Commercial Operations Lead

Zoetis; Pulau Untung Jawa; On-site; IDR 90,000,000 - 130,000,000; Full time

Job summary

Zoetis in Jakarta, Indonesia is seeking a Commercial Operations Lead to own forecasting, S&OP cadence, and channel performance. You will partner with Business Unit, Finance, Supply, Regulatory/Quality, and Regional COE to enable sales excellence and sustainable growth.

The role covers end-to-end O2C/P2P governance, distributor management, and data-driven decision making. You will lead a cross-functional team and drive process improvements in a regulated animal health environment.

Qualifications

• 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 regulated industries.
• Demonstrated expertise in O2C and P2P governance, demand planning and S&OP, pricing governance, and distributor management.

Responsibilities

• Lead commercial operation team to deliver KPI’s including distribution, O2C/P2P, field force productivity, and data analysis.
• Supervise distributor management and ensure on-boarding, contract execution, and pricing compliance.
• Own end-to-end O2C governance: order capture, pricing validation, credit checks, invoicing, and collections.
• Drive data integrity, dashboards, and cross-functional collaboration with IT/Regional COE for CRM/BI/master data.

Skills

People leadership

Data analysis

Cross-functional collaboration

Forecasting

Education

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

MBA or advanced degree preferred

Tools

CRM (Salesforce)

BI tools

Job description

Role 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

Lead commercial operation team to deliver key KPI’s 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.

1. 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

1. 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

1. 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

1. 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.

1. Supervise Marketing Support

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

Full time

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.