Head of Sales Operations, Apac

**Head of Sales Operations, APAC**
**-**
**SIN0375**

**Description**

**Job Summary**

Head of Sales Operations, APAC provides leadership and management within key areas of strategic pricing, channel management, contract management, strategic analysis, sales support and administration.

Linking closely with global, regional and in-market counterparts, the role acts as a strategic thought leader, project lead taking responsibility for core deliverables, and an advocate for APAC commercial interests in global committees in areas related to Sales Operations.

Reporting to the Vice President of Commercial Operations & Strategy, APAC and working closely with the Regional Leadership Team and members of the Global Leadership Team, this role serves as a key contact to all functions requiring the attention of the commercial organization.

**Essential Functions**

A key objective of this role is to develop a long-term vision and strategy for the core APAC sales and commercial operations function (regional and in-market teams), and to execute on this strategy by building and embedding the core sales operations functions across Asia Pacific (regional and in-market). As the leader of the Pricing and Contract Management functions, key areas of focus include:
Pricing Management
- Lead the overall strategic pricing planning and framework for APAC in coordination with Sales, Marketing and Finance and in-market counterparts in order to achieve with brand, category and channel development strategies as well as P&L objectives.
- Embed this pricing management framework with full responsibility for ensuring pricing structures are effectively deployed.
- Develop and maintain pricing policies and procedures to ensure proper internal controls for all aspects of price, margin and rebate management. Support and train internal teams ensuring compliance.
- Champion the case for change in the area of pricing strategy and management.
- Develop data tools and analysis to effectively measure, monitor and review pricing performance and parameters.
- Deliver actionable insights to improve pricing performance overtime.
- Responsible for pricing authorization where pricing ‘outliers’ fall beyond pre-agreed parameters, managing an effective and efficient process in co-ordination with in-market teams.

Contract Management
- Develop and embed robust customer contract management framework and processes, liaising closely with sales and supporting commercial functions to ensure effective and efficient day-to-day operations.
- Develop and update the necessary contracting standards, policies and procedures, support and train internal teams ensuring compliance.
- Establish necessary measures and monitoring mechanism in support of governance and compliance.
- Support the commercial teams in enforcing customer compliance with contract terms and conditions, including Grey Market activities, where particular attention and vigilance is required.
- Establish necessary measures and monitoring mechanism for Grey Market activities including a comprehensive understanding of product flows.
As a senior functional leader, with a strategic scope of responsibilities, the nature of the role will evolve over time.

**Qualifications**

**Knowledge, Skills and Abilities**:

- Thought-leader and key contributor to global commercial operations issues
- Thought-leader and project owner for strategic APAC commercial initiatives
- Ability to scope, develop and execute complex commercial projects across a number of stakeholders including multiple functions, levels of seniority and geographies, including associated change management
- Clear ability to lead cross functional teams, demonstrate follow through and operate successfully at all levels within the organization, leading through direct management and through influence
- Highly robust analytical problem-solving skills from opportunity identification, diagnostic through to recommendation and implementation
- Executive-level communication skills (oral and written) with the ability to plan and execute against clearly defined timelines is essential
- Flexible style to accommodate business demands including facilitation and thought-leadership
- Recognised people leader

**Work Environment**:

- Office based role
- International travel up to 50%

**Experience**:

- Sales Operations professional with 12+ years of experience, having operated at a senior level in an international, matrix structure organization
- Proven track record as an experienced Sales Operations department leader. Management experience with multiple, cross function contact points
- Experience in leading strategic projects from initial diagnostic and design stages through to implementation and integration
- Experience in commercial projects at regional level with demonstratable result and a leadership role in a significant transformation or change.
- MNC, healthcare or FMCG background would be an advantage

**Education**:

- Educated to a minimum of degree