Purpose of the Job
The Regional Head of Sales Operations - APAC plays a pivotal role in the company’s commercial success across the Asia-Pacific region. This leadership position is tasked with steering sales operational excellence, fostering customer-centric initiatives, and aligning regional activities with global strategic imperatives. By integrating data-driven insights and cross-functional collaboration, this role drives sustainable revenue growth, enhances profitability, and elevates overall customer experience within diverse and dynamic markets.
Job Description
Strategic Leadership & Commercial Transformation
You will spearhead the regional deployment of the global commercial excellence strategy, ensuring that all initiatives are not only aligned with overarching corporate goals but also finely tuned to the nuanced demands of APAC markets. This entails crafting and executing comprehensive commercial frameworks encompassing pricing structures, market segmentation, and go-to-market approaches tailored to diverse customer needs and competitive landscapes.
Sales Enablement & CRM Optimization
A key responsibility is championing the adoption and enhancement of Salesforce.com across the region. This includes overseeing data quality, driving user engagement through targeted training and support, and leveraging CRM analytics to translate data into clear, actionable business insights. You will develop and roll out innovative sales enablement programs such as playbooks, workshops, and coaching sessions designed to increase sales effectiveness and pipeline health.
Performance Management & Analytics
Establishing a robust framework for monitoring key performance indicators is fundamental to this role. You will analyze detailed sales metrics related to productivity, customer acquisition, retention rates, and revenue trends, delivering insightful reports to executive leadership. Utilizing advanced data visualization tools like Power BI and Tableau, you will provide strategic recommendations that inform decision-making and drive business improvements.
Pricing & Revenue Management
You will collaborate closely with pricing analysts, finance, and business development teams to formulate competitive and profitable pricing strategies that maximize EBIT. Managing the regional Request for Quotation (RFQ) process, you will ensure all commercial proposals are aligned with customer requirements while maintaining company margins. Additionally, you will lead complex negotiations for strategic accounts, adjusting pricing frameworks as market conditions evolve.
Cross-Functional Collaboration & Change Leadership
Serving as a vital link between global commercial excellence initiatives and local market teams, you will foster seamless communication and consistent execution across functions. Partnering with Human Resources, Finance, and Operations teams, you will champion capability-building programs and operational process enhancements. Leading organizational change, you will embed a continuous improvement mindset and cultivate a strong culture of commercial excellence throughout the region.
Job Requirements - Experience and Education
Education: A Bachelor's degree in Business, Engineering, Economics, or a related discipline is required, with an MBA or equivalent postgraduate qualification preferred to enhance strategic and leadership capabilities.
Experience: Applicants should bring over 15 years of progressive experience in Sales Operations or Strategic Planning, specifically within logistics, freight forwarding, or supply chain sectors in the APAC region. Demonstrated success in managing complex sales operations and leading commercial transformations is essential.
Technical Skills:
- Expert-level proficiency in Salesforce.com and CRM governance, ensuring alignment with best practices and business goals.
- Advanced skills in Microsoft Excel and PowerPoint, coupled with hands-on experience in data visualization platforms such as Power BI and Tableau.
- Proven expertise in developing pricing strategies, incentive programs, and performing sophisticated commercial analytics.
Leadership Competencies:
- Strategic thinker with a strong track record of translating plans into measurable actions and results.
- Exceptional communication and influencing skills, adept at managing diverse stakeholders within complex matrix organizations.
- Highly analytical approach complemented by a commitment to customer-centric decision-making and process optimization.