Sales Force Effectiveness Manager

JOB DESCRIPTION:

PRIMARY OBJECTIVE:

• Drive Commercial Excellence through building robust segmentation, targeting, optimum utilization of resource allocation.
• Design and deploy right resources allocation through robust methodologies on target setting and incentive scheme planning and monitoring.
• Develop, propose, and execution Go-to-Market strategy.
• Build, Analyze, and monitor effective sales force metrics.
• Develop and monitor sales motivation and rewards initiatives.
• Support users for Salesforce system and other tools and act as owner of customer database in Sales Force Effectiveness System.
• Embrace to new way of customer base expansion, leverage innovative tools for multi-channel customer engagement, and challenge status quo to strengthen the effectiveness of sales force.
• Design and maintain the data infrastructure that allows data to flow from various sources to storage systems and keep an eye on data quality and integrity.
• Act as consultant and advisor to business leaders, including HR, Finance, and commercial organization to make informed and data driven decisions.

 EDUCATION/QUALIFICATIONS/EXPERIENCE:

• At least 5 years relevant experience in Healthcare Industry is advantage.
• Bachelor's degree in Pharmacists is preferred or Statistics / Business Management Economics or related field.
• Strong field experience in area of sales rep and Front-line manager with a deep understanding of the sales process will be important for defining, tracking, and measuring the relevant KPIs.
• Strong foundation in SFE and Commercial Excellence – would be advantageous to have a training experience to sales representatives and Front-line manager.
• Involved in implementation or improvement of digital tools, dashboards, or databases.
• Sharp analytical abilities in the context of handling complex information, combining external and internal data to spot patterns in sales performance, deriving insights and thereby making clear recommendations to the relevant senior stakeholders.
• Technical understanding of navigating through various dashboards and systems
• Proficient in CRM system especially Salesforce.
• Experience in managing team.
• Required soft skills as below:
  • Growth mindset with result oriented.
  • Systematic thinking.
  • Strong data analytic.
  • High accuracy.
  • Good interpersonal skill.
• Able to work under pressure to drive business results to tight deadlines.
• Able to drive change initiative, rallying support and bringing alignment within the commercial organization will be crucial.
• Good oral and written English skills and capable to communicate and working closely with global/regional team.

Knowledge Domains:

• Strong understanding of the sales processes and tools; deep knowledge of the methodologies of segmentation, targeting, deployment, forecasting; product management strategies.
• Deep understanding of Go to Market strategies, sales, and marketing KPI’s and metrics which track business performance, understanding the logic and rationale behind the KPIs.
• Familiarity of SFE market practices and market trends.
• Data Quality and Governance – strong understanding of CRM systems, database management, data sources, advanced knowledge of MS Excel/ PowerPoint.
• Strong knowledge in leveraging data analytics tools, Power BI, digital platforms, to derive insights from data/ reports.
• Familiarity on emerging new technologies available on system / user interface to engage customers.
• Project Management capabilities.
• Familiarity of basic medical affairs practices impacting the local healthcare market

Technical knowledge of BI Tools:

• Understand, manipulate data and basis statistics.
• Fully capable of using analysis tools (Power BI) and software - Ability to comprehend the platform and its capabilities; strong knowledge of using data analytics in order to derive insights from data/ reports.
• Technical understanding of navigating through various dashboards and systems
• Familiarity with creating Dashboards in Qlik-View and Power BI.
• Generating insights to facilitate business decisions.

CORE JOB RESPONSIBILITIES:

• Build robust segmentation, targeting, optimum utilization and resource allocation.
• Design and deploy right resources allocation through robust methodologies on target setting and incentive scheme planning and monitoring.
• Develop, propose, and execution Go-to-Market strategy.
• To collaborate and partner with multiple stakeholders including Sales, Marketing, Finance, and commercial teams to understand the data, gather insights from the ground to make informed and data driven decisions.
• Maintain data quality and analyze data from different sources including internal (sales, finance, distributor data, multi-channel & field force activities, CLM etc.) as well as external (competitor and market trends) and integrating them to develop a whole view encompassing all business aspects and KPIs and then recommend actions to improve performance.
• Leveraging global / regional database and systems already available can enable to pursue a single version of truth and to conduct more efficient advanced analytic avoiding duplication of effort.
• Generate monthly standard reports and ad-hoc reports as per request.
• As companies deal with vast amounts of information including gathering HCP and patient oriented information maintaining data integrity and ensuring compliance with data privacy regulations will be crucial.

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

DIVISION:

LOCATION:

ADDITIONAL LOCATIONS:

WORK SHIFT:

TRAVEL:

MEDICAL SURVEILLANCE:

SIGNIFICANT WORK ACTIVITIES: