Commercial Operations Specialist

POSITION SUMMARY

The Commercial Operations Specialist will play a pivotal role in optimizing the performance of our sales teams, driving productivity, and ensuring alignment with strategic business objectives. This role will focus on analyzing sales data, implementing best practices, supporting training initiatives, and leveraging technology to enhance sales force capabilities and results across Indonesia.

The position will report to Indonesia Commercial Operations Lead.

POSITION RESPONSIBILITIES
1.Sales Force Effectiveness, Territory and Market Analysis (30%)
-Work with the team to evaluate sales force effectiveness and assess the impact of sales strategies and initiatives.
-Identify areas for improvement and suggest data-driven solutions to boost field sales productivity and efficiency.
-Perform root cause analysis on field-level metrics related to key business challenges.
-Analyze sales data on a regional and market-specific level to find growth opportunities and potential gaps in product distribution.
-Keep an eye on market dynamics, customer preferences, and competitor activities to support strategic planning and market expansion efforts.

2. Sales Data and Sales Incentive Management (20%)
-Work with distributors and the Commercial team to gather, compile, and maintain sales data from various sources, including sales reps and distributors.
-Help develop, implement, and manage sales incentive programs and performance tracking mechanisms for the sales teams.
-Evaluate the effectiveness of incentive programs and recommend enhancements based on data insights.
Collaborate with Finance, HR, and Sales and Marketing

3.Sales Rebates Management (10%)
-Manage and verify rebate programs, including governance, eligibility, controls, and analytics to improve ROI and reduce margin leakage.
-Coordinate rebate operations end to end (data integration, claims validation, accruals, payouts, reporting), partnering with Sales, Marketing, and Finance for accuracy and compliance

4.Forecasting support (20%)
-Offer insights and data to forecast revenue and expenses in partnership with the Commercial Operation and Commercial Team

5.Data Integration and Reporting Tools (10%)
-Team up with others to update dashboard designs (PowerBI, Salesforce/Touchpoint Report) and keep regular field sales performance reports, dashboards, and KPIs for the Commercial Operations team and leadership.
-Dive deep into field data to spot trends, opportunities, and challenges in specific markets or territories.
-Provide timely and relevant reports on sales performance, market share, competition, and other key metrics to support strategic field-based execution and decision-making
-Champion the use of PowerBI, Salesforce/Touchpoint Report and other digital tools, ensuring optimal adoption, utilization, and data integrity.
-Work with cross-functional teams to integrate various data sources and implement reporting tools to improve data accessibility and analysis capabilities

6.Training (10%)
-Provide training to internal stakeholders on new and existing tools as needed.
-Train field force on new and existing tools for new hires when requested.
-Collaborate with HR and Sales leaders to design and deliver training programs (e.g., selling skills, product knowledge, CRM usage).

ORGANIZATIONAL RELATIONSHIPS
-Commercial Operation Lead
-BU Head Poultry & Companion Animal
-Finance
-Learning and Development

EDUCATION AND EXPERIENCE

EDUCATION
*Bachelor's degree in Business, Finance, Supply Chain, or related field;
EXPERIENCE
Essential/Must have skills:
*Bachelor's degree in Business Administration, Marketing, Animal Science, or related field; Master's degree is a plus.
*Minimum 3 years experience in sales operations, sales effectiveness, analytics, or related roles within multinational companies; experience in animal health, pharmaceutical, or FMCG sectors preferred.
*Strong analytical skills with proficiency in Excel, PowerPoint, and CRM systems

*Excellent communication, presentation, and interpersonal skills.

*Proven ability to manage multiple projects and work cross-functionally.

*Fluent in Bahasa Indonesia and English.

Desirable:

• Familiarity with customer relationship management (CRM) systems, SAP, and data integration is a plus.

TECHNICAL SKILLS REQUIREMENTS

• Proficient with CRM (e.g., Salesforce), BI tools (e.g., Power BI), and advanced Ms. Excel.
• Excellent stakeholder management, communication, and facilitation across functions and seniority levels.
• High integrity and compliance mindset; resilient, curious, and continuous-improvement oriented.

Fluent in Bahasa Indonesia and English

Desired Skills and Experience

POSITION SUMMARY

The Commercial Operations Specialist will play a pivotal role in optimizing the performance of our sales teams, driving productivity, and ensuring alignment with strategic business objectives. This role will focus on analyzing sales data, implementing best practices, supporting training initiatives, and leveraging technology to enhance sales force capabilities and results across Indonesia.

The position will report to Indonesia Commercial Operations Lead.

POSITION RESPONSIBILITIES
1.Sales Force Effectiveness, Territory and Market Analysis (30%)
-Work with the team to evaluate sales force effectiveness and assess the impact of sales strategies and initiatives.
-Identify areas for improvement and suggest data-driven solutions to boost field sales productivity and efficiency.
-Perform root cause analysis on field-level metrics related to key business challenges.
-Analyze sales data on a regional and market-specific level to find growth opportunities and potential gaps in product distribution.
-Keep an eye on market dynamics, customer preferences, and competitor activities to support strategic planning and market expansion efforts.

2. Sales Data and Sales Incentive Management (20%)
-Work with distributors and the Commercial team to gather, compile, and maintain sales data from various sources, including sales reps and distributors.
-Help develop, implement, and manage sales incentive programs and performance tracking mechanisms for the sales teams.
-Evaluate the effectiveness of incentive programs and recommend enhancements based on data insights.
Collaborate with Finance, HR, and Sales and Marketing

3.Sales Rebates Management (10%)
-Manage and verify rebate programs, including governance, eligibility, controls, and analytics to improve ROI and reduce margin leakage.
-Coordinate rebate operations end to end (data integration, claims validation, accruals, payouts, reporting), partnering with Sales, Marketing, and Finance for accuracy and compliance

4.Forecasting support (20%)
-Offer insights and data to forecast revenue and expenses in partnership with the Commercial Operation and Commercial Team

5.Data Integration and Reporting Tools (10%)
-Team up with others to update dashboard designs (PowerBI, Salesforce/Touchpoint Report) and keep regular field sales performance reports, dashboards, and KPIs for the Commercial Operations team and leadership.
-Dive deep into field data to spot trends, opportunities, and challenges in specific markets or territories.
-Provide timely and relevant reports on sales performance, market share, competition, and other key metrics to support strategic field-based execution and decision-making
-Champion the use of PowerBI, Salesforce/Touchpoint Report and other digital tools, ensuring optimal adoption, utilization, and data integrity.
-Work with cross-functional teams to integrate various data sources and implement reporting tools to improve data accessibility and analysis capabilities

6.Training (10%)
-Provide training to internal stakeholders on new and existing tools as needed.
-Train field force on new and existing tools for new hires when requested.
-Collaborate with HR and Sales leaders to design and deliver training programs (e.g., selling skills, product knowledge, CRM usage).

ORGANIZATIONAL RELATIONSHIPS
-Commercial Operation Lead
-BU Head Poultry & Companion Animal
-Finance
-Learning and Development

EDUCATION AND EXPERIENCE

EDUCATION
*Bachelor's degree in Business, Finance, Supply Chain, or related field;
EXPERIENCE
Essential/Must have skills:
*Bachelor's degree in Business Administration, Marketing, Animal Science, or related field; Master's degree is a plus.
*Minimum 3 years experience in sales operations, sales effectiveness, analytics, or related roles within multinational companies; experience in animal health, pharmaceutical, or FMCG sectors preferred.
*Strong analytical skills with proficiency in Excel, PowerPoint, and CRM systems

About Zoetis

At

Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.

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