Commercial Operations Lead, Asia

The Role
As the Commercial Operations Lead for Asia, you'll drive business operations by optimizing 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.

Key Responsibilities
    
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 capabilities of the sales teams in Asia
• Foster a culture of continuous improvement by promoting ongoing learning and development

Experience and Skills

• Bachelor’s or Master’s degree in Business, Marketing or related field
• 10 + years experience in commercial operations or commercial excellence
• Strategic thinking with 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 organization 
• 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

Regular

embecta is an Equal Opportunity/Affirmative Action Employer.  We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.