Commercial Operations Lead, Asia

embecta is a global diabetes care company that is leveraging its 100-year legacy in insulin delivery to empower people with diabetes to live their best life through innovative solutions, partnerships and the passion of more than 2,000 employees around the globe. For more information, visit embecta.com or follow our social channels on LinkedIn, Facebook, Instagram and X.

Why join us?

A career at embecta means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our employees can fulfill their life’s purpose through the work that they do every day.

You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. Our Total Rewards program – which includes competitive pay, benefits, continuous learning, recognition, career growth and life balance components – is designed to support the varying needs of our diverse and global employees.

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.

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