Regional Director, Commercial Excellence & Client Development

About the Role

The Regional Director, Commercial Excellence & Client Development leads the commercial excellence strategy and client development agenda across Business Unit (BU) Technology markets, driving consistent, data-led commercial performance to deliver stronger growth, productivity, and profitability. This role creates measurable business impact by building scalable commercial operating practices, strengthening sales force effectiveness, and enabling country teams with the tools, insights, and discipline needed to advance DKSH's regional growth ambition.

What You Will Deliver

• Define and lead the BU Technology commercial excellence strategy, governance, and execution model, establishing clear standards for sales performance management, Customer Relationship Management (CRM) usage, pipeline governance, account planning, and client and principal reviews across markets and business lines
• Translate BU Technology strategic priorities into practical commercial processes, tools, dashboards, and routines consistently deployed across countries, including monthly sales performance reviews, pipeline reviews, and opportunity conversion discussions
• Drive sales performance transparency and improvement by market, salesperson, business line, and customer segment through standard dashboards tracking Key Performance Indicators (KPIs) such as sales growth, gross margin, pipeline coverage, win rate, and sales productivity
• Own the commercial data and analytics roadmap for BU Technology, driving CRM adoption, data quality, pipeline discipline, and the development of automated dashboards and digital tools that improve visibility, decision-making, and sales productivity across markets
• Establish a structured approach to client and principal performance management, partnering with business development and country teams to strengthen joint business planning, performance tracking, client retention, and growth acceleration
• Support the business development agenda by delivering market intelligence, white-space analysis, opportunity prioritization, and acquisition pipeline assessments that convert new opportunities into sustainable revenue and margin growth
• Define and implement the sales force effectiveness framework, including customer segmentation, territory management, account planning, opportunity management, and capability-building programs developed in partnership with Human Resources (HR) and country leadership
• Improve pricing discipline, discount governance, margin visibility, and profitability management across markets through analytical tools that identify margin leakage and support commercial decision-making on tenders, key accounts, and client negotiations
• Lead, develop, and coach the regional commercial excellence and analytics team, acting as a change leader who embeds common tools, processes, and commercial routines across markets while communicating performance insights and strategic recommendations to senior leadership
• Administrative duties and coordination tasks as required

What You Bring

• Bachelor's degree in Business, Marketing, Science, Engineering, Finance, or a related discipline; Master's degree or Master of Business Administration (MBA) preferred
• Minimum 10 years of relevant commercial experience in Business-to-Business (B2B) distribution, scientific solutions, technology, healthcare, life science, industrial, or related sectors
• At least 5 years of leadership experience in commercial excellence, sales excellence, business development, client and principal management, sales operations, regional sales management, or general management
• Proven experience working across multiple countries in a matrix organization, with a demonstrated track record of improving sales performance, CRM adoption, pipeline quality, and commercial execution
• Strong commercial acumen with proven ability to drive sales performance improvement across multi-country organizations
• Deep understanding of sales force effectiveness, sales management, CRM, pipeline management, account planning, client and principal management, and business development
• Strong analytical capability with experience turning data into practical commercial actions, including the design of dashboards, KPIs, performance routines, and decision-support tools for senior leaders and country teams
• Strong understanding of pricing, margin management, profitability analysis, and sales productivity metrics, with experience in B2B distribution, scientific solutions, technology, healthcare, or life science industries preferred
• Proven ability to lead transformation, standardize processes, and drive adoption across markets in a matrix organization
• Strong stakeholder management and communication skills with the ability to influence senior leaders and translate complex analysis into clear, actionable recommendations
• Strong project management, change management, and governance capabilities
• Experience with CRM platforms such as Salesforce, Power Business Intelligence (Power BI), advanced analytics, and digital sales enablement tools is an advantage

Why Join DKSH

At DKSH, we help companies grow in Asia and enable people to perform at their best. You will be part of an organization that values accountability, collaboration, and long-term partnerships. We offer a dynamic environment where your contributions are visible and where you can build a meaningful career in Sales & Marketing, Business Development.