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AD, Sales Operation Excellence Lead

EyeBio

EyeBio

Sales & Business Development
Shanghai, China
Posted on Jul 1, 2025

Job Description

Position Overview - Basic Functions & Responsibility

Essential function(s) includes, but is not limited to:

  • We are seeking a strategic and detail-oriented Associate Director, Sales Operation Excellence Lead to drive governance and operational excellence across key sales processes. This role will be responsible for establishing and maintaining best-in-class frameworks for territory design, target setting, and incentive governance, ensuring alignment with business strategy and operational integrity. The role will work closely with cross-functional teams, including the BEBP team, to ensure effective execution and continuous improvement.

The Core Responsibilities are:

Essential function(s) includes, but is not limited to:

1. Governance & Framework Development

  • Design and maintain governance frameworks for territory design, target setting, and incentive programs.

  • Define guiding principles, standard operating procedures (SOPs), and performance metrics to ensure consistency and transparency.

  • Serve as the subject matter expert and central point of contact for policy-related inquiries and escalations.

2. Incentive Design & Governance

  • Lead the design of sales incentive programs that align with business objectives and drive desired sales behaviors.

  • Ensure incentive plans are fair, motivating, and compliant with internal and external standards.

  • Oversee governance of incentive processes, including documentation, audit readiness, and performance evaluation.

  • Partner with Finance, HR, and Sales Leadership to ensure incentive plans are financially sound and operationally feasible.

3. Cross-Functional Alignment

  • Collaborate with the BEBP team, Sales, Marketing, and Finance to ensure frameworks are effectively implemented and adapted to business needs, and drive alignment and decision-making with senior stakeholders

  • Facilitate alignment across stakeholders to ensure clarity of roles, responsibilities, and timelines.

  • Support change management and communication efforts related to sales operations initiatives.

4. Continuous Improvement & Insights

  • Monitor the effectiveness of existing frameworks and recommend enhancements based on performance data and stakeholder feedback.

  • Conduct benchmarking and stay current with industry best practices to inform strategic improvements.

  • Lead or support special projects related to sales operations excellence.

Qualifications:

  • Bachelor’s degree or above; MBA or advanced degree preferred.

  • 8+ years of experience in Sales Operations, Commercial Excellence, or related roles

  • Proven experience in SFE or incentive plan design and governance

  • Strong understanding of sales planning processes, including territory and target governance on the basis of strong capacity to understand business strategy, customer approach, and integrated execution in cross-BUs.

  • Exceptional analytical skills with the ability to interpret complex data, generate insights, and drive data-informed decisions.

  • Outstanding collaboration and interpersonal skills, with a proven ability to work effectively across functions and influence stakeholders at all levels.

  • Proficiency in tools such as Excel, PowerPoint, and data visualization platforms

  • Show integrity, tenacity, resilience and adaptability in complex situations; is able to handle pressure and commit to and respect deadlines

  • Good command of written and verbal English

Core Competencies:

  • Analytical Excellence: Ability to design data-driven incentive programs and govern sales operations frameworks using strong quantitative and problem-solving skills.

  • Cross-Functional Collaboration: Proven capability to work effectively across teams (e.g., BEBP, Sales, Marketing, Finance) and influence stakeholders at all levels.

  • Strategic Governance: Expertise in developing and maintaining governance models for territory design, target setting, and incentive processes to ensure alignment, transparency, and operational integrity.

  • Change Leadership: Strong drive to make things happen, lead initiatives, and implement improvements that enhance sales effectiveness and operational efficiency.

Current Employees apply HERE

Current Contingent Workers apply HERE

Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Employee Status:

Regular

Relocation:

VISA Sponsorship:

Travel Requirements:

Flexible Work Arrangements:

Not Applicable

Shift:

Valid Driving License:

Hazardous Material(s):


Required Skills:

Business, Business Analysis, Data Science, Demand Management, Innovation, Management Process, Requirements Management, Sales Operations, Sourcing and Procurement, Stakeholder Relationship Management, Strategic Planning

Preferred Skills:

Job Posting End Date:

11/30/2025

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.