Commercial Excellence and SI&A Manager, PH & ID

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Job Function:
Sales Enablement
Job Sub Function:
Sales Strategy
Job Category:
People Leader
All Job Posting Locations:
Taguig, National Capital Region (Manila), Philippines
Job Description:
Role purpose
Lead the Commercial Excellence function for Indonesia & Philippines, ensuring disciplined commercial operations while accelerating the shift from reporting what happened to identifying what is likely to happen and recommending what the business should do next. The role will partner with commercial leaders to convert external market signals, competitive intelligence and internal data into clear choices that improve growth, field productivity and execution quality.
What success looks like
· Commercial leaders use trusted dashboards and decision-ready insights as part of routine business reviews and planning.
· Indonesia and Philippines maintain reliable sales, customer, product, territory and activity data, with clear ownership and controls.
· SFE, incentives, segmentation, targeting and territory decisions are consistent, compliant and linked to business priorities.
· The analytics agenda progresses from descriptive to diagnostic, predictive and prescriptive use cases with measurable adoption.
· The distributor operates as an effective data partner, with agreed standards, timely submissions and transparent issue resolution.
· The local Commercial Excellence team is focused, capable and increasingly automated rather than trapped in manual reporting.
Key responsibilities1. Commercial Excellence leadership and business partnering
· Own the Commercial Excellence agenda for Indonesia and Philippines, translating SEA priorities and market needs into a practical roadmap, governance cadence and execution plan.
· Act as a strategic thought partner to market and business unit leaders, bringing an independent, evidence-based perspective to growth choices, resource allocation and performance interventions.
· Lead, coach and prioritize the work of direct reports; build capability in analytics, commercial operations, stakeholder management and business storytelling.
· Create strong cross-market ways of working while recognizing differences in customer models, distributor arrangements and data maturity.
2. Business intelligence, advanced analytics and decision support
· Own the end-to-end BI roadmap for Thailand and Vietnam, including data requirements, model design, dashboard development, adoption and continuous improvement.
· Develop and maintain executive-ready Power BI dashboards that integrate internal sales, CRM, customer, product, territory, incentive and activity data with relevant external market and competitor information.
· Move beyond descriptive reporting by applying diagnostic analysis to explain performance drivers, predictive methods to anticipate outcomes, and prescriptive approaches to recommend actions.
· Frame ambiguous commercial questions, test hypotheses, quantify opportunities and risks, and translate analysis into clear choices for non-technical stakeholders.
· Build repeatable analytics for use cases such as demand and performance forecasting, account opportunity prioritization, territory optimization, incentive effectiveness, tender or pipeline intelligence, and next-best-action, where data readiness supports them.
· Establish transparent assumptions, confidence ranges and model monitoring; avoid false precision and clearly communicate limitations.
3. Sales force effectiveness and commercial operations
· Design and govern sales force deployment, territory alignment, segmentation and targeting based on business potential and SEA SFE guidance.
· Define and monitor SFE KPIs, link customer potential, commercial activity and results, and facilitate regular performance and productivity reviews with commercial teams.
· Lead annual and in-year target setting support, incentive scheme design, modelling, budgeting, calculation governance and performance tracking in line with approved guidance and the Code of Conduct.
· Own CRM governance and adoption, including data standards, role or territory mapping, customer classification, user enablement and actionable reporting.
· Partner with Marketing and Sales leadership on onboarding, CRM, KPI and SFE capability building.
4. Data governance, distributor partnership and automation
· Establish clear ownership, definitions and quality controls for customer, product, sales, territory and hierarchy master data across Indonesia and Philippines.
· Partner closely with the distributor to align data specifications, submission timelines, reconciliation routines and issue-resolution mechanisms; drive shared accountability for clean, complete and decision-useful data.
· Lead root-cause resolution of recurring data issues rather than relying on downstream manual corrections.
· Automate recurring data preparation, reconciliation and reporting workflows using appropriate governed tools, reducing manual effort and increasing reliability, auditability and scalability.
· Maintain documentation, version control and traceability for key datasets, calculations, dashboards and models.
5. External market, competition and strategic insight
· Create a structured approach to monitoring market trends, competitors, customer dynamics, technology adoption and other signals relevant to strategic and commercial decisions.
· Synthesize primary and secondary research with internal evidence to identify growth pockets, risks, white-space opportunities and changes in competitive position.
· Partner with regional SI&A and cross-functional stakeholders on forecasts, market assessments, business planning and strategy projects.
· Present focused recommendations to leadership, separating facts, assumptions and implications.
6. Governance and cross-functional execution
· Ensure commercial processes, analytics and incentive operations follow relevant policies, approval requirements and audit standards.
· Collaborate with Commercial, Marketing, Finance, HR, IT, Supply Chain and SEA Commercial Excellence to resolve dependencies and deliver integrated solutions.
· Prioritize work based on business value, risk and feasibility; manage trade-offs transparently in a fast-paced environment.
Key deliverables and indicators of impact
RESULT AREA
ILLUSTRATIVE INDICATORS
Commercial partnership
Quality and adoption of insights in business planning and reviews; stakeholder decisions influenced by analysis
BI and analytics
Trusted Power BI products; adoption and usage; movement of priority use cases toward predictive and prescriptive outputs
SFE and incentives
Timely, accurate and compliant target, KPI, territory and incentive processes; clear remedial actions from performance reviews
Data quality
Improved completeness, accuracy, consistency and timeliness of distributor and internal data; reduction in recurring reconciliation issues
Efficiency
Reduced manual reporting effort, shorter cycle times and stronger process documentation and control
People leadership
Clear priorities, strong delivery discipline, capability growth and effective succession or coverage within the team
Qualifications and experience
· Bachelor's degree in Business, Economics, Finance, Statistics, Data Science, Computer Science, Engineering or a related discipline; a relevant postgraduate degree is an advantage.
· M