About the Company:

DKSH’s purpose is to enrich people’s lives. For 160 years, we have been marketing, selling, and distributing high-quality products and brands for multinational and Fortune 500 companies. Through our Business Units Consumer Goods, Healthcare, Performance Materials, and Technology, we deliver sustainable growth for our partners. We contribute to improving the quality of life for our employees and people in the local communities in which we operate. Headquartered in Switzerland, DKSH is publicly listed and operates in 36 markets across Asia Pacific, Europe, and North America. We employ over 28,000 specialists and produced net sales of CHF 11.1 billion in 2024.

About the Role:

As the Associate Director, Commercial Excellence Business Partner for Own Brands, you will play a critical role in driving sales force effectiveness (SFE), productivity, and commercial excellence initiatives across DKSH’s APAC markets.

You will act as a strategic partner to regional and local teams, enabling data-driven decision-making, optimizing go-to-market models, and ensuring aligned execution of commercial excellence frameworks.

What You’ll Be Doing:

ComEx Business Partner:

• Be the partner / POC for other Regional functions (CRM Lead, T&D, Market Research, etc) in supporting the effective implementation or monitoring of key initiatives across respective markets.

• Support creation of committees / task forces to capture feedback from markets in co-creation or development of key regional initiatives.
• Develop and conduct annual health check in respective markets around Collaborate with region, countries cross-functional stakeholders and broader group to define CommEx goal, roadmap and ensure successful implementation.
• Ensure HEC policies, governance and tools are fit for purpose, localized and effectively implemented across markets across SFE areas and others.

Customer Segmentation and Targeting:

• Develop and refine customer segmentation and targeting models based on key criteria (e.g., revenue potential, product adoption, industry) for Medical as well as Pharmacy / OTC channels.
• Establish clear targeting strategies and guidelines to prioritize customer engagement.
• Design and implement effective go-to-market models tailored to different customer segments and market dynamics.
• Provide guidance and support markets on the process, ensuring consistency and alignment with the framework.
• Analyze customer data to identify trends and opportunities for improvement.
• Collaborate with SFE market lead to optimize customer segmentation and targeting processes and workflows.
• Evaluate and improve sales coverage models to maximize market penetration.

Field Force Sizing & Optimization:

• Develop a robust field force sizing methodology based on market potential, go-to-market design, field force workload, and business strategy.
• Provide guidance on field force structure, territory alignment, and resource allocation to ensure field force sizing aligns with strategic objectives.
• Analyze sales performance data to identify areas for resource optimization and efficiency gains.
• Leverage MCQ channel performance map to optimize F2F + digital channels mix in the GTM optimization.

Territory Alignment:

• Standardized territory alignment process and methodology with including internal and external factors such as
  • Opportunity distribution and potential.
  • Field force workload and service requirements.
  • Travel time and geographic considerations.
  • Territory size and density.
• Provide guidance and support markets on the territory alignment process, ensuring consistency and alignment with the framework.
• Ensure territories are balanced to optimize sales rep productivity and customer coverage.
• Develop and maintain reporting on territory alignment effectiveness at regional level.

Sales Performance Analysis and Reporting:

• Collaborate with SFE market lead to consolidate sales performance data into a regional datahub.
• Develop and generate comprehensive sales performance analysis reports, identifying key trends, opportunities, risks, and areas for improvement.
• Develop and maintain key performance indicators (KPIs) and dashboards to track sales effectiveness on quantity, targeting and quality (QTQ).
• Prepare regular reports and presentations for senior management, providing insights and recommendations based on data analysis.

Leadership Responsibilities

• Contribute to regional ComEx vision and strategic roadmap
• Partner with cross-functional stakeholders across markets
• Drive capability building through training and workshops
• Foster knowledge sharing across the APAC ComEx community
• Operate effectively in a matrix and multicultural environment

What We’re Looking For:

• At least 8 - 10 years of sales operations / sales team management experience in Sales Force Effectively (SFE)/ ComEx within pharmaceutical sector.
• Experience at the commercial management level (sales and / or marketing) is highly recommended.
• Proven track record of delivering SFE initiatives at scale in mid – large size organizations and / or in relevant markets.
• Good understanding of local healthcare environment, regulations and market access.
• Regional experience is an advantage.

Why Join Us:

This role offers the opportunity to:

• Lead commercial transformation across APAC markets
• Work in a dynamic, multicultural environment
• Make meaningful impact in healthcare delivery
• Be part of a purpose-driven organization

Apply Now:

Share your CV to explore how you can contribute to DKSH Healthcare’s next phase of growth.

We welcome applicants from all backgrounds and assess based on skills, experience, and potential. If you need any adjustments during the recruitment process, please let us know.

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