Head of Sales Operation BA IAPAC

Sales Performance Management

▪ Monitor customer engagement KPIs (e.g., visit reports) and ensure transparency on target achievement

▪ Drive CRM discipline and data quality (opportunity tracking, pipeline hygiene)

▪ Track pipeline performance (conversion rates, funnel quality) and drive discipline

▪ Monitor order intake performance and initiate structured review cycles

▪ Establish and run regular performance review meetings (pipeline, OI, KPIs)

▪ Maintain Power BI dashboards as single source of truth for leadership reporting                                                                                                              

Growth Drivers & Strategic Focus

▪ Monitor execution of key growth drivers across APAC markets

▪ Track distributor and key account performance and target achievement

▪ Translate strategic initiatives into measurable KPIs and action plans

▪ Ensure visibility of market progress and deviations from targets

Commercial Support & Enablement

▪ Manage multi-tier distributor and key account management programs across APAC

▪ Design and administer rebate, incentive, and bonus programs

▪ Support operational pricing in alignment with business frameworks

▪ Participate in key distributor meetings, conventions, and reviews

Customer Management & Governance

▪ Manage customer authorization frameworks

▪ Coordinate customer communication and commercial notifications

▪ Handle and coordinate commercial claims

▪ Support customer escalations in collaboration with sales teams

Systems & Data Management

▪ Own and optimize core sales systems landscape:

  ▪ SAP S/4HANA

  ▪ Salesforce

  ▪ Microsoft Dynamics / Power BI

▪ Develop and maintain centralized dashboards for all core business metrics

▪ Ensure data consistency and reporting standards across markets

▪Administration of contracts and agreements with customers

• Minimum Bachelor degree in SCM, Business, Economics or Operations Advanced understanding of sales processes and commercial performance management

• Strong knowledge of CRM systems and data analytics tools

• Understanding of key account and partner business models in industrial B2B                                                                                                                          

• Significant experience in sales operations, sales management, or commercial excellence roles

• Proven track record in performance management and KPI-driven environments

• Experience working in regional / international organizations

• Leadership experience in cross-functional and cross-cultural environments                                                

• Min. 3 years Intercultural sensitivity is a must

Ready to drive with Continental? Take the first step and fill in the online application.