Commercial Excellence & Strategic Insights and Analytics Manager, MedTech Thailand & Vietnam

Role purpose

Lead the Commercial Excellence function for Thailand and Vietnam, ensuring disciplined commercial operations while accelerating the shift from reporting what happened to identifying what is likely to happen and recommending what the business should do next. The role will partner with commercial leaders to convert external market signals, competitive intelligence and internal data into clear choices that improve growth, field productivity and execution quality.

What success looks like

• Commercial leaders use trusted dashboards and decision-ready insights as part of routine business reviews and planning.
• Thailand and Vietnam maintain reliable sales, customer, product, territory and activity data, with clear ownership and controls.
• SFE, incentives, segmentation, targeting and territory decisions are consistent, compliant and linked to business priorities.
• The analytics agenda progresses from descriptive to diagnostic, predictive and prescriptive use cases with measurable adoption.
• The distributor operates as an effective data partner, with agreed standards, timely submissions and transparent issue resolution.
• The local Commercial Excellence team is focused, capable and increasingly automated rather than trapped in manual reporting.

Key responsibilities

1. Commercial Excellence leadership and business partnering

• Own the Commercial Excellence agenda for Thailand and Vietnam, translating SEA priorities and market needs into a practical roadmap, governance cadence and execution plan.
• Act as a strategic thought partner to market and business unit leaders, bringing an independent, evidence-based perspective to growth choices, resource allocation and performance interventions.
• Lead, coach and prioritize the work of direct reports; build capability in analytics, commercial operations, stakeholder management and business storytelling.
• Create strong cross-market ways of working while recognizing differences in customer models, distributor arrangements and data maturity.

2. Business intelligence, advanced analytics and decision support

• Own the end-to-end BI roadmap for Thailand and Vietnam, including data requirements, model design, dashboard development, adoption and continuous improvement.
• Develop and maintain executive-ready Power BI dashboards that integrate internal sales, CRM, customer, product, territory, incentive and activity data with relevant external market and competitor information.
• Move beyond descriptive reporting by applying diagnostic analysis to explain performance drivers, predictive methods to anticipate outcomes, and prescriptive approaches to recommend actions.
• Frame ambiguous commercial questions, test hypotheses, quantify opportunities and risks, and translate analysis into clear choices for non-technical stakeholders.
• Build repeatable analytics for use cases such as demand and performance forecasting, account opportunity prioritization, territory optimization, incentive effectiveness, tender or pipeline intelligence, and next-best-action, where data readiness supports them.
• Establish transparent assumptions, confidence ranges and model monitoring; avoid false precision and clearly communicate limitations.

3. Sales force effectiveness and commercial operations

• Design and govern sales force deployment, territory alignment, segmentation and targeting based on business potential and SEA SFE guidance.
• Define and monitor SFE KPIs, link customer potential, commercial activity and results, and facilitate regular performance and productivity reviews with commercial teams.
• Lead annual and in-year target setting support, incentive scheme design, modelling, budgeting, calculation governance and performance tracking in line with approved guidance and the Code of Conduct.
• Own CRM governance and adoption, including data standards, role or territory mapping, customer classification, user enablement and actionable reporting.
• Partner with Marketing and Sales leadership on onboarding, CRM, KPI and SFE capability building.

4. Data governance, distributor partnership and automation

• Establish clear ownership, definitions and quality controls for customer, product, sales, territory and hierarchy master data across Thailand and Vietnam.
• Partner closely with the distributor to align data specifications, submission timelines, reconciliation routines and issue-resolution mechanisms; drive shared accountability for clean, complete and decision-useful data.
• Lead root-cause resolution of recurring data issues rather than relying on downstream manual corrections.
• Automate recurring data preparation, reconciliation and reporting workflows using appropriate governed tools, reducing manual effort and increasing reliability, auditability and scalability.
• Maintain documentation, version control and traceability for key datasets, calculations, dashboards and models.

5. External market, competition and strategic insight

• Create a structured approach to monitoring market trends, competitors, customer dynamics, technology adoption