Commercial Operations Lead

Role 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.

2. 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

3. 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

4. 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

5. 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.

6. 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.

Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment-related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications.