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., 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 yearsexperience 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.