Senior Director, Commercial Excellence, APAC

Job Summary

The Senior Director, Commercial Excellence, APAC is a strategic regional leader responsible for driving commercial growth, sales effectiveness, execution excellence, and business transformation across the Asia Pacific region. The role partners closely with Commercial, Finance, HR and country leadership teams to optimize commercial performance, accelerate product adoption, enhance field force productivity, and deliver sustainable revenue growth.

The incumbent shall develop and execute regional commercial strategies across salesforce effectiveness, CRM and analytics, pricing governance, market intelligence, launch readiness, incentive compensation, territory design, and performance management.

Ideal Candidate Profile

A highly analytical and commercially savvy leader with deep experience across commercial operations, sales effectiveness, finance, and business transformation. The successful candidate combines strategic vision with execution rigor, demonstrates strong leadership capability across diverse markets, and possesses a proven ability to drive growth and operational excellence within complex APAC healthcare organizations.

PRINCIPAL DUTIES AND RESPONSIBILITIES

Commercial Excellence Strategy

• Develop and lead the regional commercial excellence roadmap aligned with business growth objectives.
• Translate strategic priorities into actionable commercial programs, KPIs, and execution frameworks.
• Identify growth opportunities through data-driven insights, market analytics, and competitive intelligence.
• Drive best practices and standardization across APAC markets.

Sales Force Effectiveness

• Lead sales effectiveness initiatives across field force deployment, account segmentation, territory alignment, targeting, and resource optimization.
• Design and implement incentive compensation programs that drive desired commercial outcomes.
• Establish productivity metrics and performance management systems for field teams.
• Improve sales execution through continuous measurement and coaching frameworks.

Commercial Operations

• Oversee regional commercial operations processes, governance, and reporting.
• Ensure effective business planning, forecasting, and execution tracking
• Develop performance dashboards and analytics platforms to support decision-making.
• Drive operational excellence and process simplification across markets.

CRM, Analytics & Digital Transformation

• Lead deployment and optimization of CRM, sales analytics and commercial technology platforms.
• Establish data governance and commercial analytics capability across the region.
• Utilize advanced analytics to identify opportunities, predict trends, and improvecustomer engagement.
• Drive adoption and utilization of digital tools by commercial teams.

Product Launch Excellence

• Develop launch readiness frameworks for new products and solutions.
• Coordinate cross-functional launch planning activities involving sales, marketing, medical, and operations teams.
• Monitor launch performance metrics and implement corrective actions where necessary.
• Ensure effective commercialization strategies and market adoption.

Pricing & Revenue Management

• Establish regional pricing governance policies and approval frameworks.
• Partner with country leaders to optimize pricing strategies and margin performance.
• Evaluate pricing opportunities, discounts, and deal structures for major commercial opportunities.
• Ensure compliance with pricing policies and business controls.

Market Intelligence & Competitive Strategy

• Build and maintain competitive intelligence capabilities.
• Analyze market trends, customer dynamics, and competitive activity to inform business decisions.
• Develop competitive conversion programs and growth initiatives.
• Provide strategic recommendations to regional and country leadership teams.

Core Competencies

1. Strategic Leadership: Enterprise thinking Commercial acumen Business transformation Strategic planning
2. Commercial Excellence: Sales effectiveness GTM strategy Launch Excellence Pricing Strategy
3. Analytics & Digital: CRM systems Business intelligence AI/ML applications Data-driven decision making
4. Financial & Business Management: P&L Management Forecasting & Planning Resource allocation Performance Management
5. Leadership & Influence: Executive stakeholder management cross-functional collaboration team leadership & coaching change management

Key Performance Indicators (KPIs)

• Revenue growth achievement
• Market share expansion
• New product launch performance
• Sales force productivity improvements
• CRM and digital platform adoption rates
• Gross margin enhancement
• Pricing compliance and governance metrics
• Customer engagement and KOL effectiveness measures
• Forecast accuracy
• Commercial process efficiency and effectiveness

Education

• Bachelor's degree in Business, Finance, Engineering, Life Sciences, Computer Science, or related discipline.
• MBA preferred.

Experience

• 15+ years of progressive experience in Commercial Excellence, Sales Effectiveness, Strategy, Finance, or Business Transformation.
• Significant experience in medical devices, pharmaceuticals, healthcare, or related industries.
• Demonstrated success leading regional APAC commercial organizations.
• Experience managing matrix country teams and influencing senior executive stakeholders.
• Proven track record driving growth, profitability, and commercial transformation initiatives.

Travel Requirements

50%