Commercial Operations Lead

Zoetis; Indonesia; On-site; IDR 300,000,000 - 550,000,000; Full time

Job summary

Zoetis Indonesia seeks an experienced Commercial Operations Lead to drive forecasting, S&OP cadence, and channel performance. You will lead a cross-functional team across Finance, Supply, Regulatory, and Regional COE to ensure growth and exceptional customer experience.

You will supervise O2C/P2P, demand planning, and distributor operations, while building dashboards and driving process improvements across the business.

Qualifications

• Bachelor's degree in business, finance, supply chain, or related field.
• 5 to 7+ years of experience in Commercial Operations, Revenue Management, or Sales Operations in regulated industries.
• Demonstrated expertise in O2C and P2P governance, demand planning and S&OP.
• Proven people leadership experience in a matrixed regional environment.

Responsibilities

• Lead commercial operation team and execute key KPI delivery.
• Design and govern sales processes, territory design, coverage models and call planning.
• Partner with BU Lead to manage distributor onboarding, pricing, inventory, and reporting obligations.
• Own end-to-end O2C governance across order capture, pricing validation, credit checks, invoicing, and collections.
• Build and maintain commercial dashboards and champion data integrity with IT/Regional COE.
• Supervise marketing support, campaigns, events, and PAHP engagement compliance.

Skills

Bachelor's degree in Business/related

MBA or advanced degree

5–7+ years experience

O2C governance

P2P governance

Leadership

Cross-functional collaboration

Education

Bachelor's degree in Business, Finance, Supply Chain, or related field

MBA or advanced degree

Tools

CRM

BI tools

Master data governance

Job description

Comercial Operations Lead serves as the operational backbone of the commercial organization-owning forecasting and S&OP cadence, enabling sales excellence, optimizing trade and channel performance, orchestrating O2C/P2P processes, and driving data-informed decisions. This role partners closely with Business Unit, Finance, Supply, Regulatory/Quality, and Regional COE teams to deliver sustainable growth and exceptional customer experience.

POSITION RESPONSIBILITIES

1. Lead commercial operation team and execution

• Distribution management,
• Order to cash and Procure to pay
• Field force effectiveness
• Data analysis
• Other Marketing support
• Own demand planning inputs and S&OP alignment with supply team.
• Cross-functional team projects/regional project implementation in Indonesia.

2. Supervise Sales Excellence and Channel Enablement activities

• Design and govern sales processes, territory design, coverage models, and call planning.
• Manage incentive compensation design and administration; define KPIs and dashboards for field force productivity.
• Drive distributor and key account operations (pricing execution, rebates, claims, returns, credit notes) in line with policies
• Partner with Business Unit Lead to manage deliverables of Zoetis distributor, especially on operational performance such as onboarding, contract and trade term execution, compliance with pricing, inventory, and reporting obligations.
• Establish a distributor scorecard (sell-in/sell-out, inventory health/aging, geographic coverage, claims cycle time, data quality).
• Improve sell-out visibility and data integrity; align on demand signals, MOQ/lead-time parameters, and joint business planning.
• Drive reduction in channel leakage, expired stock risk, and unauthorized discounting through controls and periodic reviews

4. Supervise order to cash and procure to pay management

• Own end-to-end O2C governance across order capture, pricing validation, credit checks, allocation, delivery fulfillment, invoicing, and collections in alignment with Finance and Supply Chain.
• Monitor service levels, backorders, DSO, and dispute resolution; drive root-cause fixes for order blocks, invoice errors, and returns.
• Standardize order intake channels and SLAs; implement controls for promotional eligibility, rebate application, and credit/debit note issuance.
• Lead continuous improvement to shorten order cycle times and improve perfect order rate
• Govern P2P for commercial spend (trade, marketing, events, services) including PR/PO creation, vendor onboarding, and GR/IR alignment in partnership with Finance/Procurement.
• Streamline timelines from requisition to payment

5. Supervise data, analytics and reporting

• Build and maintain commercial dashboards (sell-in/sell-out, market share proxies, inventory health, channel mix, promo ROI).
• Partner with IT/Regional COE on CRM, BI, and master data quality; champion data integrity and standardization.
• Operationalize marketing programs and campaigns: sampling governance, congress/events operations, PAHP engagement compliance, and asset/logistics management.

Thank you for your interest in joining Zoetis. We regret that only shortlisted candidates will be contacted. However, your resume will be retained in our database for consideration for future opportunities.

POSITION SUMMARY

Comercial Operations Lead serves as the operational backbone of the commercial organization-owning forecasting and S&OP cadence, enabling sales excellence, optimizing trade and channel performance, orchestrating O2C/P2P processes, and driving data-informed decisions. This role partners closely with Business Unit, Finance, Supply, Regulatory/Quality, and Regional COE teams to deliver sustainable growth and exceptional customer experience.

POSITION RESPONSIBILITIES

1. Lead commercial operation team and execution

• Lead commercial operation team to deliver key KPI's
• Distribution management,
• Order to cash and Procure to pay
• Field force effectiveness
• Data analysis
• Other Marketing support
• Own demand planning inputs and S&OP alignment with supply team.
• Cross-functional team projects/regional project implementation in Indonesia.

2. Supervise Sales Excellence and Channel Enablement activities

• Design and govern sales processes, territory design, coverage models, and call planning.
• Manage incentive compensation design and administration; define KPIs and dashboards for field force productivity.
• Drive distributor and key account operations (pricing execution, rebates, claims, returns, credit notes) in line with policies

3. Distributor Management

• Partner with Business Unit Lead to manage deliverables of Zoetis distributor, especially on operational performance such as onboarding, contract and trade term execution, compliance with pricing, inventory, and reporting obligations.
• Establish a distributor scorecard (sell-in/sell-out, inventory health/aging, geographic coverage, claims cycle time, data quality).
• Improve sell-out visibility and data integrity; align on demand signals, MOQ/lead-time parameters, and joint business planning.
• Drive reduction in channel leakage, expired stock risk, and unauthorized discounting through controls and periodic reviews

4. Supervise order to cash and procure to pay management

• Own end-to-end O2C governance across order capture, pricing validation, credit checks, allocation, delivery fulfillment, invoicing, and collections in alignment with Finance and Supply Chain.
• Monitor service levels, backorders, DSO, and dispute resolution; drive root-cause fixes for order blocks, invoice errors, and returns.
• Standardize order intake channels and SLAs; implement controls for promotional eligibility, rebate application, and credit/debit note issuance.
• Lead continuous improvement to shorten order cycle times and improve perfect order rate
• Govern P2P for commercial spend (trade, marketing, events, services) including PR/PO creation, vendor onboarding, and GR/IR alignment in partnership with Finance/Procurement.
• Streamline timelines from requisition to payment

5. Supervise data, analytics and reporting

• Build and maintain commercial dashboards (sell-in/sell-out, market share proxies, inventory health, channel mix, promo ROI).
• Partner with IT/Regional COE on CRM, BI, and master data quality; champion data integrity and standardization.

6. Supervise Marketing Support

• Operationalize marketing programs and campaigns: sampling governance, congress/events operations, PAHP engagement compliance, and asset/logistics management.

Thank you for your interest in joining Zoetis. We regret that only shortlisted candidates will be contacted. However, your resume will be retained in our database for consideration for future opportunities.

Desired Skills and Experience

• Bachelor's degree in Business, Finance, Supply Chain, or a related field. MBA or other advanced degree preferred.
• 5 to 7+ years of experience in Commercial Operations, Revenue Management, or Sales Operations within pharmaceutical, animal health, medical device, FMCG, or other regulated industries.
• Demonstrated expertise in Order-to-Cash (O2C) and Procure-to-Pay (P2P) governance, demand planning and S&OP, sales incentive programs, pricing and trade governance, and distributor/channel management.
• Proven people leadership experience with the ability to lead and develop high-performing teams. Experience working in a matrixed regional environment is an advantage.

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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