Regional Director, Commercial Excellence & Client Development

DKSH MANAGEMENT PTE. LTD.; Singapore; On-site; SGD 350,000 - 520,000; Full time

Job summary

DKSH MANAGEMENT PTE. LTD. seeks a Regional Director, Commercial Excellence & Client Development to drive the BU Technology commercial strategy across markets. You will implement governance, dashboards, and routines to improve sales performance and profitability.

The role requires strong leadership, data-driven decision-making, and collaboration with country teams to accelerate revenue growth in a multi-country, matrix environment.

Qualifications

• Bachelor's degree or higher in a business/technical field; MBA preferred.
• 10+ years B2B commercial experience across multiple countries.
• Proven leadership in commercial excellence or sales operations within a matrix organization.
• Strong ability to translate strategy into actionable processes and dashboards.

Responsibilities

• Define and lead the BU Technology commercial excellence strategy and governance across markets.
• Translate priorities into standardized commercial processes, tools, and dashboards.
• Drive sales performance transparency with KPIs like growth, margin, pipeline, win rate.
• Own data analytics roadmap, CRM adoption, and automated dashboards for visibility.
• Establish client/principal performance management and joint business planning.
• Support market intelligence, opportunity prioritization, and pipeline assessments.
• Lead sales force effectiveness framework and capability-building programs.
• Improve pricing discipline and margin visibility across markets.

Skills

Leadership

Analytics

Stakeholder Management

Change Management

Governance

Forecasting

Communication

Education

Bachelor's degree in Business/Marketing/Science/Engineering/Finance

MBA preferred

Tools

Salesforce

Power BI

Job description

About the Role

The Regional Director, Commercial Excellence & Client Development leads the commercial excellence strategy and client development agenda across Business Unit (BU) Technology markets, driving consistent, data-led commercial performance to deliver stronger growth, productivity, and profitability. This role creates measurable business impact by building scalable commercial operating practices, strengthening sales force effectiveness, and enabling country teams with the tools, insights, and discipline needed to advance DKSH's regional growth ambition.

What You Will Deliver

• Define and lead the BU Technology commercial excellence strategy, governance, and execution model, establishing clear standards for sales performance management, Customer Relationship Management (CRM) usage, pipeline governance, account planning, and client and principal reviews across markets and business lines
• Translate BU Technology strategic priorities into practical commercial processes, tools, dashboards, and routines consistently deployed across countries, including monthly sales performance reviews, pipeline reviews, and opportunity conversion discussions
• Drive sales performance transparency and improvement by market, salesperson, business line, and customer segment through standard dashboards tracking Key Performance Indicators (KPIs) such as sales growth, gross margin, pipeline coverage, win rate, and sales productivity
• Own the commercial data and analytics roadmap for BU Technology, driving CRM adoption, data quality, pipeline discipline, and the development of automated dashboards and digital tools that improve visibility, decision-making, and sales productivity across markets
• Establish a structured approach to client and principal performance management, partnering with business development and country teams to strengthen joint business planning, performance tracking, client retention, and growth acceleration
• Support the business development agenda by delivering market intelligence, white-space analysis, opportunity prioritization, and acquisition pipeline assessments that convert new opportunities into sustainable revenue and margin growth
• Define and implement the sales force effectiveness framework, including customer segmentation, territory management, account planning, opportunity management, and capability-building programs developed in partnership with Human Resources (HR) and country leadership
• Improve pricing discipline, discount governance, margin visibility, and profitability management across markets through analytical tools that identify margin leakage and support commercial decision-making on tenders, key accounts, and client negotiations
• Lead, develop, and coach the regional commercial excellence and analytics team, acting as a change leader who embeds common tools, processes, and commercial routines across markets while communicating performance insights and strategic recommendations to senior leadership
• Administrative duties and coordination tasks as required

What You Bring

• Bachelor's degree in Business, Marketing, Science, Engineering, Finance, or a related discipline; Master's degree or Master of Business Administration (MBA) preferred
• Minimum 10 years of relevant commercial experience in Business-to-Business (B2B) distribution, scientific solutions, technology, healthcare, life science, industrial, or related sectors
• At least 5 years of leadership experience in commercial excellence, sales excellence, business development, client and principal management, sales operations, regional sales management, or general management
• Proven experience working across multiple countries in a matrix organization, with a demonstrated track record of improving sales performance, CRM adoption, pipeline quality, and commercial execution
• Strong commercial acumen with proven ability to drive sales performance improvement across multi-country organizations
• Deep understanding of sales force effectiveness, sales management, CRM, pipeline management, account planning, client and principal management, and business development
• Strong analytical capability with experience turning data into practical commercial actions, including the design of dashboards, KPIs, performance routines, and decision-support tools for senior leaders and country teams
• Strong understanding of pricing, margin management, profitability analysis, and sales productivity metrics, with experience in B2B distribution, scientific solutions, technology, healthcare, or life science industries preferred
• Proven ability to lead transformation, standardize processes, and drive adoption across markets in a matrix organization
• Strong stakeholder management and communication skills with the ability to influence senior leaders and translate complex analysis into clear, actionable recommendations
• Strong project management, change management, and governance capabilities
• Experience with CRM platforms such as Salesforce, Power Business Intelligen