SAP OTC Lead

Core Responsibilities

OTC Product Ownership

• Own end-to-end OTC processes, including lead-to-order handoffs, order management, pricing, availability, delivery, billing, returns, credit/debit processing, and customer service.
• Define and enforce standardized sales processes across regions and channels, while managing approved local variations.
• Establish and track OTC KPIs (e.g., order cycle time, perfect order rate, OTIF/fill rate, billing accuracy, dispute resolution cycle time, and DSO drivers).

Solution Design

• Lead design decisions across:
• Sales document types, item categories, copy control, and partner determination
• Pricing procedures, condition techniques, and rebate/settlement processes (if applicable)
• Billing types, billing plans/milestones, and invoicing/output requirements
• Credit and debit memo processes
• Ensure alignment with revenue recognition, tax, and compliance requirements in collaboration with Finance.
• Create and review functional specifications for enhancements, integrations, and outputs.

Integrations & Cross-Functional Alignment

• Collaborate closely with:
• Finance (FI/CO) for billing, revenue recognition, tax, and profitability
• Customer master/data governance teams for partner roles and hierarchies
• Customer/dealer portal teams
• Validate end-to-end processes across integrated systems (EDI, middleware, carriers, tax engines, and payment platforms).

Reporting, Controls & Security

• Define reporting requirements (e.g., billing status, blocks, pricing overrides).
• Ensure appropriate controls are in place (approval workflows, audit trails, pricing governance).
• Partner with security teams to enforce segregation of duties (SoD) and role design.

Testing Leadership (Quality Gate Ownership)

• Own UAT strategy and execution; support SIT for end-to-end coverage.
• Develop and approve test scenarios, including standard and exception cases (e.g., backorders, partial deliveries, returns, cancellations, billing blocks, credit holds).
• Lead defect triage, prioritization, validation, and readiness sign-off.

Data Readiness

• Define and validate:
• Customer master data (business partners, hierarchies)
• Material master sales views
• Pricing conditions, contracts, and discounts
• Migration scope for open orders, deliveries, and billing documents
• Establish post-go-live data governance, ownership, and quality controls.

Cutover & Go-Live Readiness

• Define OTC cutover strategy (open orders, delivery/billing cutoffs, output readiness, EDI coordination).
• Ensure downstream systems and partners are prepared.
• Lead hypercare support and stabilization efforts.

Change Management & Training

• Assess role impacts across sales, pricing, and billing teams.
• Review and approve training materials, job aids, and SOPs.
• Build and leverage a super-user network to drive adoption and compliance.

Vendor/SI Governance & Stakeholder Management

• Act as the primary SME for OTC design decisions and tradeoffs.
• Facilitate workshops, manage RAID logs, and resolve cross-functional issues.
• Provide clear communication on risks, dependencies, and go/no-go readiness.

Required Qualifications

• 7–12+ years of experience in sales operations/OTC and/or SAP Sales functional leadership.
• 1–2+ years of SAP S/4HANA implementation experience (or ECC to S/4 transformation) with OTC ownership.
• Deep expertise in pricing, order management, delivery, and billing processes.
• Experience or familiarity with SAP Vehicle Management System (VMS) and its integration with OTC, Finance (RTR), and logistics.
• Strong cross-functional leadership across Finance, Supply Chain, and Master Data teams.
• Proven ability to drive fit-to-standard decisions and manage scope effectively.

Required Skills

• Strong SAP S/4HANA Sales functional knowledge, including configuration impact awareness
• UAT leadership and quality governance
• Integration knowledge (EDI, middleware, tax/payment systems) and issue resolution
• Strong executive communication and stakeholder management
• Experience with Settlement Management.