Head of Sales Operation BA IAPAC

Head of Sales Operation BA IAPAC

Continental is a leading tire manufacturer and industry specialist. Founded in 1871, the company generated sales of €19.7 billion in 2025 and currently employs around 78,000 people in 54 countries and markets. 

ContiTech is one of the world’s leading material experts for industry applications. The Continental group sector offers its customers reliable, safe and convenient industry and service solutions using a range of materials for off-highway applications, on rails and roads, in the air, under and above the ground, in industrial environments, for the food sector and the furniture industry. With about 20,000 employees (Status as of March 2026) at more than 60 sites globally, and sales of some 6.0 billion euros (2025), the global industrial partner is active with core branches in Asia, Europe and North and South America.

Sales Performance Management

▪ Monitor customer engagement KPIs (e.g., visit reports) and ensure transparency on target achievement
▪ Drive CRM discipline and data quality (opportunity tracking, pipeline hygiene)
▪ Track pipeline performance (conversion rates, funnel quality) and drive discipline
▪ Monitor order intake performance and initiate structured review cycles
▪ Establish and run regular performance review meetings (pipeline, OI, KPIs)
▪ Maintain Power BI dashboards as single source of truth for leadership reporting                                                                                                              

Growth Drivers & Strategic Focus

▪ Monitor execution of key growth drivers across APAC markets
▪ Track distributor and key account performance and target achievement
▪ Translate strategic initiatives into measurable KPIs and action plans
▪ Ensure visibility of market progress and deviations from targets

Commercial Support & Enablement

▪ Manage multi-tier distributor and key account management programs across APAC
▪ Design and administer rebate, incentive, and bonus programs
▪ Support operational pricing in alignment with business frameworks
▪ Participate in key distributor meetings, conventions, and reviews

Customer Management & Governance

▪ Manage customer authorization frameworks
▪ Coordinate customer communication and commercial notifications
▪ Handle and coordinate commercial claims
▪ Support customer escalations in collaboration with sales teams

Systems & Data Management

▪ Own and optimize core sales systems landscape:
  ▪ SAP S/4HANA
  ▪ Salesforce
  ▪ Microsoft Dynamics / Power BI
▪ Develop and maintain centralized dashboards for all core business metrics
▪ Ensure data consistency and reporting standards across markets
▪Administration of contracts and agreements with customers

Qualifications

• Minimum Bachelor degree in SCM, Business, Economics or Operations Advanced understanding of sales processes and commercial performance management
• Strong knowledge of CRM systems and data analytics tools
• Understanding of key account and partner business models in industrial B2B                                                                                                                          
• Significant experience in sales operations, sales management, or commercial excellence roles
• Proven track record in performance management and KPI-driven environments
• Experience working in regional / international organizations
• Leadership experience in cross-functional and cross-cultural environments                                                
• Min. 3 years Intercultural sensitivity is a must

Additional Information

Ready to drive with Continental? Take the first step and fill in the online application.