Business Operations Manager- GtN

Key responsibilities

The role is responsible for executing Gross-to-Net (GtN) and trade-investment strategy and managing day-to-day channel operations within the Emerging Channels Division. It translates company GtN governance principles and channel strategies into executable customer and channel schemes across Retail, E-commerce and Private Channels, managing price waterfalls, discounts, rebates, promotions and trade investments. The role monitors customer counter-performance, scheme effectiveness and net-revenue outcomes, identifies leakage, execution gaps and optimization opportunities, and works with business teams and Finance & Operations to drive corrective actions through closure. This role is accountable for channel execution, operational monitoring, business insight and implementation.

Main job tasks

Channel GtN Strategy Execution & Scheme Management

• Translate Business Unit channel strategies, customer plans and company GtN principles into specific discount, rebate, promotion, service-fee and trade-term schemes.
• Maintain list-to-net price waterfalls for Retail, E-commerce and Private Channels, ensuring clear scheme structure, scope, duration, triggers and accountabilities.
• Coordinate implementation within approved policies, budgets and authority limits and escalate matters outside guardrails or with material risk.

Trade Investment & Promotion Execution Management

• Work with channel leaders and Trade Marketing to manage customer and channel investment plans, focusing resources on strategic priorities and measurable outcomes.
• Apply FMCG-style revenue growth management disciplines to track promotion depth, frequency, spend, incremental volume, customer/channel profitability and ROI.
• Coordinate pre-investment assessment, in-flight monitoring and post-investment evaluation, recommending adjustment, discontinuation or replication.

Customer Counter-performance & Execution Control

• Define and track customer counter-performance relating to display, coverage, service, data provision, volume or other agreed conditions.
• Validate scheme execution and supporting evidence with Sales, Channel, Supply Chain and Finance, identifying non-performance, duplicate payment, mismatch or exceptions.
• Drive business owners to complete corrective actions, recovery, term adjustment or scheme closure, ensuring actions are auditable and traceable.

Forecasting, Performance Analytics & Business Insights

• Consolidate and analyse GtN budgets, forecasts, actuals and key variances, providing inputs to channel reviews and management decisions.
• Build and maintain dashboards and scorecards for GtN efficiency, scheme performance, trade investment, customer profitability and net revenue.
• Identify price leakage, unusual trends and value-creation opportunities and develop fact-based action recommendations.
• Assess commercial scheme competitiveness and the impact of competitor developments on company net revenue, partner margins and investment requirements; recommend improvements to rebates, promotions and trade investments. Collaborate with Marketing and relevant functions to support channel business decisions.

Cross-functional Coordination, Governance Interface & Continuous Improvement

• Act as the primary ECD channel GtN contact, partnering with Finance GtN Governance, Finance Business Partners, Legal, Compliance, Marketing, Market Access, IT/Data and business teams.
• Prepare channel GtN review materials and maintain decision, exception, risk and action logs, ensuring timely escalation and closure.
• Standardise data definitions, processes, templates and tools and contribute to automation, visualisation and system improvements.

Other areas of responsibility

Represent ECD Business Operations, as delegated, in working groups related to trade investment, pricing, promotions and customer schemes; support GtN execution assessments for annual planning, key-account plans, launches and channel-model changes; maintain the channel GtN knowledge base and provide best-practice sharing and foundational capability training; and monitor relevant industry, retail, e-commerce and pharmaceutical channel practices to inform execution within the Business Unit.

Qualifications

• Bachelor’s degree or above in Business, Finance, Economics, Accounting, Marketing, Data Analytics or a related discipline; relevant professional qualification or advanced degree preferred.
• At least 5 years of relevant experience in commercial operations, revenue growth management, commercial finance, pricing, channel/trade investment, key account management, market access or related areas.
• Experience in Retail, E-commerce, pharmacy chains, Private Channels or FMCG-style promotion and trade-investment management; pharmaceutical or consumer-health experience preferred.
• Working knowledge of price waterfalls, discounts, rebates, promotions, customer counter-performance, ROI, budgeting and forecasting.
• Practical experience assessing commercial scheme competitiveness and analyzing the impact of competitor developments on net revenue, partner margins and trade-investment requirements.
• Practical experience managing cross-functional projects and driving channel-scheme execution.
• Commercial and channel acumen: understands channel economics, customer behavior and the impact of trade
• Analytical and financial capability performs price-waterfall, scheme-ROI, variance and scenario analysis and develops actionable recommendations.
• Execution and project management: detail-oriented and disciplined in closure, able to manage multiple schemes, timelines, risks and owners.
• Stakeholder influence: drives alignment across business, Finance and enabling functions through facts, structured communication and constructive challenge.
• Governance and compliance mindset understands authority boundaries, identifies exceptions, retains audit evidence and escalates promptly.
• Digital capability: advanced Excel and PowerPoint; Power BI, SAP, TM1, Anaplan or trade-investment-management system experience preferred.
• Fluent in Chinese and English.

We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.