Job Description

POSITION OVERVIEW:

The Commercial Operations Manager oversees and optimizes commercial operations to boost growth, efficiency, and profitability. Responsibilities include managing commercial processes, business partners, pricing, Gross to Net, Channel strategy, and KPI in alignment with Vietnam's commercial strategies.

This role collaborates closely with business units and cross-functional teams to enhance efficiency and effectiveness of commercial operation. This position is based in Ho Chi Minh City reporting to the Director of Commercial Operations

PRIMARY ACTIVITIES:

1. Lead implementation of Commercial Operations  

Play as a strategic partner with the commercial operations director to create and execute innovative, customer-focused commercial strategies and operations that drive growth and operational excellence.Proactively identify key areas of improvement and lead key projects and initiatives owned by Commercial Operations Team to improve efficiency and effectiveness of commercial operationsEffectively collaborate with cross-functional teams, including marketing, sales, and cross-functional team to ensure alignment and successful execution of commercial operations.Monitor and analyse agreed actions and KPI providing regular reports and insights to Country Leadership Team

2. End-to-End management in Commercial Operations

Collaborate with other cross-functional team to develop, review, and monitor the end-to-end commercial operation processes and procedures relevant to sales and marketing operations, engagement with HCP and HCO and external partners’ management ensuring the high effectiveness for day-to-day business both in-line product and new productsEnsure business processes are well-communicated, timely, compliant and any gaps are identified.Proactively identify potential risks as well as opportunities and design/implement the action plan to optimize commercial operation and external partners’ communication processes/procedures.Local key contact point with global/regional system related to Local market Product list & Trademark matters

3. Manage Wholesalers and Channel/Trade Strategy:

Understand & analyse market trends & distribution landscape to drive strategic decision-making for Company Distribution strategy.Contract Management & Execution: as local point of contact to navigate & collaborate with related internal + external stakeholders to execute wholesalers’ agreements, negotiating contracts with wholesalers, and ensuring compliance with legal and regulatory requirements.Manage business reporting and meetings, customer relationships, and negotiate contracts with distributors and key customers.Optimize Performance: Monitoring and analysing operational & commercial performance metrics, identifying areas for wholesalers’ improvement, and implementing corrective actionsReview and assess trade programs and its business impactCollaborate with regional team for distribution strategy and its implementation

4. Strategic support for Commercial OperationsMonitor and analyse In-Market Sales Data and progress of key commercial initiatives across business units and key brands, and proactively provide insights and actional recommendations Coordinate Sales & Marketing Governance with Country Commercial Leadership team to ensure optimization of meetings, alignment of topics to key priorities and tracking the agreed actions in collaboration with Commercial Operations Director.Support operation of Commercial Operations team with planning, budgeting, team governance, and coordination for monthly, quarterly, and yearly meetings.

EDUCATION, EXPERIENCE & COMPETENCIES:

1. Desired Experience/Education:

Bachelor’s degree in business or relevant subject or fields.At least 5-year experience working in world-wide pharmaceutical company.Experience in commercial role, project management experience is preferredExcellent leadership, communication, and interpersonal skills.Understanding of legal contracts, business development and financial concepts/metricsGood at English communication (both written and spoken)

2. Competencies Required: ​

Experience in commercial operations or commercial excellence in pharmaceutical industry especially distributor management, optimization of business process, Trade/Channel strategy , Gross-To-Net  analysis.Business & Financial Acumen – Understands and intelligently applies economic, financial, and industry data to make business decisions that drive value for our company and our partners.Strategic Thinking: Visualizes the way forward, identifying opportunities that add value to the work, to the business and to our partners.Project Management: Organizes work efforts by prioritizing tasks, using resources optimally, establishing appropriate deadlines and ensuring on-time deliveryEffective Communication: Plans and delivers ideas and information to others in an impactful manner. Problem Solving – Gathers and analyzes data and effectively responds to new, complex or problematic situations; creates solutions that drive value for our company and our partners, incorporating innovative approaches where relevant

Due Diligence:

Demonstrates ability to highlight risks and benefits of deals using supporting data from multiple qualitative and quantitative sourcesDemonstrates basic understanding of how to contribute strengths, weaknesses, opportunities and threats (SWOT) of various commercial opportunities and/or partnerships.Demonstrates strong ability to apply historical experience to identification of potential commercial benefits or risks associated with a deal.

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Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Hybrid

Shift:

Valid Driving License:

Hazardous Material(s):

Job Posting End Date:

01/9/2025

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.

Requisition ID:R315883