Commercial Operations Manager – Island of Ireland

POSITION SUMMARY

The Commercial Operations Manager  is responsible for the effective and timely administration of the Order-to-Cash process for the 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 involment 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 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 activtiesarchive 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.