Manager-Commercial Excellence & Business Operations

Job Summary

This role leads Commercial Excellence, Sales Operations, and Marketing execution across the APOC India+ region. It is responsible for driving strategic initiatives, optimizing commercial processes, and supporting cross-functional execution to achieve revenue and profitability goals.

Responsibilities

Commercial Excellence & Sales Operations:

• Define and track KPIs to monitor business performance and support strategic goals.
• Develop field force targets and contribute to sales incentive plan design and validation.
• Lead business analytics and dashboard development to support leadership decisions.
• Promote CRM adoption (Salesforce) and advocate global sales play book to enable a performance-driven culture.
• Drive sales funnel progression and achievement of commercial excellence KPIs
• Ensure compliance with internal audit, finance, and statutory requirements.
• Coordinate order processing, logistics, and communication between importers/distributors and global teams.
• Manage distributor lifecycle including onboarding, compliance checks, sub-dx alignment, contract support, and database maintenance.
• Monitor market pricing, distributor discounting, and business support activities
• Oversee distributor governance at all levels (T1/T2/T3) and track performance
• Forecast demand, manage inventory levels, and mitigate product expiries and returns.
• Drive Integrated Business Planning (IBP) processes to ensure SKU-level forecasting accuracy. Ensure timely placement of monthly Purchase Orders and advance payments in alignment with IBP plans

Finance Planning & governance:

• Drive financial strategy planning and execution (e.g., rLBE, pricing decisions) to meet P&L objectives of top-line, GM, and Div Margin.
• Proactively drive GMI projects to enhance profitability.
• Ensure timely inputs to calibrate provisions in the P&L and report financials weekly, monthly and annually to required internal partner
• Ensure all expenses are captured or provided for under the appropriate heading.
• Build business cases for strategic projects and deals
• Support India+ to achieve monthly, quarterly and annual revenue targets

Marketing & Strategic Initiatives:

• Support the development and execution of marketing strategies
• Monitor government business pipeline, provide execution support and track progress
• Support new product launches, identify growth opportunities and drive/monitor track performance of key growth drivers.
• Lead and execute strategic projects aligned with business objectives

Requirements: Education and Experience

Education: Bachelor’s degree in Science, Business, or accounting; MBA desirable.

Experience: 10-12 years- experience with at least 3 years in SFE, commercial excellence or sales operations roles, preferably within medical devices/diagnostics. Exposure of sales strongly preferred. Additional accounting and audit experience beneficial

Key attributes: Overall flair for numbers, business orientation, basic knowledge of CRM and systems, ability to influence teams and managers

Managerial

• Strategic thinking & analytical skills
• Problem solving and decision-making skills
• Communication Skills & Clarity of thought

Behavioral

• Ability to influence cross-functional teams and senior leadership
• High integrity, accountability, and customer-centric mindset.
• Conflict management and strong interpersonal skills
• Agile mindset with a focus on continuous improvement.

Functional / Technical

• Functional & Technical Knowledge on incentives, CRM, MS Office tools etc.
• Flairs for numbers and forecasting (essential)
• Highly developed presentation skills