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 & AdministrationDIVISION:
ANI International NutritionLOCATION:
Singapore > Singapore : DUO TowerADDITIONAL LOCATIONS:
WORK SHIFT:
StandardTRAVEL:
Yes, 50 % of the TimeMEDICAL SURVEILLANCE:
Not ApplicableSIGNIFICANT WORK ACTIVITIES:
Not Applicable