Sales Force Effectiveness Manager

Sales Force Effectiveness Manager

Abbott Nutrition Health Institute (ANHI)
5-8 years
Not Specified

Job Description

  • 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

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
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
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 Details

On, you will find more than 150 self-study courses that are accredited for nurses, dietitians and/or case managers. All courses are free* of charge.We offer a range of continuing education topics across different disease states from neonatal to elderly care. You can find information by topic such as malnutrition, diabetes, preterm infant nutrition, and breastfeeding.

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