Sales Force Effectiveness Manager

Sales Force Effectiveness Manager

Abbott Ensure
5-8 years
Not Specified

Job Description


JOB DESCRIPTION:

MAIN PURPOSE OF ROLE
  • Lead field force effectiveness and efficiency in assigned territory via key levers such as KPIs, incentives, processes, Field Force data and dashboards, Field Force deployment and customer targeting
  • Engage with Field Force on a daily basis to gain insights, educate SFE mindsets and build a performance culture among Field Force


MAIN RESPONSIBILITIES
Territory Management:
+ Lead to optimize sales force resource, structure, deployment & territory design in line with GTM model
+ Identify opportunities/gaps/misalignment in territory management and Field Force deployment
Target Setting:
+ Develop and provide target allocation tool to Field Force.
+ Ensure target allocation in fairness, reasonable at all levels under guidance of Sales Director and Head of Comex.
Sales Incentive:
+ Develop incentive scheme, communicate, and execute to Field Force
+ Calculate sales incentive for all Field Force levels periodically
+ Analyze effective of current incentive scheme and propose changes if any
Segmentation and Targeting:
+ Lead customer segmentation and targeting process
+ Validate data and utilize S&T tool to define customer classification
Field Force Dashboards:
+ Ensure precise Field Force structure and sales tracking in DAS systems for correct incentive calculation
+ Collaborate with system team to develop and maximize new sales automation system to enhance Field Force productivity
+ Guide and support Field Force to leverage available system and data to get insights and corrective actions
Sales Data Analysis:
+ Consolidate and provide data analysis for executive levels at S&OP, monthly sales meeting, and other analysis as requested
Manage and support SFE Projects at local or Regional
Support CLM material building and MCE/a:care initiatives
Act as custodian of processes and policies within scope of function responsibility
Coordinate with other functions to achieve alignment and ensure effective execution and operation
MINIMUM BACKGROUND/ EXPERIENCE REQUIRED
Work Experience
At least 3 to 5-year relevant experience supervisory/ business analyst role in pharma/ FMCG/ nutrition/ consulting industry
Preferred: experience in SFE (pharma/nutrition/FMCG/ consulting)
Preferred: Flair for IT tools and marketing experience
Education
Bachelor's degree in Business/science qualifications or equivalent

  • Thinking and acting logically
  • Strong analytical skills
  • Good at Project/process management
  • Good planning, organizing and coordination


  • Strong problem solving and decision making
  • Can coordinate with stakeholders well
  • Good communication, being familiar with presentation, facilitation
  • Integrity and honesty
  • Quick learner and positive thinking


  • Good at English communication


  • Be good at MS Office
  • Excellent in Excel or analytic tools
JOB FAMILY:
Sales Support & AdministrationDIVISION:
EPD Established PharmaLOCATION:
Vietnam Ho Chi Minh City : Me Linh Point TowerADDITIONAL LOCATIONS:
WORK SHIFT:
StandardTRAVEL:
Not specifiedMEDICAL SURVEILLANCE:
Not ApplicableSIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Job Details

Employment Types:

Industry:

Function:

IT

Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential - because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions - across the spectrum of health, around the world, for all stages of life. Whether it's next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life's greatest health challenges. We invite you to explore opportunities at Abbott , to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce. Follow Us: Facebook LinkedIn YouTube Twitter

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