PT MEA Commercial Operations Leader

Job Description Summary

Responsible for activities and processes that help the sales organization achieve business objectives
Owns/influences commercial business operating guidelines and has ownership/influence over budgets. Guided by functional policy. There is autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgment are required to achieve outcomes required.

Job Description

Roles and Responsibilities:

• Drive commercial operations for the PT MEA region across sales force effectiveness, sales support, and operational alignment with business goals.
• Lead sales performance analytics and reporting, including pipeline health, sales cycle analysis, forecasting accuracy, and win/loss metrics.
• Design and implement efficient territory coverage models, resource allocation strategies, and quota planning to support commercial growth.
• Manage and continuously improve sales incentive compensation programs to drive behavior aligned with business objectives.
• Ensure effective deployment and compliance with Delegation of Authority (DOA) policies and commercial risk controls.
• Build and scale commercial capabilities through training, process standardization, and digital enablement.
• Partner with global and regional sales, marketing, finance, and HR teams to align on strategic initiatives and best practices.
• Oversee commercial systems, tools, and reporting platforms to ensure consistent data quality and usability.
• Influence internal stakeholders to drive adoption of commercial best practices and change initiatives.
• Manage a regional team of commercial professionals, providing coaching, mentoring, and leadership development.
• Foster a culture of accountability, innovation, and continuous improvement

• Bachelor's degree in Business Administration, Engineering, Economics, or a related field.
• Minimum of 10 years of experience in commercial operations, sales enablement, sales strategy, or related roles
• Experience working in global or regional commercial operations roles within a multinational corporation, ideally in the Power, Energy, or Industrial Automation sectors
• Proven track record in managing sales force effectiveness, back-office operations, and commercial process improvements
• Demonstrated ability to lead and develop diverse, cross-functional teams across geographies.
• Strong experience in driving operational excellence and resource optimization.
• Strong analytical mindset with experience in data-driven decision making and performance metrics.
• Ability to interpret complex commercial and market data to inform strategy and process optimization
• Excellent interpersonal, presentation, and communication skills with the ability to influence at all organizational levels.
• Experience working in cross-functional teams and engaging with both internal and external stakeholders.
• Fluent in English, both written and spoken

• Master's degree in Business Administration (MBA), Finance, or a related discipline
• Additional language proficiency relevant to the MEA region is a plus
• Deep understanding of regional dynamics and customer landscapes
• Experience in designing and implementing sales incentive compensation programs
• Familiarity with Lean or Six Sigma methodologies for process improvement.
• Prior involvement in digital transformation initiatives within commercial teams.
• Demonstrated success in leading change management or commercial capability-building initiatives.
• Cultural agility and prior experience working across different time zones and cultural environments.