Senior Manager Commercial Operations APAC

Position Title:  Senior Manager Commercial Operations APAC

Reporting Line:   Direct: DVP – ESI Commercial Operations.  Indirect: DVP Sales APAC

Senior Manager Commercial Operations APAC will serve as the point of contact for executing all Commercial Operations activities, both recurring and project based, throughout all the APAC region.

The Senior Manager Commercial Operations APAC will also facilitate the flow of information between Worldwide and Regional functional Commercial Operations teams and COEs and serve as the primary feedback channel for all Worldwide Sales initiatives.

Through planning, continuous innovation and efficient execution, Commercial Operations provides a foundation of strategy, programs and operational support.

• →Support the APAC DVP to design and deliver the strategic vision for the region, through Operating Plan cycles and unique local growth initiatives.
• →Contribute to the rollout of WW/Regional Commercial Operations initiatives, in local language as required. Initiatives inclusive, but not limited to, Modern Seller, Sales Automation, Enablement, Sales Training, Sales Policy.
• →Participating member of the Region Sales Leadership team.
• →Work in collaboration with ESI and WW Commercial Operations to better enable and empower the regional field sales organization.
• →Provide data-driven insights and recommendations on addressable market, segmentation and targeting to define the country & sub region strategy in collaboration with the Sales leadership team.
• →Track Sales KPIs and closing metrics to challenge Sales Leadership on generating qualitative pipeline and identify areas of optimization for sales focus.
• →Deliver on fiscal year planning and go-to-market activities in collaboration with Sales, including territory planning, quota management, sales compensation planning and execution.
• →Responsibility for the design and implementation and control of ESI Sales Policy.
• →Monthly reporting
• →Validation of sales reporting including, in country, multinational and GlobalView sales, reconciling each of the different views to have accurate detailed reporting for the MNC.
• →End to end project management of sales projects
• →Work in collaboration with Country Sales Controller, to simplify the critical data elements used to manage performance and results.
• →This role partners with APAC Sales Leadership team, sales finance, HR, and all other functions on all Commercial Operations initiatives.
• →Sales communications and communications management within the programs supported by Commercial Operations
• →Ensure that the capabilities and offerings of the teams within Commercial Operations continuously adapt to meet the changing needs of the business
• →Actively work with members of the wider ADP organisation to develop and implement business improvements
• →The co-creation (with SDR and Marketing), execution and delivery of an Enablement Plan, focused on thought provoking ways to gain access and make a strong first impression on the market.
• →Identify the key topics and deliverables for DM training program.
• →Identify, develop and deploy critical processes and enhancements within SFDC (CRM) to better enable the field, and enable critical KPI and analytics reporting.
• →Work and resource planning including setting and monitoring deadlines, collecting, analyzing and reporting on metrics
• →Analyzing individual strengths, identifying training needs and creating development plans
• →Implementing and managing change
• →Decision support, providing input into strategic decision making through reporting and analytics, sales planning and coverage planning
• →Process & systems, designing, improving and supporting sales processes and systems. Includes process improvement, system support and change management.

• 10+ years’ experience in a senior commercial or related role with a proven track record in operational management and analysis
• Demonstrated high level of commercial acumen and ability to understand commercial and financial drivers
• Direct sales experience preferred
• Extensive experience in supporting the design and delivery of strategic operating plans and associated initiatives
• Ability to manage, in a matrix, a diverse team and drive performance
• Strong working knowledge of SALESFORCE.COM or similar CRM system and data management skills.
• Demonstrated ability to coordinate the preparation of reports including gathering, integrating, compiling, and analysing data from several sources
• Be able to prioritise and work to tight timelines
• Ability to interact effectively with people at all levels, including senior/executive management, external suppliers, customers and individual contributors.
• Highly developed executive presentation skills with the ability to present complex issues with recommendations and solutions in a clear, succinct manner

Tertiary qualification within Business/ Commerce, or a related field

Proven experience in a similar role may be taken in lieu of formal qualifications