
Commercial Operations Lead, Asia
6 days ago
Summary:
Our client is a global healthcare company with a century-long legacy in delivering innovative medical solutions, empowering people to live healthier lives through advanced technologies, strategic partnerships, and the dedication of thousands of employees worldwide.
Role and Responsibilities:
As the Commercial Operations Lead for Asia, you'll drive business operations by optimising sales processes, customer relationship management, data analytics, and dashboard reporting. You'll partner with Asia commercial leaders and in-country teams to set priorities and provide tools for implementation.
Your focus will be on four key pillars: Salesforce effectiveness, operational excellence, business analysis and reporting, go-to-market modeling, and contract management. Additionally, you'll support commercial operations in Korea.
Salesforce Effectiveness
Work with in-country commercial leaders to drive salesforce effectiveness, including sales rep territory plan, call plan, call frequency, talk tracks, and document these and track accordingly
Propose and manage Asia's sales incentive plan governance and process including KPI setting, documentation, tracking and harmonization within Asia, and international region wherever feasible
Asia champion for SFDC to drive adoption and work with global/international on system improvements and customization. Ensure effective use of SFDC system and other tools to support sales and marketing activities
Business analyses and reporting
Define, establish and monitor KPIs to assess sales team performance
Provide regular reports and insights to senior leadership and country commercial leaders on market trends, region performance and gap analyses
Develop business models and scenario analysis for new business opportunities or variations to existing business models (eg., GTM model)
Operational Excellence
Analyse and define sales processes to enhance efficiency.
Work with countries, external vendors and functional leaders to evaluate current Quote – To - Cash processes and streamline processes to improve efficiencies and customer experience
Collaborate with SCM team to drive smooth S&OP process with countries and global
Implement standardized procedures and best practices across the region's commercial organisations
Lead and work with IT on sales operational system improvements and implementation
Go To Market Strategy
Evaluate and optimize GTM model in Asia countries in partnership with local commercial leaders, with objective to improve profitability and simplify operations
Work with relevant functional leaders to develop and implement system to manage contracts
Analyse and develop pricing strategies, discount structures, and contract negotiation guidelines to maximise profitability while maintaining customer satisfaction
Training and Development
Develop and deploy sales enablement tools, including training programs and sales playbooks, to enhance the capabilities of the sales teams in Asia
Foster a culture of continuous improvement by promoting ongoing learning and development
Requirements:
Bachelor's or master's degree in business, Marketing or related field.
10 + years' experience in commercial operations or commercial excellence.
Strategic thinking with the ability to translate business objectives into actionable commercial excellence initiatives.
Excellent analytical skills with proficiency in analysing complex data, identifying trends and actionable insights.
Strong project management skills, with the ability to lead and execute multiple projects simultaneously within a matrix organisation.
In depth knowledge of Microsoft Office applications and Business Analytics tools such as Microsoft Excel, Powerpoint, Power BI, SFDC etc.
Good communication and presentation skills.
Healthcare or Medtech experience in a regional capacity will be an advantage
Specialization
:Sales / Business Development
Type of Employment
:Permanent
Minimum Experience
:Fresher
Work Location
:Singapore
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