Commercial Director, ANI PA

JOB DESCRIPTION:

• This position serves as a senior member of the ANI Pacific Asia Leadership Team, providing strategic leadership for ANI PA region, reporting to VP, ANI PA.
• This role oversees COMEX, Area Trade COE, E-Commerce, Strategic initiatives and business development in whitespaces.
• This role involves working cross-functionally to define and apply innovative recommendations to drive sales and optimize costs. The Director will improve processes through analysis, make business execution recommendations, and track commercial operations performance.
• As a key advisor, the Director will collaborate with the Leadership Team to streamline operations, manage cross-functional projects, and facilitate decision-making. This role also supports business reviews and strategic meetings

Main Responsibilities

1.    Commercial Excellence 

• Identify key commercial excellence initiatives to improve effectiveness and lead and coordinate their implementation.
• Support the setting of KPIs and performance management processes, deliver reliable and timely insights, assess sales effectiveness and productivity, identify drivers through data analytics, and develop recommendations for improvement.
• Provide strategic leadership, planning, and direction for the sales training team to drive the development, implementation, standardization, and ongoing maintenance and improvement of best-in-class sales processes and effective training programs and materials, aligned with business needs and evolving market dynamics.

2.    Area Trade COE (Center of Excellence)

• Establish standard way of working for Trade Sales across all PA affiliates in ANI.
• Develop & lead implementation of trade cookbook, a one stop-shop with best practices on trade sales approach & capabilities. Aim to standardize key areas to drive efficiency & effectiveness.
•  Extend support to PA affiliate Trade Sales Director to identify area of opportunities for each market RTM (route to market), channel planning, organization set-up & develop intervention plans to address improvement area.
•  Work in collaboration with CommEx and Training CoE to roll-out & implement PA Trade Sales Competencies Framework in PA markets
• Connect with external parties to bring external insights to enable understanding of market landscape, opportunities, unmet needs to strengthen quality of channel, retailer plans. 
•  Innovate the use of digital tools and platforms to deliver different types of customer/business value to a variety of customers to develop an increasingly integrated omnichannel engagement in alignment with key account strategies.
• Work with cross-functional area team such as IT, Marketing, CommEx in rolling out area initiatives such as Trade Promotion Management tool, Competency model, SFE, Capability building, Distributor Management System etc. 
• Support PA affiliate Trade Sales Director to future proof trade sales organization structure, provide guidance on TMR planning & support pipeline planning for critical role (Trade Sales Director & GM N-2).
•  Set-up network amongst PA Trade Sales Directors for cross sharing of best practices & learn from each other.

3.    Strategic Initiatives

• Support leadership in developing a long-range vision for ANI PA, anticipate the impact of business trends, and prepare strategic plans.
• Translate strategic priorities into operational reality by aligning communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic priorities yield measurable and sustainable results.
• Support and coordinate the preparation of business reviews, monthly and quarterly leadership meetings and other key internal strategic reviews and meetings.

4.    Whitespaces 

•  Identify and assess white space opportunities within the ANI PA markets, conducting thorough market research and analysis.
•  Whitespace opportunities cover 3 areas broadly

• 1)    Markets enter / expansion 

• 2)    Products: Mid-Tier for Ensure and Pediasure, High-Protein, Dysphagia 

• 3)    Formats: Liquids, Gels and Tablets

• Develop and implement initiatives to leverage whitespace per above ensuring alignment with overall corporate objectives
• Collaborate with cross-functional teams to drive product development, marketing, and sales efforts tailored to the unique demands of whitespace markets
• Lead negotiations and establish partnerships to foster sustainable growth

5.    E-Commerce 

• Lead e commerce business in PA, owning full P&L, growth strategy, digital sales performance, and cross functional execution across marketing, technology, supply chain, and customer experience.
• Define and execute 3‑year e‑commerce growth strategy across DTC, marketplaces, and cross‑border channels
• Drive key performance metrics: revenue, conversion, traffic, AOV, CAC, LTV, margin
• Partner with IT / Product teams to enhance platform scalability, stability, and customer experience
• Oversee marketplace strategy (e.g., Amazon, Tmall, Lazada, Shopee, etc.)
• Champion data‑driven decision making and advanced analytics
• Manage agency and vendor relationships
• Ensure compliance with data privacy, payments, and local e‑commerce regulations

Background & Education Required

• Bachelor's Degree in related field, MBA preferred
• 15+ years of relevant experience in Nutrition/Pharmaceutical/OTC/Consumer sales and marketing. 
• Leadership experience preferably at Commercial head level (Marketing, Sales or Business Unit Director level)
• Operational country experience  
• Proven experience in strategic commercial and/or marketing roles and developing complex initiatives and strong business partnerships
• Full commercial understanding of corporate and operational business issues, including all elements of strategic planning
• Complete understanding of P&L management
• Fluent in English 

Core Job Competencies Required 

• Highly strategic outlook with a leadership mindset
• Distinctive problem-solving skills, encompassing data analytics, business acumen, industry knowledge
• Effective communication and influencing skills
• Significant multitasking skills
• Financial Skills
• Result oriented personality with a ‘can-do-attitude’ mindset 
• Strategic and innovative thinking
• Impact & Influence - ability to influence teams without direct management 
• Business planning

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Support & Administration

DIVISION:

ANI International Nutrition

LOCATION:

Singapore > Singapore : DUO Tower

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 50 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable