Associate Director, Sales Operations – APAC

Vantive; Sydney; On-site; AUD 180,000 - 280,000; Full time

Job summary

Vantive is seeking a seasoned APAC Sales Operations leader to translate regional strategy into execution across APAC markets. You will drive CRM governance, data quality, and the standardization of commercial processes while partnering with Finance, HR, and IT to optimize performance.

The role focuses on territory design, quota methodologies, incentive governance, and robust forecasting to support growth across the APAC region.

Qualifications

• Minimum 10+ years in sales operations, commercial analytics, or related leadership.
• Experience across multiple APAC markets and healthcare/MedTech is preferred.
• Strong ability to lead cross-functional teams and drive transformation.

Responsibilities

• Translate APAC strategy into regional plans with clear accountabilities and KPIs.
• Lead CRM governance, data quality, and systems excellence for sales teams.
• Design and govern territory, quota, and incentive programs to drive growth.
• Manage forecasting processes and pipeline health with transparent dashboards.

Skills

Sales operations

Commercial analytics

Cross-functional leadership

Forecasting & pipeline

CRM & systems

Change management

Education

Bachelor’s degree in business, commerce, finance, economics, analytics

MBA or advanced qualification

Job description

Vantive is a vital organ therapy company on a mission to extend lives and expand possibilities for patients and care teams everywhere. For 70 years, our team has driven meaningful innovations in kidney care. As we build on our legacy, we are deepening our commitment to elevating the dialysis experience through digital solutions and advanced services, while looking beyond kidney care and investing in transforming vital organ therapies. Greater flexibility and efficiency in therapy administration for care teams, and longer, fuller lives for patients that is what Vantive aspires to deliver.

We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us. At Vantive, you will become part of a community of people who are focused, courageous and don’t settle for the mediocre. Each of us is driven to help improve patients’ lives worldwide. Join us in advancing our mission to extend lives and expand possibilities.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Sales Strategy Execution & Commercial Planning
• Translate APAC commercial strategy into prioritized regional execution plans with clear accountabilities, milestones, and measures of success. Establish and lead the APAC Sales Operations operating model, defining regional standards, governance, decision rights, and performance expectations while enabling effective execution by country and cluster teams.
• Partner with Sales, Marketing, Finance, and Commercial Excellence teams to develop annual sales plans and go-to-market strategies.
• Drive sales planning processes including targeting, segmentation, account prioritization, and resource allocation.
• Lead the sales operations contribution to business reviews by converting performance data into actionable insights, recommendations, and clearly assigned interventions.
• Establish sales operating rhythms, governance processes, and performance management frameworks.
• Sales Force Effectiveness
• Lead the design and implementation of sales force effectiveness initiatives.
• Monitor and improve sales productivity, customer coverage, call effectiveness, and pipeline conversion.
• Establish a consistent APAC sales performance framework, including common definitions, KPIs, scorecards, and review standards.
• Identify opportunities to improve execution efficiency across the sales organization.
• Drive continuous improvement initiatives that enhance commercial performance.
• Territory & Quota Management
• Govern territory design, alignment, optimization, and deployment to improve customer coverage, workload balance, and resource productivity.
• Establish quota-setting methodologies that align with business objectives.
• Assess territory workload, customer potential, and resource allocation.
• Evaluate and recommend organisational changes to improve market coverage and growth opportunities.
• Sales Incentive Design & Governance
• Lead the design and governance of sales incentive compensation programmes, with Finance and HR partnership and clearly defined approval accountabilities.
• Ensure incentive plans drive desired commercial behaviors and strategic priorities.
• Manage incentive calculations, governance, reporting, and annual plan reviews.
• Evaluate effectiveness of incentive programmes and recommend enhancements
• Partner with Finance and HR to ensure compliance and governance standards.
• CRM & Commercial Systems Excellence
• Own regional CRM adoption, governance, commercial data quality, and user effectiveness, while defining the respective accountabilities of APAC, country, Digital, and IT teams.
• Partner with Digital and IT teams to optimize sales technology platforms.
• Implement tools that improve sales execution, forecasting accuracy, and customer engagement.
• Drive standardization of commercial processes within CRM platforms.
• Develop and lead change management plans for major sales operations initiatives, including stakeholder engagement, communications, capability building, adoption measurement, and reinforcement.
• Sales Pipeline Management & Forecasting
• Analyze pipeline health, conversion trends, risks, and opportunities.
• Establish disciplined sales forecasting methodologies and governance.
• Drive monthly, quarterly, and annual sales forecasting processes.
• Provide leadership with a transparent commercial outlook, documented assumptions, performance risks, opportunities, and recommended corrective actions.
• Identify early warning indicators and corrective actions.
• Commercial Analytics & Performance Insights
• Establish a consistent APAC commercial performance framework with common data definitions, KPIs, dashboards, and review standards.
• Translate commercial and customer data into clear insights, recommendations, and prioritized actions for regional and country leadership.
• Identify performance drivers, market opportunities, execution gaps, and emerging risks, and monitor agreed interventions through to closure.
• Partner with Finance, Digital, IT, and Data Analytics to improve data accessibility, quality, and confidence across APAC.
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• Cross-Functional Leadership
• Collaborate closely with Marketing, Finance, HR, Customer Experience, Supply Chain, IT, and Data Analytics teams.
• Lead commercial transformation and operational excellence initiatives.
• Ensure alignment between strategic objectives and operational execution.
• Act as the primary liaison between sales leadership and supporting functions.
• Team Leadership & Capability Development
• Build and develop a high-performing APAC Sales Operations organization, including direct reports and the wider country and cluster functional network.
• Coach and mentor team members while strengthening operational capabilities.
• Promote a data-driven and customer-focused culture.
• Drive succession planning, talent development, and employee engagement.

JOB REQUIREMENTS

Education

• Bachelor’s degree in business, Commerce, Finance, Economics, Analytics, Healthcare, or related discipline.
• MBA or advanced business qualification preferred.

Experience

• Minimum 10 years of progressive experience in sales operations, commercial excellence, commercial analytics, or related commercial leadership roles, including significant experience operating across multiple APAC markets.
• Demonstrated experience in Sales Operations, Sales Force Effectiveness, Territory and Quota Design, Sales Incentive Compensation, CRM & Commercial Systems, Commercial Analytics, Forecasting & Pipeline Management, Business Planning
• Experience leading regional and cross-functional teams.
• Demonstrated experience leading regional transformation, building new operating capabilities, and influencing senior stakeholders in a complex matrix environment.
• Healthcare, MedTech, Life Sciences, Pharmaceutical, or B2B commercial environment preferred.

Communications

• Establish an effective stakeholder cadence with Cluster General and Country Managers, Sales and Marketing leaders, and functional partners. Communicate performance insights and business updates clearly, align stakeholders on decision rights and priorities, and influence the adoption of commercial change and transformation initiatives.

Reasonable Accommodation

Vantive is committed to working with and providing reasonable accommodations to individuals with disabilities globally.

If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please click on the link here and let us know the nature of your request along with your contact information. Form Link