You are ambitious yet down to earth, approachable and collaborative, a loyal team player. The ideal candidate should have a dynamic, creative, proactive and open mindset and enjoy exploring new ways of doing things and thrive in a fast-changing environment.

Forecasting & Performance Management

• Own the sales forecasting process and improve forecast accuracy
• Develop and maintain dashboards and KPIs to track commercial performance
• Analyze trends, risks, and opportunities, providing clear recommendations to leadership

Cross-Functional Collaboration

• Act as a key interface between Sales, Marketing, Finance, Supply Chain, and Global teams
• Support launch excellence for new products, including readiness assessments and tracking
• Ensure alignment with Coloplast’s compliance, ethical, and governance standards

Commercial Strategy & Execution

• Translate global and regional commercial excellence frameworks into actionable local initiatives
• Support the development and execution of the South African commercial strategy
• Drive sales force effectiveness through territory design, target setting, and incentive management
• Partner with Sales Leadership to improve pipeline management and execution rigor
• Act as a sparring partner to senior leadership by providing business and sales insights

Pricing & Profitability

• Support pricing strategy development in line with global guidelines and local market dynamics
• Monitor pricing compliance, discounting, and margin performance
• Collaborate with Finance and Marketing to ensure profitable growth

Sales Force Effectiveness

• Design and manage sales targets, quotas, and incentive schemes aligned with company objectives
• Lead CRM adoption, data quality, and usage to improve customer engagement and productivity
• Conduct regular performance reviews and provide actionable insights to sales leadership

Capability Building

• Build commercial excellence capabilities across the organization through training and coaching
• Promote a culture of continuous improvement, accountability, and data-driven decision-making

Professional qualifications

• Bachelor’s degree in Business, Finance, Economics, or related field
• 3-5 years in a commercial management, business development or similar role
• Medical devices, pharmaceuticals, or healthcare industry experience preferred
• Strong business acumen and commercial understanding
• Strong project management skills across functions and cultures
• Excellent numerical skills with an analytical approach and the ability to construct fact-based recommendations and business cases
• Fluent in English (written and spoken) – ideally combined with one more language
• Highly effective communication and presentation skills in addition to the ability to engage with different cultures
• Proficient computer skills including MS Office Suite (Word, Excel, and PowerPoint), CRM database, and Business Intelligence software