POSITION SUMMARY
The Commercial Operations Manager is responsible for the effective and timely administration of the Order-to-Cash process for 2 different operations in the Republic of Ireland and Northern Ireland. This role will be responsible for our relationship with our LSP (Allphar), including the requirement to directly manage the Wholesalers strategy & relationship, ensure alignment with Business KPIs, effectively manage the stock at wholesaler level, develop digital solutions for processes automation, and ensure analysis & evaluation of promotional activities and Pricing Strategy (NRM) as well as permanent involvement on Monthly, Quarterly and Year sales forecast based on data and market insights.
The role is also the gatekeeper of the Rebate Program (VetPartners) and will be accountable for identifying gaps and areas of improvement of our Net Revenue Management process (NRM). A deep understanding of systems, specifically SAP is a must as the role will play a critical role in the SAP NextGen project in 2026 The role will provide strategic support to Sales & Marketing areas to ensure data-driven decisions and optimisation of commercial activities and investments to customers. The position will be part of the IoI Leadership team.
POSITION RESPONSIBILITIES
• Wholesalers strategy & relationship, including Business KPI, stock management
Drive the long term Wholesale management strategy in partnership with Commercial Leadership Team
Create Joint Business Plans with key customers based on common goals and strategy
Manage stock requirements and allocation for wholesale clients based on sales demand and customer purchasing habits
Build productive and successful relationships with the leadership Teams of wholesale partners
• Digital solutions for processes automation including Order Process and Analysis & Evaluation of Promotional activities (NRM)
Look for different ways to improve Order process automation: Zoetis => LSP => Customers
Support promotional activities with data and reports to enhance the decision taken process leveraging on Digital & Automation based solutions
• Monthly, Quarterly, Year Sales outlook based on Data and Market Intelligence
Conduct sales analysis using a range of data sources.
Make recommendations for exploitation and improvement
• Rebate System Enhancement & Supervision and Commercial Pricing Strategy
Oversee end-to-end Rebate Promotional Program to Vet Practices & Corporate accounts reviewing and approving overall results, payments, returns, backorders, etc
Support sales & Marketing areas to set up the right pricing strategy for Zoetis Portfolio
• LSP Stock management with focus on Monthly Stock reports and inbound supply from Zoetis network
Oversee Purchase Order process and correct portfolio stock levels establishing communication channels and partnership with Allphar (IoI LSP)
Collaborate in the preparation of seasonal forecasts to accurately plan for supplier orders
• Manage master data quality, security and access
Create and manage a Digital Customer Data Base and Promotional activities archive to preserve historical records of activities approved and executed
Comply with pharmacovigilance obligations
ORGANIZATIONAL RELATIONSHIPS
All of the Zoetis Commercial Team in the Republic of Ireland and Northern Ireland, with specific focus on Sales Area
Active participation as member of the Leadership team and S&OP - IoI Interaction with other markets Commercial Operations peers in the region IT & 3rd Party supplier Regulatory & Quality Affairs Team Demand Planner / Supply Chain LSP/External Warehouse. Wholesalers (Primary customers). End Customers i.e. Vets and Buying Groups
RESOURCES MANAGED
Financial Accountability The role has direct involvement on the Revenue Generation and Profitability of the business, in a Monthly, Quarterly and Year basis Supervision The role does have 2 direct reports : Head of Customer Services and Customer Service Coordinator The role reports to the General Manager, Rep, of Ireland & Northern Ireland based in Dublin, Cherrywood
EDUCATION AND EXPERIENCE
Bachelors Degree in business, sales or related field Proven experience leading Commercial Operations area, dealing with complex environment at least 5 years, including experience working with commercial teams and logistics. Strong interpersonal and communication skills with a key capability to build and maintain effective relationships. Experience as People Manager and/or in positions leading multiple areas Demonstrated experience and skills on Systems (SAP required) and process automation of large sets of data Awareness of pharmacovigilance obligations and regulations for data processing and reporting.
TECHNICAL SKILLS REQUIREMENTS
SAP (must) and any equivalent ERP system experience. Advanced and Demonstrable capabilities preparing reports and presentations to Sr Managers and Customers, etc Process Automation mindset and Business acumen Power BI, Vystex, SQL and MS Office, Hybris is desirable Advanced Excel.