Title:  Director, Commercial Excellence

Director, Commercial Excellence

About the Role

The Director, Commercial Excellence is responsible for elevating DKSH's commercial performance by designing and embedding best-in-class processes, systems, and capabilities across the organization. This role operates at the senior leadership level, driving sustainable business growth through Sales Force Excellence, Omnichannel Engagement, Training, and Market Intelligence.

What You Will Deliver

• Shape strategic planning and decision-making at the Senior Leadership Team (SLT) executive level by developing and implementing a business development strategy aligned with the organization's vision and long-term objectives.
• Design and implement robust standards for Sales Force Excellence (SFE) across the organization, encompassing Segmentation and Targeting, Sales Force Optimization (SFO) including sizing and structure, territory alignment, Field Force (FF) target setting, incentives scheme design, execution analytics, and performance tracking and management.
• Own the Sales Force incentives process by organizing quarterly incentives committees and ensuring adherence to external regulations and internal policies, embedding a pay-for-performance, fair, and transparent culture.
• Define the Omnichannel Engagement (OCE) and digital strategy, including new channel activation, customer segmentation based on channel preferences, digital content planning and format adaptation, Field Force planning tools, and capability building and training programs for marketing and sales associates.
• Design and measure Omnichannel Engagement experiments with clear metrics to enable pivoting or scaling across customers and teams, driving Field Force productivity and customer satisfaction while sharing results internally to support new business development.
• Develop a comprehensive Training Strategy to build commercial capabilities in Sales Management, Field Force competencies, and marketing competencies, in alignment with the organization's Job Architecture.
• Lead Market Research studies to support strategic goals across business development and alliance teams, including Awareness, Trial, and Usage (ATU) studies for selected Therapeutic Areas (TAs) to identify growth opportunities related to current and new clients, reimbursement expansion, new product launches, and new platforms at Point of Sale (PoS).
• Evaluate market research findings and project analyses, assess the viability of alternative opportunities, and deliver clear, actionable recommendations to key stakeholders.
• Attract, develop, and retain a strong commercial talent pipeline to sustain organizational capability and performance.Build an inclusive, high-performance working environment by role-modelling DKSH values of curiosity, empowerment, and integrity to drive associate engagement and sustained team results.
• Set and align strategic direction for team and function goals, ensuring clarity, cross-team alignment, and effective communication throughout the organization.
• Champion continuous learning and development within the team and ensure equitable sales force structure and compensation.
• Administrative duties and coordination tasks as required.

What You Bring

• Minimum 10 to 15 years of experience in pharmaceutical industry management, with strong knowledge of the healthcare system and pharmaceutical sector.
• Proficiency in English.Deep understanding of commercial operations within the pharmaceutical industry.
• Demonstrated results agility with the ability to manage complexity and multiple priorities simultaneously.
• Strong analytical thinking and problem-solving capabilities applied to commercial challenges.
• Strategic mindset with the ability to make sound, well-reasoned business choices.
• Excellent presentation skills with the ability to adapt communication effectively across all levels of the organization.
• Proven experience in leading organizational change within mid-size companies.
• Strong interpersonal and communication skills within a business matrix environment.
• Track record of building and leading high-performing commercial teams.Creative and innovative approach to driving continuous improvement.
• Effective cross-functional collaborator who achieves shared business outcomes.

Why Join DKSH

At DKSH, we help companies grow in Asia and enable people to perform at their best. You will be part of an organization that values accountability, collaboration, and long-term partnerships. We offer a dynamic environment where your contributions are visible and where you can build a meaningful career in Commercial Excellence.