Head of Commercial Operations, JPAC

Commercial Excellence (Process, System, People)

• Design and develop Commercial Excellence strategy including roll-out of customer PST, common structures, policies, processes, key sales metrics, and reporting methods.

• Lead initiatives such as Launch Excellence, Sales Force Effectiveness, Customer Excellence, and Performance Management.

• Establish consistent execution levels at local markets aligned with regional brand strategies.

• Drive buy-in and resource commitment from stakeholders to achieve Sales Excellence goals.

• Lead Sales Force Effectiveness programs: Market/Customer Segmentation & Targeting, Pharmacy and Medical Detailing, Sales Force Design (Structure, Size & Resource Allocation), Territory Alignment, and KAM.

• Oversee training and coaching of the Sales Force with consistent formats to enhance commercial outcomes.

• Manage Sales Incentive Design & Governance and Sales Automation (Veeva CRM/CLM).

• Establish KPIs, metrics, and scorecards for sales performance.

• Facilitate best practice sharing across the region.

• Lead JPAC operational rhythm including Annual Brand Plan process (Global, Regional, Local) and JPAC Annual Sales Operation Planning process with clearly defined SFE levers and milestone implementation.

Commercial Data Governance & Market Insights

• Market Share Monitoring: Establish monthly trackers across all Business Units (Dermatological Skincare, Therapeutic Dermatology, Injectable Aesthetic) for GMS and JPAC leaders. For example. eCommerce Bright Data Dashboards, MADASH 2.0 and Faime Data Tracking.

• Professional Endorsement & Presence: Strengthen pharmacist engagement through education videos; reinforce in-store presence with quarterly pricing data collection and share-back. Ensure robust KPI tracking via applications (e.g., S-AVR and CARS) and lead interventions for fast results.

• Therapeutic & Acne Strategy: Drive acne share gain via One Acne Portfolio, and CTMP activation; expand Rosacea with HCP training, patient education, GAIA platform insights.

• Reinforce segmentation & targeting (AI profiling), market sizing for new launches.

• Execute pricing fundamentals, net price analyses, and commercial policy support; strengthen doctor/pharmacist engagement via internships and mentorship.

• Build sales & marketing capability through onboarding, mentorship, and cross-functional knowledge transfer

• Ensure governance with monthly market share trackers and integrated reporting systems.

Professional Market Strategy & Planning

• Leads and develops the toolboxes & capabilities required to drive success across Derma-cosmetic, Injectable Aesthetics and Acne OTC Professional Market Strategy & Planning Commercial Excellence to enable sales and marketing to deliver company sales targets, market shares & profitable growth goals.

• Lead design, deployment, and execution of Professional Selling plans based on JPAC’s objectives. Responsible for delivering company strategy, go-to-market model, and practical toolboxes for targeted channels. Includes working across regional top priority markets and brands to build capability and equip sales teams with the right framework and tools to win recommendations in pharmacy and with physicians.

• Enable strategic selling to external customers, driving best-in-class capabilities and tools to increase awareness of brand performance claims and scientific claims to secure proactive endorsement of core professional messages to shoppers and patients.

• Identify and share best practices from industry and in-market executions. Develop partnerships with countries to identify gaps, build actionable recommendations, and improve Commercial Operations.

• Accountable for ensuring sufficiency of training & development for company sales organizations. Partner with global Commercial Operation leaders and countries to ensure sales teams have the required capabilities to deliver outstanding success according to customer needs. Ensure effective training skills of in-market Sales Leaders or Capability Champions. Lead in-market testing of global/regional capability initiatives and support local execution where required.

• Lead design, deployment, and execution of Professional Selling plans based on JPAC’s objectives.

• Equip sales teams with frameworks and tools to win recommendations in pharmacy and with physicians.

• Drive strategic selling to external customers, increasing awareness of brand performance and scientific claims.

• Develop partnerships with countries to identify gaps, build actionable recommendations, and improve Commercial Operations.

Capability Building & Training

• Ensure sufficiency of training and development for sales organizations across JPAC.

• Partner with global Commercial Excellence leaders to align capability initiatives.

• Lead in-market testing of global/regional initiatives and support local execution.

• Build mastery in sales competencies from basic to advanced skills (IMPACT selling, strategic selling, negotiation, JBP, Balanced Scorecard).

• Establish sustainable training networks across global regions and markets.

• Lead the JPAC Sales Academy to build regional sales mastery, capability champions, and sustainable talent pipelines.

Strategic Partnerships & Category Development

• Develop category value creation models, portfolio initiatives, and share growth plans.

• Align and lock strong customer Joint Business Plans (JBP/eJBP).

• Partner with RBU Heads to co-lead regional IDS projects (e.g., Skin Awareness Month).

• Ensure relevant trade selling investments and validate country SOPs on Trade Management.

Other Responsibilities

• Support the JPAC Regional Head in leading the Annual JPAC Leadership Conference.

Job Qualifications/ Skills Needed Professional Experience

• 10+ years of experience in Rx, Ax, OTC, or pharmaceutical sales leading teams with focus on healthcare products.

• Proven success in Sales Force Effectiveness, Sales Training, and Commercial Excellence.

• Direct experience in sales, sales management, or Business Unit Management within the pharmaceutical industry is required.

• Regional-level experience preferred.

Knowledge, Skills, and Expertise

• Expertise in Sales (Rx, Ax, and OTC), strategic planning, product life cycle management, analysis, and interpretation of market and sales data.

• Strong leadership skills to inspire and motivate across culturally diverse contexts.

• High energy, resilience, and ability to manage complex external environments.

• Knowledge of Veeva CRM, detailing, shopper-based design, physiology, and pharmacology across multiple categories.

• Mastery of local ethics and codes of practice.

• Demonstrated learning agility to adapt quickly to new markets, tools, and business challenges.

• Proven diligence in execution, ensuring accuracy, compliance, and follow-through on strategic initiatives.

Core Competencies

• Strategic, analytical, and systemic vision.

• Customer focus and ability to build strategic partnerships.

• Results orientation with drive to surpass goals.

• Flexibility, creativity, and positive attitude.

• Strong self-management, organizational, and process skills.

• Team building and business acumen.

• Collaboration and communication skills across multi-functional teams and markets.

• Proven project management and vendor/agency management experience.

• Leading Change – ability to drive transformation and adoption across diverse markets and teams.

• Strong Leadership – ability to set vision, energize teams, and deliver sustainable performance.