Iberia Commercial Excellence Director

A family-owned company, bioMérieux has grown to become a world leader in the field of in vitro diagnostics. For more than 60 years and across the world, we have imagined and developed innovative diagnostics solutions to improve public health. Today, our teams are spread across 45 countries and serve 160 countries with the support of a large distribution network.
Come and join a family-owned global company with a long-term vision, and a human-centered culture.

As Commercial Excellence Director, reporting to the Cluster VP Clinical and dotted line to Industrial Applications Head, you will be a key driver of bioMérieux Iberia’s commercial transformation, ensuring the successful execution of strategic initiatives across the Clinical and Industry business units. This role is pivotal in enhancing commercial performance, customer engagement, and operational efficiency through the deployment of best-in-class tools, processes, and capabilities. A core focus will be on improving organizational efficiency and minimizing operational handoffs to accelerate execution and decision-making.

You will foster cross-functional collaboration across Sales, Marketing, Medical Affairs, Customer Service Operations (CSO) and Customer Supply, cultivating a culture of excellence, innovation, and continuous improvement. A key responsibility will be the integration of the Tender Office, Sales Support, Business Analyst and Installed Base teams into a unified Commercial Excellence department, designed to deliver seamless operations, eliminate silos, and maximize business impact.

What will be you missions at bioMérieux:

• Commercial Tools & Data Excellence - Ensure effective deployment and adoption of CRM,  Customer Value Management (CVM) and other commercial tools (ex: Showpad) aligned with bioMérieux’s 360° customer management vision. Leverage data insights to improve our customer understanding, our marketing strategy, forecasting, pipeline visibility, and decision-making aiming to increase organizational efficiency, and strategic alignment. Analyze commercial performance (KPIs, pipeline, conversion rates) and propose corrective action plans.
• Digital Commercial Transformation - Accelerate the adoption of digital solutions to expand market reach, improve customer experience, and support omnichannel engagement strategies (eg : e-commerce with bioMerieux+). Lead simplification initiatives across commercial operations, reducing complexity and enabling faster execution.
• Sales Incentive Plan (SIP) Management – Collaborate closely with Commercial Heads, HR and Finance teams to design, implement, and optimize the Annual Sales Incentive Plan. Ensure alignment with business objectives, drive transparency and fairness, and monitor performance to maximize motivation and commercial impact.
• Pricing & Contract Excellence -Implement and monitor pricing and contract strategies, ensuring consistency, transparency, and alignment with global standards. Ensure CPQ usage and monitor associated KPIs, promote structured methodologies to enhance profitability and compliance reducing turnaround time and improve contract compliance
• Tender Strategy & Execution- Lead the Tender Office to ensure timely, compliant, and competitive submissions for public and private tenders. Establish KPIs and best practices to improve win rates and strategic positioning across the Iberia cluster.
• Sales Support Optimization- Manage the Sales Support team to deliver high-quality operational support to the sales teams in order processing, delivery coordination, customer onboarding and ensuring clear communication, stakeholder alignment. Drive process improvements that reduce administrative burden and enhance customer satisfaction.
• Commercial Capability Development - Partner with Regional Commercial Excellence and HR teams to design and implement training and coaching development programs for the customer facing that elevate non-technical commercial competencies in full alignment with the local marketing community. Champion the adoption of the Account Management model to strengthen customer relationships and drive sustainable growth.
• Installed Base Management - Lead and manage the Installed Base (IB) team, ensuring end-to-end ownership of the IB process across Iberia. This includes maintaining high standards of data quality, consistency, and governance. The role drives cross-functional collaboration with Finance and Commercial teams, streamlining processes and championing the adoption of innovative tools to boost operational efficiency. By enabling stakeholders to harness IB data effectively, it supports strategic decision-making and contributes to business growth.

Who are you:

• Master’s degree in Business, Marketing, or related field.
• Minimum 5 years in similar leadership roles within commercial or customer-facing functions, or 8+ years in operational roles with strong cross-functional influence.
• Sales or commercial experience is a strong asset, adding valuable perspective to strategic execution and customer engagement initiatives.
• Demonstrated success in leading complex projects and driving change, with a proven ability to implement commercial excellence initiatives that improve performance, streamline operations, and foster cross-functional alignment
• Extensive experience with CRM systems (preferably Salesforce), leveraging data-driven commercial strategies to enhance forecasting, pipeline visibility, and strategic decision-making.
• Strategic thinker with strong analytical capabilities and business acumen.
• Influential leader with excellent communication and stakeholder management skills across multicultural environments.
• Ability to lead cross-functional teams through influence, fostering collaboration and accountability.
• High proficiency in Microsoft Office and commercial digital tools, including CRM platforms (e.g., Salesforce), data visualization software, and emerging technologies such as artificial intelligence and machine learning to support predictive analytics, customer segmentation, and commercial decision-making.
• Fluent in English and Spanish; Portuguese is a plus.

bioMérieux welcomes applications from all individuals, regardless of race, national origin, gender, age, physical characteristics, social origin, disability, union membership, religion, family status, pregnancy, sexual orientation, gender identity, gender expression or any unlawful criterion under applicable law. We are committed to treating all applicants fairly and avoiding discrimination.