About this role
<h4>Your Mission</h4> <p> </p> <ul> <li><strong><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif">Commercial Organization Design & Go-to-Market Enablement<br></span></strong><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif">Partner with country and regional leaders to design and evolve commercial team structures across <strong>distributor, hybrid (e.g. 4PL), and direct sales models</strong>, aligned to each country’s strategy, market dynamics, and go-to-market approach.<br>Develop and implement a <strong>unified regional framework and guiding principles</strong> for commercial organization design, while allowing flexibility for local market needs.<br>Support market entry, transformation, or restructuring initiatives by providing clear recommendations on channel mix, coverage models, roles, and governance.</span></li> <li><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif"><strong>Sales Capability & Competency Development<br></strong>Work with sales and commercial leaders to assess <strong>sales capability and competency gaps</strong> across markets and roles.<br>Design comprehensive <strong>sales training and enablement programs</strong> to accelerate sales effectiveness, productivity, and consistency across the region.<br>Act as a <strong>trainer and facilitator</strong> for selected programs, while primarily partnering with external professional training partners for scalable delivery.<br>Ensure enablement programs are practical, measurable, and tightly linked to commercial outcomes.</span></li> <li><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif"><strong>Sales Incentive & Commission Design<br></strong>Collaborate with strategic marketing, finance, and commercial leaders to <strong>design, calibrate, and govern sales incentive and commission schemes</strong>.<br>Ensure incentive structures are aligned with regional and country strategies, encourage the right sales behaviors, and reinforce desired outcomes (e.g. growth, mix, key accounts, new products).<br>Provide analytical rigor and governance to ensure plans are competitive, fair, and effective across diverse APAC markets.</span></li> <li><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif"><strong>Salesforce Effectiveness & Commercial Analytics<br></strong>Own regional <strong>Salesforce effectiveness and CRM strategy</strong>, working closely with <a title="http://salesforce.com/" href="http://Salesforce.com" target="_blank" rel="noopener">Salesforce.com</a> and internal stakeholders.<br>Drive adoption, data quality, and usage consistency across markets.</span></li> <li><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif">Translate CRM data into <strong>strategic, actionable insights</strong> for sales teams and leaders, enabling better forecasting, pipeline management, and performance management.<br>Partner with IT, sales operations, and leadership to continuously enhance CRM capabilities and reporting.</span></li> <li><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif"><strong>Regional Key Account Management (Expanded Scope)<br></strong>Lead the regional <strong>Key Account Management (KAM)</strong> agenda across Asia Pacific.<br>Work with country leaders and sales teams to design, develop, and manage <strong>local and regional key account strategies</strong>, engagement models, and governance.<br>Support business development initiatives with regional and multinational customers, ensuring alignment across markets and consistent value propositions.</span></li> </ul> <p> </p> <p><strong>Your Talents</strong></p> <ul> <li style="line-height:107%;font-size:11.0pt;font-family:Aptos, sans-serif">Proven experience as a <strong>senior sales or commercial leader</strong>, with <strong>direct people management responsibility</strong>.</li> <li style="line-height:107%;font-size:11.0pt;font-family:Aptos, sans-serif">Demonstrated experience working with <strong>distributors, hybrid models, and direct sales teams</strong>.</li> <li style="line-height:107%;font-size:11.0pt;font-family:Aptos, sans-serif">Strong <strong>regional experience in Southeast Asia or the broader Asia Pacific region</strong>, with the ability to navigate diverse cultures and market maturity levels.</li> <li style="line-height:107%;font-size:11.0pt;font-family:Aptos, sans-serif">Experience in <strong>commercial excellence, sales enablement, or strategic marketing</strong> is highly desirable.</li> <li style="line-height:107%;font-size:11.0pt;font-family:Aptos, sans-serif">Hands-on experience designing and managing <strong>sales incentive and commission structures</strong>.</li> <li style="line-height:107%;font-size:11.0pt;font-family:Aptos, sans-serif">Familiarity with <a title="http://salesforce.com/" href="http://Salesforce.com" target="_blank" rel="noopener"><strong>Salesforce.com</strong></a> and data-driven sales management.</li> <li style="line-height:107%;font-size:11.0pt;font-family:Aptos, sans-serif">Exposure to or experience working with firms such as <strong>ZS Associates, Simon-Kutcher</strong>, or similar commercial consulting environments is a strong plus.</li> <li><span style="font-size:11.0pt;line-height:107%;font-family:Aptos, sans-serif">Familiarity with sales training frameworks such as PSS, CSS, SPIN, Challenger etc. and Miller Heiman will be a plus.</span></li> </ul><h4><b>Your Benefits</b></h4> <ul> <li>Leave Benefits (Vacation Leave, Sick Leave, Parental Leave, etc.)</li> <li>Birthday Benefits</li> <li>Transport Allowance (if applicable to role)</li> <li>Accessibility to Public Transport</li> <li>Flexible Work Arrangements</li> <li>Group Health Insurances</li> <li>Flexi-Benefit Reimbursement</li> <li>Wellness Programs and Activities</li> <li>Professional Development Opportunities</li> <li>Global Exposure & Business Travel Opportunities (if applicable to role)</li> <li>All other statutory benefits</li> </ul>