Commercial Effectiveness Lead

MSD; Jakarta Pusat; On-site; IDR 400,000,000 - 800,000,000; Full time

Job summary

MSD Malaysia is seeking an experienced Commercial Effectiveness Lead to drive end-to-end commercial optimization in Indonesia. The role partners with Sales, Marketing, Finance, and regional teams to translate strategy into disciplined execution with analytics-backed accountability.

Responsibilities include leading sales force productivity initiatives, go-to-market design, and governance of performance dashboards, ensuring data-driven decisions and aligned planning across the organization.

Qualifications

• Strong business and market insights to shape go-to-market strategies.
• Ability to lead cross-functional teams and drive data-driven decisions.
• Experience in sales, marketing, and commercial operations is preferred.

Responsibilities

• Own Indonesia Commercial Effectiveness agenda aligned with priorities.
• Partner with business units to optimize customer engagement and GTM models.
• Lead analysis on segmentation, targeting, territory design, and field-force sizing.
• Provide decision support through market, customer, activity, and performance insights.
• Establish and monitor SFE metrics, KPIs, and governance of incentive processes.
• Drive integrated planning to align Marketing and Sales priorities and execution.

Skills

Adaptability

Analytical Problem Solving

Analytical Thinking

Brand Management

Campaign Management

Customer Insights

Data Analysis

Digital Engagement Strategy

Market Research

Negotiation

Pricing Strategies

Product Management

Segmentation Targeting

Social Media Marketing

Job description

Job Description BRIEF DESCRIPTION OF POSITION

The Commercial Effectiveness Lead is responsible for driving the effectiveness and performance of the company's commercial organization by enabling strong execution across Sales and Marketing. The role retains end-to-end accountability for the Commercial Effectiveness agenda, including go-to-market optimization, sales force effectiveness, customer segmentation and targeting, commercial performance management, business insights, operating governance, and cross-functional alignment. The role translates commercial strategy into disciplined execution, supported by robust processes, actionable analytics, and clear accountability. It partners closely with Business Unit Leaders, the Sales Director, Marketing, Sales, Medical, Finance, Digital, Data & Analytics, Learning & Development, Compliance, and regional or global Commercial Excellence teams.

SUCCESS IN THIS ROLE

Success is defined by the ability to enable Sales and Marketing to operate as one integrated commercial organization through aligned planning, common priorities, data-driven decisions, and disciplined execution. The role ensures that commercial strategies are translated into action, performance is systematically reviewed, resources are directed to the highest-value opportunities, and the Commercial Effectiveness team delivers reliable insights and operational support.

ROLES & RESPONSIBILITIES

1. Commercial Strategy & Go-to-Market Excellence
   
   
   
   • Own and shape the Indonesia Commercial Effectiveness agenda in alignment with commercial and enterprise priorities.
   
   
   • Partner with Business Units to assess and optimize customer engagement, channel, account, and go-to-market models.
   
   
   • Lead analysis and recommendations on customer segmentation, targeting, territory design, resource deployment, and field-force sizing.
   
   
   • Evaluate commercial execution models and identify opportunities to improve customer impact, launch readiness, productivity, and business performance.
   
   
   • Provide decision support through market, customer, activity, and performance insights.
   
   
   
   


2. Sales Force Effectiveness & Productivity
   
   
   
   • Lead Sales Force Effectiveness initiatives that improve field productivity, quality of execution, and customer engagement.
   
   
   • Establish and monitor SFE metrics and KPIs, including targeting, reach, frequency, activity quality, coverage, and productivity measures.
   
   
   • Oversee segmentation and targeting, call planning, territory optimization, workload balancing, and resource allocation processes.
   
   
   • Partner with Sales Leadership on performance tracking, forecasting inputs, resource deployment, and field execution improvement.
   
   
   • Ensure effective administration and governance of incentive compensation and related sales operations processes.
   
   
   
   


3. Sales-Marketing Integration & Execution Excellence
   
   
   
   • Establish integrated planning and review processes that align Marketing and Sales priorities, customer strategies, and execution plans.
   
   
   • Drive alignment on customer segmentation, targeting, account prioritization, value propositions, and engagement objectives.
   
   
   • Facilitate cross-functional reviews to identify execution gaps, remove barriers, and agree corrective actions.
   
   
   • Strengthen information flow and shared accountability across Sales, Marketing, and other customer-facing teams.
   
   
   • Monitor execution effectiveness and recommend actions to increase customer and business impact.
   
   
   
   


4. Commercial Performance Management & Business Insights
   
   
   
   • Own commercial performance dashboards, scorecards, and business review frameworks.
   
   
   • Lead analysis of sales, customer, market, CRM, and activity data to generate actionable insights and recommendations.
   
   
   • Facilitate regular commercial performance reviews, including enterprise and business-unit reviews as required.
   
   
   • Provide scenario analysis and decision support to Commercial Operations and business leadership.
   
   
   • Identify emerging risks, opportunities, and performance gaps, and ensure follow-through on agreed actions.
   
   
   
   


5. Commercial Operating Excellence & Governance
   
   
   
   • Establish and maintain commercial governance forums, planning cycles, operational rhythms, and decision rights.
   
   
   • Drive continuous improvement of commercial processes, data flows, tools, and operating models.
   
   
   • Ensure timely and reliable flow of insights, decisions, actions, and escalation across commercial functions.
   
   
   • Lead or support enterprise commercial transformation and cross-functional improvement initiatives.
   
   
   • Promote disciplined execution, data quality, compliance, and accountability across the commercial organization.
   
   
   
   


6. Commercial Capability & Learning Partnership
   
   
   
   • Provide commercial performance insights, customer trends, and field‑execution observations to support capability-gap assessment and prioritization.
   
   
   • Advise on future capability requirements arising from business strategy, launches, go-to-market evolution, customer needs, and performance opportunities.
   
   
   • Support evaluation of learning effectiveness through relevant performance indicators and field‑execution insights.
   
   
   • Partner with Learning & Development, Sales, and Marketing leaders to align capability initiatives with business priorities, while Learning & Development retains ownership of capability assessment, curriculum design, and development models.
   
   
   
   


7. Team Leadership, Coaching & Talent Development
   
   
   
   • Lead, coach, and develop the SFE Specialist and CRM Analyst (Contractor), with clear goals, priorities, roles, and service expectations.
   
   
   • Build an accountable, collaborative, and inclusive team culture focused on business partnership, analytical quality, reliable execution, and continuous improvement.
   
   
   • Provide regular coaching, feedback, development opportunities, and performance management for direct reports.
   
   
   • Allocate work effectively across strategic analysis, SFE execution, CRM support, reporting, and operational priorities.
   
   
   • Build sustainable processes, documentation, and backup capability to ensure continuity and scalability.
   
   
   
   

Required Skills:

• Adaptability


• Analytical Problem Solving


• Analytical Thinking


• Brand Management


• Campaign Management


• Customer Insights


• Data Analysis


• Digital Engagement Strategy


• Market Research


• Negotiation


• Pricing Strategies


• Product Management


• Segmentation Targeting


• Social Media Marketing

Preferred Skills:

• Adaptability


• Analytical Problem Solving


• Analytical Thinking


• Brand Management


• Campaign Management


• Customer Insights


• Data Analysis


• Digital Engagement Strategy


• Market Research


• Negotiation


• Pricing Strategies


• Product Management


• Segmentation Targeting


• Social Media Marketing

Employee Status: Regular Relocation: VISA Sponsorship: Travel Requirements: Flexible Work Arrangements: Not Applicable Shift: Valid Driving License: Hazardous Material(s): Job Posting End Date: 11/2/2026

Our company is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products. The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where we have codified our legacy for over a century. Our success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.