Commercial Operations Lead

Zoetis; Jakarta Pusat; On-site; IDR 350,000,000 - 520,000,000; Full time

Job summary

Zoetis Indonesia is seeking a Commercial Operations Lead to act as the operational backbone of the commercial organization. You will own forecasting, S&OP cadence, and drive data-informed decisions while partnering with Finance, Supply, Regulatory/Quality, and Regional COE teams.

You will lead demand planning, O2C/P2P governance, and distributor/channel management, ensuring optimal trade execution and customer experience at scale.

Qualifications

• Bachelor’s degree in Business, Finance, Supply Chain or related field; MBA preferred.
• 5–7+ years in Commercial Operations, Revenue Management or Sales Ops in regulated industries.
• Experience with O2C, P2P governance, demand planning and S&OP, pricing and trade governance, distributor management.

Responsibilities

• Lead the commercial operations team and oversee execution.
• Oversee O2C and P2P processes, including pricing validation and credit checks.
• Manage distributor and channel performance, onboarding and trade terms.
• Design KPIs, dashboards and field-force incentives; promote data-driven decisions.
• Improve demand planning inputs and S&OP alignment with supply.
• Oversee data and analytics, CRM, BI, and master data quality.

Skills

Order-to-Cash governance

Procure-to-Pay governance

Demand planning

S&OP processes

Sales incentives design

Pricing governance

Trade governance

Distributor/channel management

Leadership/people management

Education

Bachelor’s degree in Business/Finance/Supply Chain

MBA or advanced degree preferred

Tools

CRM systems

Business Intelligence (BI) tools

Master data management

Job description

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

• o Distribution management,
• o Order to cash and Procure to pay
• o Field force effectiveness
• o Data analysis
• o 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.

EXPERIENCE AND SKILL REQUIREMENTS

• - 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. Full time Regular Colleague

Any unsolicited resumes sent to Zoetis from a third party, such as an Agency recruiter, including unsolicited resumes sent to a Zoetis mailing address, fax machine or email address, directly to Zoetis employees, or to Zoetis resume database will be considered Zoetis property. Zoetis will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume. Zoetis will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor but does not have the appropriate approvals to be engaged on a search. Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment‑related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications.

Join Zoetis – and build your career with a global animal health company dedicated to supporting its customers and their businesses.

Why Zoetis Zoetis has more than 60 years of experience in delivering innovative, high-quality products and services that benefit our customers.

Zoetis work environment At Zoetis, we take pride in a collaborative spirit and high-performing environment where every colleague is given room to learn and grow.

Your opportunities at Zoetis We invest in our people and offer diverse and exciting opportunities to make a difference in a growing global industry while shaping the future of animal health.

Results that matter Our colleagues make an impact by working hand-in-hand with those who raise and care for animals to better understand and address the unique real‑world challenges they face.