Director, Commercial Operation Vision Care APAC
At Alcon, we are driven by the meaningful work we do to help people see brilliantly. We innovate boldly, champion progress, and act with speed as the global leader in eye care. Here, you’ll be recognized for your commitment and contributions and see your career like never before. Together, we go above and beyond to make an impact in the lives of our patients and customers. We foster an inclusive culture and are looking for diverse, talented people to join Alcon.
Job Purpose
In alignment with the Regional Vice President and in close partnership with the Cluster/Country Franchise Heads, the Regional Director of Commercial Operations Vision Care (VC), APAC, drives commercial excellence across APAC by co-shaping go-to-market and facilitating its best-in-class execution, strengthening sales and Key Account capabilities, leading regional pricing strategy, and aligning Professional Education priorities to improve business performance and customer/ECP impact.
Major Accountabilities
Regional Commercial Responsibilities (70% of Regional Director Commercial Operations time)
- Co-Shape Sales Vision & Strategy & GTM for APAC VC Sales Organizations (e.g., Sr. Business Development Manager (BDM), BDMs, PSMs, Inside Sales, etc) to drive profitable sales growth jointly with Regional and International Leadership Team
- Provide guidance to countries on how to build the most efficient sales forces (Segmentation, Structure, Size, KPIs, Incentivization etc) for all field force organizations taking into account specifics of countries. Develop & implement Best Practices
- Overseethe regionalInside Sales Team and support CFHs in setting them up for success, including organizational setup, tools, technology, execution KPIs, and training.
- Manage Regional key account and definethestrategy to elevateKey Account management in the region by providing a framework, guidance and support to KAMs and managing relationships with regional Key Accounts.
- Build Head of Sales and Head of Key Accounts communities across the region to leverage and share best practices.
- VC APAC SPOC for main APAC Commercial Processes for Commercial Excellence related topics (Incentives, Salesforce / KPIs, etc), International Pricing team, Finance for Com.ops topics to support QBR and TGT
Regional PricingResponsibilities (20% ofRegional Director Commercial Operations time)
Under the responsibility of the Pricing Head:
- Lead the pricing strategy for APAC across the full VC portfolio, in coordination with the International Pricing team, and ensure compliance across all APAC countries.
- Define the framework for promotional activities in the region and coordinate approvals with the International Pricing team when needed.
Regional APAC Professional Education (10% of Regional Director Commercial Operations time)
Under the APAC Professional Education responsibility, lead regional Professional Education priorities and coordinate with Professional Education Managers across countries.
Collaboration
Ensure close collaboration with all relevant internal stakeholders including Country Franchise Head, Head of Finance, Head of Sales, Head of Key Accounts, Finance, Commercial Excellence regional or international, Pricing, IMG (international marketing group), Commercial Operations.
Key Performance Indicators
- Country/Cluster Franchise Heads’ feedback on the level of partnership and support.
- Financial and business results, including absolute sales growth, sales growth by role, top Key Account growth, gross-to-net, pricing, and profitability.
- Sales team execution KPIs.
Job Requirement
Education: University degree or advanced degree in business, marketing, and/or economics.
Languages: Fluency in English; other Asian languages are a plus.
Experience:
- Proven track-record of Commercial leadership in Sales and/or Key Account Management, with minimum 15+ years of experience, inclusive of a minimum 3 years of Head of Sales or Head of Key accounts position
- Multi country experience or APAC region experience is a plus.
- Proven ability to influence non-direct teams and manage teams with diverse backgrounds across a dispersed and matrixed organization.
- Expertise in Channel Management (Retail, KAM, etc…)
- Ideally, Commercial Experience in the field in sales and key accounts)
Competency/ Technical Skills:
- Strong results orientation, and willingness to have extensive involvement in Region/Affiliate strategic Business operations
- Excellent financial skills business risk evaluation, and P&L management
- Ability to collaborate successfully and build relationships internally and externally
- Leader and team-builder with a passion for working across country and customer stakeholders
Location: Preference is to be based in Singapore.
Alcon internal applications, we are open to consider other locations in APAC from key markets
We champion equality, giving back to the community and wellbeing by embracing initiatives that educate and inspire our associates to their best self.
Why join Alcon?
- Join a global leader with a rich history of innovation and excellence in eye care.
- Be part of a collaborative and supportive team culture that values diversity and inclusion.
- Enjoy a competitive compensation package and opportunities for career advancement.
- Make a meaningful difference in the lives of patients worldwide by contributing to cutting-edge advancements in eye health.
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