The Commercial Excellence Lead will be responsible for driving the effectiveness and efficiency of Corteva Agriscience Philippines' commercial operations, focusing on strategic initiatives to optimize sales performance, market penetration, and customer satisfaction. This role involves developing and implementing commercial strategies, analyzing market trends, and fostering a culture of continuous improvement within the sales and marketing teams.

This role sits at the intersection of Sales strategy Financial discipline (GTN / margins / incentives), Customer & Channel management, Digital enablement

The Commercial Excellence Lead is the “operating system” of the commercial organization.

Core Responsibilities

1. Commercial Strategy & Business Performance

• Translate business strategy into actionable commercial plans across geographies

• Drive sales growth, margin optimization, and GTN (Gross-to-Net) performance visibility

• Monitor performance vs plan and identify risks/opportunities proactively Support scenario planning and business cases (e.g., JBPs, multi-year planning)

2. Incentives, Policies & Governance

• Design and roll-out sales incentive programs (Demand Generation contractor incentive scheme, Sales Incentive Program, and Channel Incentive Program) aligned with business goals

• Ensure target setting, performance tracking, proper incentive accruals and monitoring, pay-out processing and release, overall pay-out governance and program closing

• Manage Terms of Trade (ToT), rebate structures, and commercial policies Maintain audit-safe documentation and approval framework

3. Standardization & Process Excellence

• Drive standardization across markets for Distributor/Retailer agreements, ToT frameworks, Contract lifecycle management (CLM)

• Reduce legal, compliance, and operational risks through structured processes

• Ensure proper approvals, sign-offs, and system-based governance

4. Commercial Analytics & Business Intelligence

• Build end-to-end visibility from pricing to gross margin (GTN modelling) Provide SKU-level and customer-level insights to leadership Develop dashboards and tracking systems for:

• Sales performance (OTD, OTR, OTG, Channel Inventory)

• Budget utilization

• Incentive progress

• SG&A tracking, analysis and recommendations Enable data-driven decision making

5. Demand Planning & CFIN Integration

Lead demand planning and forecasting processes Align sales, marketing, and supply planning

6. CRM & Digital Enablement

Drive CRM adoption and usage Enable segmentation and campaign tracking Maximize usage of commercial tools for:

• Budget tracking

• Customer onboarding

• Complaint management

• Sample requests

• Improve speed, adoption, and accountability of systems

  7. Project & Change Management

• Lead transformation initiatives and change programs

Experience & Qualification

• Bachelor’s degree in Business, Finance, Marketing, or related field, MBA preferred

• Min. 8 years relevant experience in commercial / business finance operations, operational marketing or sales effectiveness

• Strong leadership, communication, business finance, and systems and processes skills

• With the ability to influence and inspire teams

• Proficiency in sales forecasting, commercial program design and management, budget management, digital enablement, data analysis