Associate Director, Sales Operations – APAC

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales Strategy Execution & Commercial Planning

• Translate APAC commercial strategy into prioritized regional execution plans with clear accountabilities, milestones, and measures of success. Establish and lead the APAC Sales Operations operating model, defining regional standards, governance, decision rights, and performance expectations while enabling effective execution by country and cluster teams.
• Partner with Sales, Marketing, Finance, and Commercial Excellence teams to develop annual sales plans and go-to-market strategies.
• Drive sales planning processes including targeting, segmentation, account prioritization, and resource allocation.
• Lead the sales operations contribution to business reviews by converting performance data into actionable insights, recommendations, and clearly assigned interventions.
• Establish sales operating rhythms, governance processes, and performance management frameworks.

Sales Force Effectiveness

• Lead the design and implementation of sales force effectiveness initiatives.
• Monitor and improve sales productivity, customer coverage, call effectiveness, and pipeline conversion.
• Establish a consistent APAC sales performance framework, including common definitions, KPIs, scorecards, and review standards.
• Identify opportunities to improve execution efficiency across the sales organization.
• Drive continuous improvement initiatives that enhance commercial performance.

Territory & Quota Management

• Govern territory design, alignment, optimization, and deployment to improve customer coverage, workload balance, and resource productivity.
• Establish quota-setting methodologies that align with business objectives.
• Assess territory workload, customer potential, and resource allocation.
• Evaluate and recommend organisational changes to improve market coverage and growth opportunities.

Sales Incentive Design & Governance

• Lead the design and governance of sales incentive compensation programmes, with Finance and HR partnership and clearly defined approval accountabilities.
• Ensure incentive plans drive desired commercial behaviors and strategic priorities.
• Manage incentive calculations, governance, reporting, and annual plan reviews.
• Evaluate effectiveness of incentive programmes and recommend enhancements
• Partner with Finance and HR to ensure compliance and governance standards.

CRM & Commercial Systems Excellence

• Own regional CRM adoption, governance, commercial data quality, and user effectiveness, while defining the respective accountabilities of APAC, country, Digital, and IT teams.
• Partner with Digital and IT teams to optimize sales technology platforms.
• Implement tools that improve sales execution, forecasting accuracy, and customer engagement.
• Drive standardization of commercial processes within CRM platforms.
• Develop and lead change management plans for major sales operations initiatives, including stakeholder engagement, communications, capability building, adoption measurement, and reinforcement.

Sales Pipeline Management & Forecasting

• Analyze pipeline health, conversion trends, risks, and opportunities.
• Establish disciplined sales forecasting methodologies and governance.
• Drive monthly, quarterly, and annual sales forecasting processes.
• Provide leadership with a transparent commercial outlook, documented assumptions, performance risks, opportunities, and recommended corrective actions.
• Identify early warning indicators and corrective actions.

Commercial Analytics & Performance Insights

• Establish a consistent APAC commercial performance framework with common data definitions, KPIs, dashboards, and review standards.
• Translate commercial and customer data into clear insights, recommendations, and prioritized actions for regional and country leadership.
• Identify performance drivers, market opportunities, execution gaps, and emerging risks, and monitor agreed interventions through to closure.
• Partner with Finance, Digital, IT, and Data Analytics to improve data accessibility, quality, and confidence across APAC.

Cross-Functional Leadership

• Collaborate closely with Marketing, Finance, HR, Customer Experience, Supply Chain, IT, and Data Analytics teams.
• Lead commercial transformation and operational excellence initiatives.
• Ensure alignment between strategic objectives and operational execution.
• Act as the primary liaison between sales leadership and supporting functions.

Team Leadership & Capability Development

• Build and develop a high-performing APAC Sales Operations organization, including direct reports and the wider country and cluster functional network.
• Coach and mentor team members while strengthening operational capabilities.
• Promote a data-driven and customer-focused culture.
• Drive succession planning, talent development, and employee engagement.

JOB REQUIREMENTS

Education

• Bachelor's degree in business, Commerce, Finance, Economics, Analytics, Healthcare, or related discipline.
• MBA or advanced business qualification preferred.