Global Process Owner - Sales

The Global Process Owner (GPO) - Sales / Quote-to-Cash owns the complete end-to-end commercial process-from pricing, trade promotions, and order placement to invoicing, credit management, and cash collection.
In the Philippine FMCG landscape, this role operates in a high-complexity environment across General Trade (GT) , Modern Trade (MT) , and Key Accounts (KA) . The GPO will bridge commercial strategy, sales operations, and digital technology, deeply integrating core enterprise systems like SAP S/4HANA SD with Salesforce CRM , distributor management platforms, and customer EDI portals.
The core objective is to build a high-velocity, real-time commercial engine that eliminates revenue leakage, accelerates order-to-cash cycle times, and delivers an exceptional, consistent customer experience across all go-to-market channels.

Key Responsibilities

Process Governance & End-to-End Ownership

• Define & Standardize: Own the global and regional end-to-end Quote-to-Cash (Q2C) process taxonomy, standard operating procedures (SOPs), and governance frameworks tailored to local market realities.
• Eliminate Revenue Leakage: Implement robust controls around trade promotion management (TPM), off-invoice discounts, credit limits, return/claim management, and price execution.
• Performance Metrics: Establish, monitor, and optimize global KPIs and SLA benchmarks (e.g., Order Cycle Time, Perfect Order Rate, DSO, Deductions Outstanding, and OTIF).

ERP & Digital Ecosystem Integration

• Architecture Alignment: Partner with IT to design and deploy scalable template solutions across SAP S/4HANA SD and connected applications.
• System Connectivity: Drive seamless data flow and process continuity between CRM systems (Salesforce), Distributor Management Systems (DMS), B2B portals, and customer-facing EDI platforms.
• Automation & Analytics: Champion process automation (RPA, AI/ML) for order capture, claim settlement, and cash application to reduce manual interventions.

Channel & Philippine Market Management

• General Trade (GT): Optimize order-taking, route-to-market, and secondary sales visibility via distributor networks and Field Sales Automation tools.
• Modern Trade & Key Accounts: Standardize complex key account workflows, direct store deliveries (DSD), central warehouse deliveries, debit/credit memo processing, and penalty dispute management.
• Transformation & Continuous Improvement
• Program Leadership: Act as the primary functional expert and process lead in ERP and digital transformation initiatives.
• Continuous Improvement: Identify operational bottlenecks, run root-cause analysis on recurring order or payment disputes, and execute continuous improvement projects.
• Change Management: Lead change enablement programs, training frameworks, and adoption strategies for field sales, customer service, and commercial finance teams.