Commercial & Distributor Excellence Director

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

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