Commercial Operations Lead, Asia

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 modelling, 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 harmonisation within Asia, and the international region wherever feasible
• Asia champion for SFDC to drive adoption and collaborate with global/international teams on system improvements and customisations. 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