Job Description

POSITION SUMMARY

Comercial Operations Lead serves as the operational backbone of the commercial organization—owning forecasting and S&OP cadence, enabling sales excellence, optimizing trade and channel performance, orchestrating O2C/P2P processes, and driving data-informed decisions. This role partners closely with Business Unit, Finance, Supply, Regulatory/Quality, and Regional COE teams to deliver sustainable growth and exceptional customer experience.

POSITION RESPONSIBILITIES

1. Lead commercial operation team and execution

· Lead commercial operation team to deliver key KPI’s

o Distribution management,

o Order to cash and Procure to pay

o Field force effectiveness

o Data analysis

o Other Marketing support

· Own demand planning inputs and S&OP alignment with supply team.

· Cross-functional team projects/regional project implementation in Indonesia.

1. Supervise Sales Excellence and Channel Enablement activities

· Design and govern sales processes, territory design, coverage models, and call planning.

· Manage incentive compensation design and administration; define KPIs and dashboards for field force productivity.

· Drive distributor and key account operations (pricing execution, rebates, claims, returns, credit notes) in line with policies

1. Distributor Management

· Partner with Business Unit Lead to manage deliverables of Zoetis distributor, especially on operational performance such as onboarding, contract and trade term execution, compliance with pricing, inventory, and reporting obligations.

· Establish a distributor scorecard (sell-in/sell-out, inventory health/aging, geographic coverage, claims cycle time, data quality).

· Improve sell-out visibility and data integrity; align on demand signals, MOQ/lead-time parameters, and joint business planning.

· Drive reduction in channel leakage, expired stock risk, and unauthorized discounting through controls and periodic reviews

1. Supervise order to cash and procure to pay management

· Own end-to-end O2C governance across order capture, pricing validation, credit checks, allocation, delivery fulfillment, invoicing, and collections in alignment with Finance and Supply Chain.

· Monitor service levels, backorders, DSO, and dispute resolution; drive root-cause fixes for order blocks, invoice errors, and returns.

· Standardize order intake channels and SLAs; implement controls for promotional eligibility, rebate application, and credit/debit note issuance.

· Lead continuous improvement to shorten order cycle times and improve perfect order rate

· Govern P2P for commercial spend (trade, marketing, events, services) including PR/PO creation, vendor onboarding, and GR/IR alignment in partnership with Finance/Procurement.

· Streamline timelines from requisition to payment

1. Supervise data, analytics and reporting

· Build and maintain commercial dashboards (sell-in/sell-out, market share proxies, inventory health, channel mix, promo ROI).

· Partner with IT/Regional COE on CRM, BI, and master data quality; champion data integrity and standardization.

1. Supervise Marketing Support

· Operationalize marketing programs and campaigns: sampling governance, congress/events operations, PAHP engagement compliance, and asset/logistics management.

EXPERIENCE AND SKILL REQUIREMENTS:

• Bachelor’s degree in Business, Finance, Supply Chain, or a related field. MBA or other advanced degree preferred.
• 5 to 7+ years of experience in Commercial Operations, Revenue Management, or Sales Operations within pharmaceutical, animal health, medical device, FMCG, or other regulated industries.
• Demonstrated expertise in Order-to-Cash (O2C) and Procure-to-Pay (P2P) governance, demand planning and S&OP, sales incentive programs, pricing and trade governance, and distributor/channel management.
• Proven people leadership experience with the ability to lead and develop high-performing teams. Experience working in a matrixed regional environment is an advantage.

Full time

Regular

Colleague

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