Commercial Excellence Specialist (f/m/x) for SFE & SFDC (DACH)

Life Unlimited. At Smith+Nephew we design and manufacture technology that takes the limits off living. 

The Smith+Nephew Orthopaedics Business Unit is known for an innovative range of hip, knee and shoulder implants used to replace diseased, damaged or worn joints as well as Trauma products used to stabilize severe fractures and correct bone deformities. Our leading portfolio is complemented by state-of-the-art robotics-assisted enabling technologies.

The DACH (Germany, Switzerland, Austria) Commercial Excellence Specialist plays a pivotal role in driving sales force effectiveness for the Ortho business, translating strategic priorities into tangible commercial impact. The role is accountable for implementing best-in-class commercial excellence capabilities, including sales force sizing and structure, segmentation and targeting, opportunity and territory management, sales performance analytics, and incentive compensation frameworks—each directly contributing to improved productivity and positive P&L outcomes.

Within the context of the Global Ortho Business Unit’s transformation journey, this position is central to modernizing and harmonizing commercial processes through the implementation of a single, standardized CRM platform. As an active member of the Commercial Planning team within the Global CRM Program, the DACH Commercial Excellence Specialist implements global standardization of ways of working using SFDC technology across key commercial domains such as account management, segmentation and targeting, opportunity management, territory management, customer interactions, asset deployment, and advanced analytics.

The role leads local CRM implementation and user acceptance testing, ensuring alignment between global standards and local commercial business needs. This includes gathering and translating requirements, facilitating local user forums, supporting training and reinforcement activities, and partnering closely with business stakeholders to embed new ways of working. Through strong governance, the role ensures high adoption, continuous capability enhancement, and the generation of actionable insights that enable informed decision-making, guide next-best actions, and ultimately drive stronger performance management and ease of commercial execution.

This role is part of the International Commercial Planning team and reports to the Senior Manager for Commercial Excellence Ortho in Europe.

Location: Germany, field based (Hamburg or Munich preferred)

What will you be doing?

• CRM Rollout & Enablement: Support and coordinate local CRM rollouts, including user acceptance testing (UAT), deployment readiness, and continuous enhancements. Deliver and reinforce CRM training for sales teams, including onboarding and offboarding of sales representatives, to ensure strong adoption and effective use of CRM capabilities.

• Governance, Insights & Decision-Making: Lead and participate in regular CRM and commercial governance meetings to monitor adoption, data quality, and performance. Translate CRM insights and analytics into actionable recommendations, facilitate discussions on performance gaps, and drive alignment on next steps and corrective actions.

• Segmentation & Targeting: Analyzing data, validation with the business and execution (CRM integration)

• Opportunity management: Drive integration of planning and opportunity management in CRM, assist in Sales funnel/pipeline review and business planning

• Territory Management: Implement Sales Representative territory design and mapping; execute on Salesforce benchmarking

• Sales Incentive Management: Consult in local incentive scheme design and alignment to strategy, participate in Cluster Incentive Plan validation and launch

• Establish strong relationships with key stakeholders in Digital Commercial, Commercial Operations, Pricing & Corporate Accounts, local commercial teams (Sales & Marketing), Commercial Planning and Customer Care

What will you need to be successful?

• Bachelor’s degree in e.g. Business, Engineering, Analytics, Economics or equivalent qualification (professional training)

• Min. 3 years of relevant experience in a similar role in Business Analytics, Sales Operations, Commercial Excellence, Business Intelligence or equivalent positions

• Comprehensive expertise in CRM SFDC

• Proven experience analysing and validating commercial data as well as deriving and executing insights for Commercial Excellence (Sales KPIs, Forecasting)

• Demonstrated experience integrating new IT tools, especially (new) CRM functions

• Savviness in MS Office (especially Excel and Power BI), professional skills in Salesforce CRM

• Very good German and English language skills (written/spoken)

Beneficial:

• Certification Business Analyst Salesforce CRM

• Experience in the MedTech industry and/or working in an international matrix organization

• Knowledge in Data Analytics / Data Management (e.g. SQL, R, Python)

You. Unlimited.

We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve. 

• Inclusion + Belonging: We are committed to Welcoming, Celebrating and Thriving. Learn more about our Culture on our website.

• Benefits: Generous Annual Bonus and Pension Schemes, Save As You Earn share options.

• Work/Life Balance: 30 Vacation Days per year as well as one extra day off each year for volunteering activities, so we can give back to our communities!

• Your Wellbeing: Employee Assistance Program (Mental Health), Life/Accident Insurance and much more

• Flexibility: Adaptible working hours and possibility to partly work from home

• Extra Perks: We offer discounts on fitness clubs and local public transport as well as bicycle leasing (JobRad)

Please apply with your CV (PDF, English) and feel free to not include personal information like e.g. age, photo, nationality or family status.

​Smith+Nephew is an equal opportunity employer. Applicants will receive consideration for employment without regard to their personal background. 

Smith & Nephew GmbH, Merve Krabbenhöft (she/her), Talent Acquisition Specialist, Van-der-Smissen-Straße 9, 22767 Hamburg

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