Commercial & Distributor Excellence Director

     

JOB DESCRIPTION:

Strategic Leadership & Performance Management

• Partner with country leadership to align commercial strategies with market dynamics and growth objectives.
• Connect markets to share best practices, harmonize strategies, and create synergies.
• Provide actionable insights to support informed decisions and accelerate growth.
• Analyze commercial performance across markets and link findings to strategic actions and resource allocation.
• Lead structured business reviews, define templates and KPIs to standardize performance tracking, identify gaps, and guide decisions.

Commercial Excellence

• Lead the rollout and continuous improvement of the Commercial Excellence framework across APAC affiliates.
• Develop and implement regional strategies for territory design, segmentation, targeting, pipeline and territory management, and call planning.
• Drive CRM adoption and use data analytics to optimize funnel and pipeline performance.
• Design competitive sales incentive programs tailored to regional needs to boost performance.
• Define and monitor SFE KPIs, provide insights, and recommend corrective actions.

Distributor Excellence

• Develop and execute a distributor management framework covering selection, onboarding, performance tracking, and capability building.
• Partner with key markets to define and implement channel strategy and distribution models, including partner lifecycle management.
• Collaborate with Sales and Marketing to provide distributors with tools, training, and resources to drive growth.
• Analyze distributor performance to identify opportunities for optimization and expansion.
• Lead channel strategy development, manage inventory, and oversee End-User Tracking (EUT) for visibility and control.
• Establish and monitor KPIs across regional distributors to manage performance

Demand Planning & Sales Forecasting

• Oversee regional demand planning and forecasting to align with commercial strategies and supply chain needs.
• Collaborate with cross-functional teams to improve forecast accuracy and adapt to market changes.
• Track new wins and pipeline performance, providing actionable insights and integrating them into the planning process.

Sales Force Capabilities

• Partner with the Area Training Director to define and execute sales training strategies that strengthen regional sales capabilities.
• Identify and close capability gaps through targeted interventions in collaboration with country leadership.
• Deliver performance analytics to measure effectiveness and highlight improvement opportunities.
• Monitor regional salesforce performance and attainment, providing governance and support for country-level performance management.

Contracting & Pricing (C&P) Operations

• Oversee operational execution of contracts and pricing strategies, ensuring compliance and profitability.
• Develop regional pricing models and contracting strategies to optimize profitability and competitiveness, partner with Finance and establish governance
• Partner with country commercial teams to customize and implement pricing guidelines, monitor performance, and update as new learnings emerge
• Lead regional tender strategy development, collaborate with marketing and other cross-functional teams to establish tender center of excellence repository, work with country teams to ensure execution with emphasis on key business opportunities

Key Success Factors

• Ability to translate strategy into execution and deliver measurable outcomes.
• Strong leadership presence with capability to influence senior stakeholders.
• Expertise in building scalable frameworks for commercial and distributor excellence.
• High adaptability to diverse market environments and regulatory landscapes.
• Commitment to developing talent and fostering a high-performance culture.

Qualifications

Education: Bachelor’s degree required; MBA or advanced degree strongly (e.g. Masters or Ph.D in analytics and/or business domain) or top tier management/strategic consulting preferred.

Experience:

• Minimum 12–15 years of progressive leadership experience in commercial roles within healthcare, diagnostics, or medical devices.
• Proven success in regional or multi-country roles with complex market dynamics.
• Strong background in channel/distributor management, commercial excellence, and strategic planning or commercial P&L.

Skills & Competencies:

• Strategic thinking with enterprise orientation.
• Strong financial acumen and ability to interpret complex data for decision-making.
• Exceptional stakeholder management and influencing skills across geographies.
• Proven ability to lead change and build cross-functional collaboration.

Advanced proficiency in analytics tools (PowerBI, CRM systems) and forecasting methodologies.

     

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Support & Administration

     

DIVISION:

ID Infectious Disease

        

LOCATION:

Singapore > Singapore : DUO Tower

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 50 % of the Time

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Not Applicable