Commercial Director International Markets APOC (m/f/d)

JOB DESCRIPTION:

Commercial Director, International Markets (APOC)

The Commercial Director, International Markets leads end‑to‑end commercial strategy, financial performance, and operational execution across all OUS markets (EMEA, Canada, APAC, LATAM). The role integrates Commercial Excellence (COMEX) and Demand Planning to deliver revenue growth, price/mix improvement, and margin expansion. It serves as an enterprise center of excellence for forecasting, pricing, analytics, OEM partnerships, and launch excellence, translating division objectives into country and cluster P&Ls and ensuring compliant, consistent execution.

Scope & Impact

• Geographies: Multi‑country remit across diverse reimbursement, regulatory, and competitive environments (EMEA, Canada, APAC, LATAM)
• Enterprise orchestration: Aligns Marketing, Finance, Medical, Regulatory, Market Access, Operations, and regional commercial teams to achieve plan.
• Financial influence: Drives revenue, margin, investment allocation, and forecasting accuracy with measurable outcomes across all markets.

Key Responsibilities

1) Financial Governance

• Leads commercial financial performance across OUS markets: revenue, gross margin, price/mix, OPEX investment ROI, and adherence to LBE/IBP commitments.
• Define the investment governance model; reallocate commercial spending across regions/portfolios to optimize revenue and margin outcomes.
• Lead -from a commercial perspective- financial planning cycles (LBE, IBP, LRP) and set corridor targets for price realization and discount governance.
• Establish performance dashboards (revenue, GM, price/mix, pipeline, attainment vs. plan) and lead monthly/quarterly business reviews.

2) Commercial Strategy & Growth

• Set and deploy the international commercial strategy, cascading targets into country‑level P&Ls.
• Advise Country Managers/General Managers on portfolio priorities, segmentation, channel strategy, and execution standards.
• Drive market share growth and brand differentiation through insight‑led strategies and disciplined execution.

3) Commercial Excellence (COMEX) & Demand Planning

• Lead COMEX and Demand Planning as centralized capabilities across OUS markets (forecasting, analytics, pricing, sales operations, incentive frameworks).
• Build standardized S&OE/S&OP processes and enable data‑driven decision‑making through common tools, metrics, and governance.
• Improve forecast accuracy and ensure demand consensus aligned to supply and launch readiness.

4) Pricing, Revenue Management & Margin Expansion

• Define pricing corridors, discount controls, and mix optimization; enforce guardrails and approval thresholds.
• Deliver price realization and GM improvement through disciplined pricing, portfolio mix, and value narratives.

5) OEM Strategy & Partnerships

• Develop OEM strategies to close portfolio gaps, accelerate innovation access, and improve COGS.
• Lead partner selection, commercial terms, launch phasing, and integration plans in collaboration with global teams.

6) NPI Launch Excellence

• Own NPI business cases, pricing, launch plans, and KPI tracking.
• Ensure flawless commercialization and early revenue capture with measurable margin accretion.

7) Portfolio Lifecycle & Market Access

• Oversee lifecycle management (value defense, repositioning, rationalization) and guide reimbursement and market access strategies.
• Coordinate competitive intelligence and proactive defense initiatives.

8) Forecasting & Planning Governance

• Sign off on LBE/IBP inputs; set standards for forecast quality, bias control, and variance management.
• Run monthly demand reviews; escalate supply/financial risks and corrective actions.

9) Leadership, Talent & Stakeholder Management

• Lead multicultural teams; develop talent, succession, and capabilities across regions.
• Influence senior stakeholders and guide matrixed alignment with global functions; communicate clearly to executive audiences.

10) Compliance & Regional Governance

• Ensure compliance with local regulations, works council requirements, trade/finance controls, ethical marketing standards, and corporate policies.
• Adapt frameworks to local contexts while maintaining global consistency.

Qualifications

• Bachelor’s degree in Business, Engineering, Economics or related field; MBA strongly preferred due to P&L and financial governance requirements.
• 12–15+ years progressive commercial leadership in healthcare/diagnostics or medtech.
• Proven P&L exposure, international market leadership, and enterprise‑level transformation.
• Track record leading multicultural, cross‑functional teams and delivering measurable revenue/margin outcomes.
• Mastery of forecasting (S&OE/S&OP, MAPE), financial planning (LBE, IBP, LRP), and revenue management (pricing, discount governance, price/mix).
• Strong commercial analytics (performance dashboards, leading/lagging indicators), scenario modeling, and investment ROI analysis.
• Familiarity with OEM contracting, launch economics, and portfolio lifecycle management.
• Strategic thinking, executive influence, stakeholder management, and change leadership.
• Excellent communication and presentation; ability to translate complex financial/commercial insights into clear decisions.
• High learning agility; comfort operating in volatile, ambiguous environments across diverse regulatory contexts.
• International travel as needed; multilingual capability advantageous.

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:

APOC Point of Care

LOCATION:

Germany > Wiesbaden-Delkenheim : G20

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 50 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable