Office hours: Mon-Fri, 830am-530pm
Location: Marsiling, Singapore (8-10 mins walk from Woodlands MRT / bus interchange)
Reporting to: Sr Director, Business Segment, Specialty Diagnostics Group


Position Description:

The Regional Commercial Excellence (CE) Senior Manager drives the commercial and business excellence by design, planning and implementation of commercial processes, projects and initiatives to maximise top and bottom line results. He or she will work cross-functionally with commercial leadership, finance, marketing and sales, human resources, supply chain and other functions. He or she will also lead planning and execution on a regional level of several key strategic and tactical Commercial Excellence initiatives, including:

• Commercial Execution initiatives: performance management (metrics, KPIs, etc.), sales funnel management and optimisation, sales training, CRM, Sales Incentive Plan

• Value Expansion initiatives: Contract management and optimisation, pricing management and optimisation

• Distributor excellence initiatives: Distributor management and optimisation.

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Key Responsibilities:

Responsibilities span a number of topics, including: Customer excellence, Distributor excellence, CRM, pricing, go-to market strategies, sales planning, market & competitive intelligence.

• Establishing a commercial operating mechanism that enables the Region to manage the commercial activities, funnel, sales numbers, with rigor and predictability,
• Identifying and supporting the roll out of tools related to: Account planning and Analytics tools (margin management, CRM, etc),
• Leading and coordinating the regional implementation of Commercial Excellence initiatives aligned to global strategy
• Driving continuous improvement in the commercial (sales and operations) processes to improve business performance (metrics, KPIs, etc.), sales funnel management and optimisation, sales training, CRM, Sales Incentive Plans,
• Contributing to strategic decisions and playing a critical role in translating strategic plans into operational plans,
• Setting KPIs and performance management process, assess regional performance, identify performance gaps and drivers, develop remediation / action plans and deploy resources as needed,
• Coaching team members to deliver high performance and accelerated growth
• Working horizontally within the region and across Divisions and Business Units to drive alignment, execution, accountability and results,

Key competencies for success in the position are:

Problem Solving:

• Identify, assess and solve complex business problems for areas of responsibility, where analysis of situations or data requires an in-depth evaluation of variable factors
• Demonstrate a strategic approach to achieve business objectives by asking strategic questions, aligning resources, developing action plans, and evaluating action plan results

Analytics:

• Continuously maintain subject matter expertise with data sources and tools (including Business intelligence tools), and apply this expertise to develop data gathering tools, deliver high quality data and generate actionable insights and recommendations to achieve business objectives and address opportunities and/or challenges

Internal and Field Stakeholder Management:

• Closely follow the strategic direction set by senior management when establishing near term goals
• Interact with senior management on matters where they may need to gain acceptance on an alternate approach
• Effectively communicate and partner up with internal and external stakeholders to align on business objectives and associated action plan

Decision Making:

• Act independently to determine methods and procedures on new assignments

Leadership and Teamwork / Collaboration:

• Align various functions that are included within the Commercial Excellence organization such as Demand Managers; Distribution Managers, Pricing, Contracts Manager, etc.
• Actively collaborate within and beyond the team to design and ensure buy-in around solutions,

Project Management

• Utilizes project management tools and skills to organize and manage tasks and timelines in a manner that ensures timely completion of deliverables
• Ensures accuracy of analyses and other deliverables
• Ensures stakeholders are aligned with the progress of deliverables through the life of the project(s)

Qualifications & Experience:

• Bachelor’s degree or equivalent
• Candidates should have significant commercial experience, responsible for sales targets and leading commercial teams
• Experience in working in an International environment within the life science/biotechnology/pharmaceutical industries 
• Experience in strategic decision support, market forecasting, performance tracking and marketing analytics
• Candidate should be able to think creatively and demonstrate innovative thinking
• Demonstrated decision-making latitude
• Strong leadership skills
• Strong business acumen and project management skills
• Good communication and presentation skills
• Proven track record of handling complex analyses
• Demonstrated proficiency in modelling tools such as trend analysis and optimization
• Ability to develop business oriented results with appropriate level of detail and keep the right people informed
• Must be IT-savvy
• Must be fluent in English
• Must be available to travel up to 30% of the time