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Global Commercial excellence Director
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Job Title:
Global Commercial Excellence Director
Location:
Paris or Other key European hubs may also be considered
Reports to:
Chief Business Officer
Travel:
This role requires strong field presence and regular international travel (
up to 40%)
to connect with teams and ensure on-the-ground impact.
This role requires not only strategic vision, but also strong field credibility, built on a successful track record in sales leadership and customer engagement. The ideal candidate is recognized for having achieved tangible results on the ground and for their ability to inspire sales teams through hands-on collaboration.
About Urgo Medical
Are you looking for a company where your work has real meaning, where you can have a tangible impact and learn every day? At Urgo Medical, we believe that innovation can transform lives.
Our mission: to help patients heal faster and better, thanks to advanced products and innovative digital services. Some wounds are severe, become chronic or infected, causing pain and isolation. We rise to this challenge every day by developing solutions that accelerate healing and by driving ambitious projects—like our goal to create the world's first artificial skin
Urgo Medical is also a unique company: French (84% of our products are made in France), Family-owned (we prioritize long-term vision and place our teams at the heart of our success),
The most dynamic in its sector (+10%), and international (present in 17 countries).
About the URGO Group
Urgo Medical is part of the French family-owned URGO Group. URGO has two main business areas: Urgo Medical, and Urgo Healthcare, whose mission is to treat everyday ailments through brands that are part of daily life in France (Urgo, Mercurochrome, Juvamine, Alvityl, Humex, Intimy,etc.). With €870 million in revenue in 2024, URGO has more than 3,600 employees all committed to fulfilling our meaningful healthcare mission.
This mission is also embodied through the
URGO Foundation,
which carries out initiatives of general interest to improve care protocols and equipment that facilitate patient treatment, in three key areas: wound healing, pain management, and access to first aid.
Did you know?
The group's founder, Hervé Le Lous, shares his entrepreneurial experience and management vision on Instagram. A great way to discover URGO's company culture: Urgo Boss (@urgo_boss)
• Photos et vidéos Instagram
About the role
We are looking for a
Global Commercial Excellence Director
to define and lead Urgo Medical's global commercial excellence strategy. This high-impact role will be responsible for creating and managing a global Commercial Excellence network, aligning teams across countries to consistently elevate sales performance and capability.
A key focus of the role will be to lead the implementation of the
Challenger Sales Methodology
, tailored to Urgo's context, to instill a consultative, value-driven approach across our sales force.
The ideal candidate combines strategic vision with operational pragmatism, and has a proven track record of driving commercial transformation in healthcare environments.
Key Responsabilities :
Global Commercial Excellence Leadership
- Define and lead the global commercial excellence roadmap aligned with URGO Medical's strategic objectives.
- Establish and animate a
Commercial Excellence network
, connecting local and regional teams to drive alignment, share best practices, and deliver consistent execution globally. - Act as the global sponsor and lead the
rollout of the Challenger Sales Methodology
across all countries, ensuring adaptation to market context and integration into day-to-day commercial routines.
Sales Enablement & Capability Building
- Design and implement standardized
sales processes
,
competency models
, and
performance benchmarks
globally. - Lead the
Sales Academy
strategy, including content development, certification programs, and coaching frameworks. - Equip front-line managers and sales reps with tools and techniques that enhance customer engagement and commercial impact.
Sales Force Effectiveness
- Optimize salesforce deployment, territory alignment, and incentive schemes in collaboration with country teams.
- Develop KPIs and dashboards to monitor productivity, adoption of methodologies, and overall commercial performance.
- Champion CRM excellence and the use of BI tools to drive actionable insights at every level of the commercial organization.
Analytics & Strategic Insights
- Lead global commercial analytics and insights generation, including opportunity assessment, segmentation, and ROI modeling.
- Work cross-functionally with Marketing, Finance, and Business Intelligence to drive data-led decisions.
- Embed a culture of performance tracking and continuous improvement across commercial functions.
Change Management & Transformation
- Act as a
change leader
, enabling mindset shifts and behavioral change in sales teams through Challenger training and continuous reinforcement. - Foster strong alignment with local leadership to ensure on-the-ground impact and sustainable adoption of excellence practices.
- Guide transformation initiatives that bridge global strategy and local execution.
Profile & Qualifications
Education & Experience
- Master's degree in Business, Engineering, Life Sciences or equivalent; MBA is a plus.
- 10+ years of experience in commercial functions within the healthcare industry, ideally combining successful field sales leadership and commercial operations.
- Hands-on experience with
commercial excellence transformation
, preferably including Challenger or similar sales methodologies. - Proven track record in
international and matrix environments
, with successful collaboration across cultures and markets.
Skills & Mindset
- Visionary yet pragmatic leader, with strong ability to build networks and align diverse teams.
- Excellent communication and facilitation skills, with full professional proficiency in English.
- Strong analytical mindset and data-driven decision-making.
- Passion for field presence and direct collaboration with local teams and customers across countries.
- Ability to coach, train, and inspire commercial teams at all levels.
Why Join URGO Medical?
- Join a purpose-driven company revolutionizing wound care on a global scale
- Lead a high-impact global transformation with direct influence on patient outcomes
- Work in a fast-paced, agile, and entrepreneurial environment with high visibility
- Help build a world-class commercial culture grounded in excellence, learning, and value creation
