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Job Function:

Sales Enablement

Job Sub Function:

Sales Strategy

Job Category:

People Leader

All Job Posting Locations:

Taguig, National Capital Region (Manila), Philippines

Job Description:

Role purpose

Lead the Commercial Excellence function for Indonesia & Philippines, ensuring disciplined commercial operations while accelerating the shift from reporting what happened to identifying what is likely to happen and recommending what the business should do next. The role will partner with commercial leaders to convert external market signals, competitive intelligence and internal data into clear choices that improve growth, field productivity and execution quality.

What success looks like

·    Commercial leaders use trusted dashboards and decision-ready insights as part of routine business reviews and planning.

·    Indonesia and Philippines maintain reliable sales, customer, product, territory and activity data, with clear ownership and controls.

·    SFE, incentives, segmentation, targeting and territory decisions are consistent, compliant and linked to business priorities.

·    The analytics agenda progresses from descriptive to diagnostic, predictive and prescriptive use cases with measurable adoption.

·    The distributor operates as an effective data partner, with agreed standards, timely submissions and transparent issue resolution.

·    The local Commercial Excellence team is focused, capable and increasingly automated rather than trapped in manual reporting.

Key responsibilities

1. Commercial Excellence leadership and business partnering

·    Own the Commercial Excellence agenda for Indonesia and Philippines, translating SEA priorities and market needs into a practical roadmap, governance cadence and execution plan.

·    Act as a strategic thought partner to market and business unit leaders, bringing an independent, evidence-based perspective to growth choices, resource allocation and performance interventions.

·    Lead, coach and prioritize the work of direct reports; build capability in analytics, commercial operations, stakeholder management and business storytelling.

·    Create strong cross-market ways of working while recognizing differences in customer models, distributor arrangements and data maturity.

2. Business intelligence, advanced analytics and decision support

·    Own the end-to-end BI roadmap for Thailand and Vietnam, including data requirements, model design, dashboard development, adoption and continuous improvement.

·    Develop and maintain executive-ready Power BI dashboards that integrate internal sales, CRM, customer, product, territory, incentive and activity data with relevant external market and competitor information.

·    Move beyond descriptive reporting by applying diagnostic analysis to explain performance drivers, predictive methods to anticipate outcomes, and prescriptive approaches to recommend actions.

·    Frame ambiguous commercial questions, test hypotheses, quantify opportunities and risks, and translate analysis into clear choices for non-technical stakeholders.

·    Build repeatable analytics for use cases such as demand and performance forecasting, account opportunity prioritization, territory optimization, incentive effectiveness, tender or pipeline intelligence, and next-best-action, where data readiness supports them.

·    Establish transparent assumptions, confidence ranges and model monitoring; avoid false precision and clearly communicate limitations.

3. Sales force effectiveness and commercial operations

·    Design and govern sales force deployment, territory alignment, segmentation and targeting based on business potential and SEA SFE guidance.

·    Define and monitor SFE KPIs, link customer potential, commercial activity and results, and facilitate regular performance and productivity reviews with commercial teams.

·    Lead annual and in-year target setting support, incentive scheme design, modelling, budgeting, calculation governance and performance tracking in line with approved guidance and the Code of Conduct.

·    Own CRM governance and adoption, including data standards, role or territory mapping, customer classification, user enablement and actionable reporting.

·    Partner with Marketing and Sales leadership on onboarding, CRM, KPI and SFE capability building.

4. Data governance, distributor partnership and automation

·    Establish clear ownership, definitions and quality controls for customer, product, sales, territory and hierarchy master data across Indonesia and Philippines.

·    Partner closely with the distributor to align data specifications, submission timelines, reconciliation routines and issue-resolution mechanisms; drive shared accountability for clean, complete and decision-useful data.

·    Lead root-cause resolution of recurring data issues rather than relying on downstream manual corrections.

·    Automate recurring data preparation, reconciliation and reporting workflows using appropriate governed tools, reducing manual effort and increasing reliability, auditability and scalability.

·    Maintain documentation, version control and traceability for key datasets, calculations, dashboards and models.

5. External market, competition and strategic insight

·    Create a structured approach to monitoring market trends, competitors, customer dynamics, technology adoption and other signals relevant to strategic and commercial decisions.

·    Synthesize primary and secondary research with internal evidence to identify growth pockets, risks, white-space opportunities and changes in competitive position.

·    Partner with regional SI&A and cross-functional stakeholders on forecasts, market assessments, business planning and strategy projects.

·    Present focused recommendations to leadership, separating facts, assumptions and implications.

6. Governance and cross-functional execution

·    Ensure commercial processes, analytics and incentive operations follow relevant policies, approval requirements and audit standards.

·    Collaborate with Commercial, Marketing, Finance, HR, IT, Supply Chain and SEA Commercial Excellence to resolve dependencies and deliver integrated solutions.

·    Prioritize work based on business value, risk and feasibility; manage trade-offs transparently in a fast-paced environment.

Key deliverables and indicators of impact

RESULT AREA

ILLUSTRATIVE INDICATORS

Commercial partnership

Quality and adoption of insights in business planning and reviews; stakeholder decisions influenced by analysis

BI and analytics

Trusted Power BI products; adoption and usage; movement of priority use cases toward predictive and prescriptive outputs

SFE and incentives

Timely, accurate and compliant target, KPI, territory and incentive processes; clear remedial actions from performance reviews

Data quality

Improved completeness, accuracy, consistency and timeliness of distributor and internal data; reduction in recurring reconciliation issues

Efficiency

Reduced manual reporting effort, shorter cycle times and stronger process documentation and control

People leadership

Clear priorities, strong delivery discipline, capability growth and effective succession or coverage within the team

Qualifications and experience

·    Bachelor's degree in Business, Economics, Finance, Statistics, Data Science, Computer Science, Engineering or a related discipline; a relevant postgraduate degree is an advantage.

·    Minimum 6 years of relevant experience in Commercial Excellence, SFE, business intelligence, analytics, strategy, consulting or a related commercial role.

·    Demonstrated experience leading people, setting priorities and delivering through direct reports.

·    Hands-on experience developing and maintaining Power BI solutions, including data modelling, Power Query and DAX; ability to build effective, decision-oriented visualizations is essential.

·    Experience working with complex commercial datasets and translating analysis into business recommendations for senior stakeholders.

·    Experience with CRM and commercial data governance; exposure to Veeva, Salesforce, Microsoft Dynamics or similar platforms is advantageous.

·    Working knowledge of SQL, statistics, forecasting, experimentation or predictive modelling is strongly preferred. Python or R experience is an advantage.

·    Experience in medical devices, pharmaceuticals, healthcare, hospital specialty or a distributor-led business model is preferred.

·    Prior consulting, strategy, advanced analyst or market intelligence experience is an advantage.

·    Professional fluency in English and Thai; ability to work effectively across Thailand, Vietnam and the wider SEA organization.

Core capabilities

Business acumen

Connects data to commercial reality and focuses analysis on decisions, value and execution.

Analytical depth

Combines structured problem solving, statistical judgement and curiosity; challenges weak logic and tests alternatives.

Technical BI fluency

Builds robust Power BI models and dashboards, understands data lineage, and can engage credibly on automation and analytics methods.

Insight communication

Distils complexity into a clear storyline, recommendation, assumptions and change triggers.

Influence and partnership

Builds trust with sales, functional partners and distributors while maintaining standards and constructive challenge.

People leadership

Sets direction, coaches for growth, raises quality and creates accountability without becoming a bottleneck.

Execution discipline

Balances strategic capability building with accurate, timely delivery of critical operational work.

Change leadership

Drives adoption, simplifies processes and helps teams use new tools and insights in day-to-day decisions.

Technical capability expectations

CORE REQUIREMENT

Power BI dashboard development; Power Query; DAX; data modelling; advanced Excel; commercial KPI design; data visualization and analytical storytelling.

STRONGLY PREFERRED

SQL; forecasting; statistical analysis; data quality controls; CRM administration or analytics; workflow automation; requirements translation.

DIFFERENTIATORS

Python or R; predictive modelling or machine learning; Power Apps or Power Automate; external market research; consulting toolkit; healthcare analytics.

Leadership interfaces

·    Internal: Indonesia and Philippines commercial leaders, business unit leaders, Sales, Marketing, Finance, HR, IT, Supply Chain, regional SI&A and SEA Commercial Excellence.

·    External: Distributor counterparts and, where relevant, selected research, data or analytics partners.

 

 

Required Skills:

 

 

Preferred Skills:

Brand Positioning Strategy, Competitive Landscape, Customer Centricity, Customer Experience Management, Developing Others, Execution Focus, Incentive Policy, Procedures, and Quotas, Inclusive Leadership, Leadership, Objectives and Key Results (OKRs), Project Management, Sales Enablement, Sales Prospecting, Sales Support, Solutions Selling, Strategic Sales Planning, Strategic Thinking, Supervision