Commercial Operations Manager, Asia

embecta, formerly part of BD, is one of the largest pure-play diabetes care companies in the world, leveraging its nearly 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit


Job Description Summary

This role will be responsible to drive and integrate commercial operational deliverables focused mainly on distribution, aligned with strategic business initiatives across Asia, driving excellence together with global & regional stakeholders.

He/she will build and develops dashboard/tools to monitor the commercial performance of teams in the region and partner with local country business leaders to drive commercial excellence through the implementation of commercial processes, projects and initiatives to maximise profitability.

**Job Description**:
Who We Are

Job Purpose:
This role will be responsible to drive and integrate commercial operational deliverables focused mainly on distribution, aligned with strategic business initiatives across Asia, driving excellence together with global & regional stakeholders.

He/she will build and develops dashboard/tools to monitor the commercial performance of teams in the region and partner with local country business leaders to drive commercial excellence through the implementation of commercial processes, projects and initiatives to maximise profitability.

Key Responsibilities:

- Commercial Operations_
- Track launch KPIs, and support markets and provide guidance to oversee plans execution
- Review call tracking activities and trends within the countries; regular review with regional team
- Review existing sales planning process for key markets, and improve where necessary in consultation with the country leadership. Document the sales planning process for key markets.
- Work closely with the region Business Analyst to develop dashboard, including both lead and lag performance indicators
- Ensure standardized S&OP process across all countries and distributors. Help achieve distributor sales target /financial reconciliation and keep healthy channel inventory
- Partner with SCM planning to directly work with Country Business Leaders, Distributors and relevant stakeholders to establish (using Distributor in-market and inventory data) accurate demand forecasting/planning.
- Analyze and provide comments to monthly country performance on In-Market Sales, Trade Sales, and Future Days’ Sales (FDS) inventory level across all businesses.
- Monitor and escalate inventory risks for appropriate action.
- Work closely with business teams to ensure successful implementation of corporate-level sales operation strategy, projects, and processes.
- Process owner for production of sales performance reports and incentives calculation, validation and approval routing.
- Work with internal stakeholders (Business Leaders, Marketing, Finance partners etc) in counties to prepare the required commercial and financial information to support decision making.
- Provide recommendations based on the insights derived from sales and inventory data.
- Reviews existing sales rep territory and align the resources to optimize business growth and opportunity
- Commercial Excellence_
- Lead and develop commercial excellence principles for the region
- Project manage and implement commercial strategies according to company goals and objectives aiming to accelerate growth
- Develop and drive implementation of sales force effectiveness tools (e.g. SalesForce) and relevant processes (including providing inputs towards the development of relevant training)
- Builds and analyzes dashboards for operational follow up of the business both from a purely financial perspective as from a key project perspective
- Distributor Management_
- Support businesses to streamline and optimize sales and operations processes with distributors
- Drive the achievement of distributor KPIs by functioning as key contact person to distributors
- Monitor Distributor performance using Dashboard and review Distributor Channel Inventory and IMS trends
- Participate in ad hoc key projects per assigned in the interests of business (eg assimilation of new business/products, tender analysis, market share and competitor understanding)
- Strategic Pricing_
- Manage tender process and keep track of contract renewals to ensure business continuity.
- Collaborate with cross-functional leads on pricing initiatives
- Identify business opportunities, develop strategies to win in tenders and B2B

Our Requirements:

- Minimum 8 years of experience in Commercial Excellence roles
- In-depth knowledge on SFDC and its functionality is critical
- Experience in a distributor setting is advantageous though not critical
- Experience with Tableau dashboard or other visual tools will be preferred
- Good Microsoft Excel skill
- Excellent oral and written communication capabilities that have