Asia Commercial Excellence Leader

**Job Description**:
Position summary:
The MSD Commercial Excellence Leader is responsible for promoting business and commercial excellence, by creating and implementing effective commercial strategies, initiatives, and programs to achieve optimal financial performance.

He/she oversees directing and implementing key commercial excellence initiatives at a regional level, which will encompass both strategic and tactical initiatives, including

1.) Commercial execution initiatives: enhancing sales efficiency, streamlining, and optimizing sales processes and implementing

2.) Sales development: ensuring successful implementation of sales enablement programs and crafting fundamental coursework

3.) Value expansion initiatives: optimizing contract management and pricing strategies

4.) Distributor excellence initiatives: optimizing distributor relations and management

He/she will collaborate with various departments, including Marketing and Sales, Marketing Center, Customer Operations, Supply Chain, and any other relevant departments

Key Responsibilities:

- Create a commercial framework that facilitates the region’s ability to manage sales activities, pipeline, and figures efficiently and consistently, including those of channel partners.
- Identify and support the roll out of tools related to account planning and analytics, such as customer penetration analysis, margin management, and customer relationship management.
- Steer the deployment of strategies like analyzing sales calls, re-aligning territories, shifting product or market emphases, reallocating salesperson time or adjusting sales force size can transform performance, generating maximum growth from our sales force.
- Implement key performance indicators to track business results, identify challenges and growth opportunities, and develop and implement corrective action plan framework.
- Lead implementation of the customer segmentation and coverage playbook for both in-house and channel partner sales teams, regularly updating date and enhancing sales efficiency.
- Develop and lead the successful execution of Sales Development enablement programs to ensure sales development team members are equipped with content, resources, tools, and training to effectively differentiate and sell MSD solutions.
- Match sales enablement activities with significant internal and external events, including new product introductions, promotional campaigns, and crucial industry trade events.
- Establish a system and procedure for monitoring bid and tender opportunities to enhance pricing strategy and increase success rate.

Key competencies for success in the position are:
Problem-Solving:
Identify, assess, and solve complex business problems for areas of responsibility, where analysis of situations or data requires an in-depth evaluation of variable factors

Demonstrate a strategic approach to achieve business objectives by asking strategic questions, aligning resources, developing action plans, and evaluating action plan results

Analytics:
Internal and Field Stakeholder Management:
Closely follow the strategic direction set by global and area management when establishing near term objectives

Interact with leadership team on matters where they may need to gain acceptance on an alternate approach

Effectively communicate and partner up with internal and external stakeholders to align on business objectives and associated action plan

Decision Making:
Act independently to determine methods and procedures on new assignments

Leadership and Teamwork / Collaboration:
Manage or heavily aligned various functions that are included within the sales and marketing organization and supporting functions

Contribute to the team’s performance, actively collaborate within and beyond the team to design and ensure buy-in around solutions

Project Management

Utilizes project management tools and skills to organize and manage tasks and timelines in a manner that ensures timely completion of deliverables

Ensures accuracy of analyses and other deliverables

Ensures stakeholders are aligned with the progress of deliverables through the life of the project(s)

**Requirements**:
Qualifications & Experience:

- Bachelor’s degree or equivalent in one of the following areas: Business, Statistics, Economics, Finance, Engineering, Applied Mathematics, and/or related field.
- 5-7 years of work experience in Strategy/Project Management
- Experience in working in Asia markets is a plus
- Experience in strategic decision support, market forecasting, performance tracking and marketing analytics are desired
- Demonstrated decision-making latitude
- Strong leadership skills
- Strong business acumen and project management skills
- Good communication and presentation skills
- Proven track record of handling complex analyses
- Demonstrated proficiency in modelling tools such as trend analysis and optimization
- Ability to develop business-oriented results with appropriate level of detail and keep the