Senior Director, Commercial Operations Excellence

Primary Purpose and Overall Objective of the Job

The Commercial Excellence Director leads the unified end to end process for the Commercial Excellence organization (incl. Distribution Channel Management ) in China to drive best‑in‑class commercial execution, strengthen distributor performance, enhance customer management & pricing excellence, accelerate digital & operational enablers, ensuring consistent, predictable and efficient business growth across Clinical & Industrial markets in both direct & indirect channels.

 Main Accountabilities 

• Lead the newly integrated Commercial Excellence & Distribution Channel Management department:

Drive the strategic and operational consolidation of Commercial Performance and DCM teams into one unified structure (incl. Hybiome activities) covering Clinical & Industry and Direct & Indirect markets. Ensure clear governance, harmonized ways of working, and full alignment with China 2.0 and GO28 priorities.

• Strengthen distributor performance and risk management across Greater China:

Define and implement the distribution management model that optimizes portfolio governance, purchasing group management, VBP‑related activities, distributor segmentation, capability building, and performance monitoring to maximize market coverage and mitigate operational risks.

• Deploy and reinforce Commercial Excellence best practices across sales, marketing and customer service:

Champion the adoption of account management methodologies, sales fundamentals, funnel management, commercial academies, and other capabilities frameworks. Ensure consistent execution of best practices by local teams and support continuous competency development including the distributors.

• Drive the implementation, adoption and performance impact of Customer Management 360 (CRM360):

Ensure effective use of CRM tools, dashboards, and opportunity management processes to enhance business predictability, customer insights, and decision‑making. Leverage CRM360 to harmonize customer management for direct and indirect channels.

• Ensure Commercial Process Excellence in alignment with global standards:

Secure the consistent implementation of pricing guardrails in collaboration with Marketing, CPQ processes, contract governance (sales & service), and tender best practices. Provide business insights using pricing analytics and ensure full compliance and transparency across distributors and internal teams. Build strong Customer Data Quality Management execution.

• Expand commercial reach through digital solutions and online business enablers:

Drive the adoption of digital commerce platforms (BMX+, Showpad, Marketo) and online solutions that enhance customer experience, streamline workflows, and increase commercial efficiency. Promote data‑driven decision‑making and support China’s transition toward a more agile, scalable multichannel commercial model leveraging distributors capabilities.

Typical Studies-Experience, Skills and Qualifications :

Studies-Experience :

• At least 10 years of experience in leadership positions in customer facing or commercial operations (Sales, Marketing) or related experience in other fields managing operations with strong influence.

• Project management experience implementing medium/large projects, emphasis in implementation an adoption of new methodologies.

• Working experience mastering CRM, preferably salesforce.com will be an advantage, BI solutions, analytics.

• Master’s degree level in business related fields.

Skills and qualifications:

• Ability to communicate in an autonomous in international and multicultural environments.

• Demonstrate ability to lead by influence, negotiation skills and capacity to drive a multidisciplinary team without hierarchical reporting.

• Excellent strategic and analytical thinking and the ability to transform ideas and plans in actionable activities to drive positive business impact.

• Building trust and collaboration skills with long-term working relationships with different areas of the company.