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.