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
