Head of Sales Operation BA IAPAC

Head of Sales Operation BA IAPAC

Job Description

Sales Performance Management

• Monitor customer engagement KPIs (e.g., visit reports) and ensure transparency on target achievement
• Drive CRM discipline and data quality (opportunity tracking, pipeline hygiene)
• Track pipeline performance (conversion rates, funnel quality) and drive discipline
• Monitor order intake performance and initiate structured review cycles
• Establish and run regular performance review meetings (pipeline, OI, KPIs)
• Maintain Power BI dashboards as single source of truth for leadership reporting

Growth Drivers & Strategic Focus

• Monitor execution of key growth drivers across APAC markets
• Track distributor and key account performance and target achievement
• Translate strategic initiatives into measurable KPIs and action plans
• Ensure visibility of market progress and deviations from targets

Commercial Support & Enablement

• Manage multi-tier distributor and key account management programs across APAC
• Design and administer rebate, incentive, and bonus programs
• Support operational pricing in alignment with business frameworks
• Participate in key distributor meetings, conventions, and reviews

Customer Management & Governance

• Manage customer authorization frameworks
• Coordinate customer communication and commercial notifications
• Handle and coordinate commercial claims
• Support customer escalations in collaboration with sales teams

Systems & Data Management

• Own and optimize core sales systems landscape:
• SAP S/4HANA
• Salesforce
• Microsoft Dynamics / Power BI
• Develop and maintain centralized dashboards for all core business metrics
• Ensure data consistency and reporting standards across markets -Administration of contracts and agreements with customers

Qualifications

• Minimum Bachelor degree in SCM, Business, Economics or Operations Advanced understanding of sales processes and commercial performance management

• Strong knowledge of CRM systems and data analytics tools

• Understanding of key account and partner business models in industrial B2B

• Significant experience in sales operations, sales management, or commercial excellence roles

• Proven track record in performance management and KPI-driven environments

• Experience working in regional / international organizations

• Leadership experience in cross-functional and cross-cultural environments

• Min. 3 years Intercultural sensitivity is a must

• Additional Information