Job Description
The Salesforce Effectiveness Manager (SFE Manager) is strategic business partner to Commercial Leadership, responsible for optimizing GotoMarket (GTM) models, field force productivity, Future FF engagement, and incentive effectiveness through advanced analytics, datadriven insights, and continuous capability development.
Primary Responsibilities (but Not Limited To)
The SFE Manager will be responsible for the implementation within countries of selected core capabilities, which are harmonised and represent VN CLT expectations which countries are expected to adopt or develop
Active Management of Agreed SFE KPIs
- Own the endtoend Salesforce performance management framework, including KPI definition, governance, interpretation, and action tracking
- Translate performance data into actionable insights and recommendations for BU Heads and Sales Leadership
- Lead quarterly performance deepdives (rootcause analysis, productivity drivers, ROI of sales activities.)
Sales Incentives (SIP) and target setting
- Design and govern fair, compliant, and motivating incentive schemes aligned with GTM strategy and local market dynamics
- Lead scenario modeling for target setting (forecast sensitivity, territory equity, workload balance). Make analysis on SIP and targeting practice and advise solutions and optimize SIP impact to business
- Ensure SIP governance, audit readiness, and alignment with regional & global compliance standards
- Work SIP/target setting vendor, facilitate earliest possible implementation
Segmentation and Targeting
- Lead customer segmentation, prioritization, and call planning logic across channels (facetoface, remote, digital)
- Drive resource allocation optimization (territory design, call capacity, channel mix) based on customer value and access
- Partner with Marketing and Medical to align customer engagement plans (CEP / MCCP) with segmentation insights
Advanced Analytics & Data Enablement
- Partner with DHH and AP SFE to develop and apply advanced analytics (productivity models, predictive insights, targeting algorithms)
- Champion selfservice analytics (Power BI, dashboards) for Sales Managers
- Ensure data quality, master data alignment, and consistent definitions across sales, marketing, and finance
Governance, Process & Compliance
- Establish and maintain SFE governance frameworks for target setting, SIP, territory alignment, and KPI definitions
- Ensure all SFE processes are auditready, compliant, and well documented
- Act as key SFE contact during internal & external audits
Salesforce Capabilities
- Actively manages call quality (measurement and action's proposal)
- Actively manages both quantum and quality of coaching (measurement and action's proposal)
- The SFE Manager will also be responsible for adhoc capabilities which BUs can draw from in accordance with their own needs
- The SFE Manager is additionally expected to be personally accountable for one of the Core Capabilities (Sales Incentives/Outsourcing, Segmentation and Targeting, Salesforce Capabilities) and ensure that VN practice is aligned with VN strategies and lead initiatives best practices for the future market.
- The SFE Manager will additional be expected to work with RSFE lead to align the direction of RSFE lead
Other Key Responsibilities Include
- Fully support implementation of the GHH Fast Forward strategy, translate strategies to Salesforce Excellence practice, having expert practical knowledge of current digital capabilities of current Country salesforces, and where gaps exist.
- Be aware of the importance of non-traditional customers and channels and their interplay with conventional sales representatives
- Under the direction of the DD&A Lead, undertake additional SFE project work where cross functional capabilities, expertise or data are required.
Required Skills
Adaptability, Adaptability, After Sales Technical Support, Analytical Thinking, Call Quality Monitoring, Communication Management, Consumer Profiling, Customer-Oriented, Customer Service, Data Analysis, Data Profiling, Data Visualization, Key Performance Indicators (KPI), Market Access, Media And Communications, Order Processing, Organizational Performance Management, Outsourcing, Performance Improvements, Productivity Improvements, Product Sales Training, Report Preparation, Sales Data Management, Sales Pursuits, Sales Quotes + 2 more
Preferred Skills
Current Employees apply HERE
Current Contingent Workers apply HERE
Secondary Language(s) Job Description
Desired Experience/Education/Skills
Education level
- University degree (BA/BSc or marketing equivalent) from accredited university
Experience
- 5+ years experience in Commercial Excellence / SFE / Sales Operations within pharmaceutical or healthcare industry
- Handson experience in GTM transformation, incentive design, or omnichannel deployment preferred
- Exposure to regional or global project environments is an advantage
Skills/Capabilities
- Strong ability to influence and drive change without direct authority, partnering effectively with Sales Managers, BUDs, and senior leadership.
- Excellent stakeholder engagement and communication skills, with the ability to present clear, datadriven insights to executive and regional stakeholders.
- Proven capability to work collaboratively across cultures, functions, and hierarchies in a multinational environment.
- High operational credibility and learning agility, enabling adoption of new processes, tools, and ways of working within sales organizations.
- Solid expertise in Sales Excellence and GotoMarket disciplines, including field force design and deployment, territory alignment, sales incentives, target setting, and Salesforce KPIs across diverse market types.
- Strong analytical and insightgeneration skills, translating CRM and sales data into actionable recommendations for business decisions.
- Ability to coach, mentor, and support sales teams in performance management and sales excellence capabilities.
- Good understanding of omnichannel customer engagement and CRM/call reporting systems, with strong proficiency in MS Office and reporting tools.
- Professionallevel English communication skills, both written and verbal.
Merck Leadership Standards
- Make Rapid, Disciplined Decisions
- Act with Courage and Candor
- Demonstrate Ethics and Integrity
- Drive Results
- Foster Collaboration
Personal Characteristics
- A self- starter, with motivation and drive to deliver a significant improvement in sales capabilities
- Customer-centric thinking (e.g., always acts with customers in mind)
- Superior interpersonal skills
- Emotional/Social Intelligence - Is insightful regarding the needs, goals, demands, and problems of others.
- Optimistic and Passionate
- Resilient with an ability to deal with ambiguity and complex operating environments
- Open to feedback & learning
- Flawless time management skills with an ability to deliver despite competing priorities arising
- Grace and poise under pressure
Search Firm Representatives Please Read Carefully
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.
Employee Status
Regular
Relocation
VISA Sponsorship
Travel Requirements
Flexible Work Arrangements
Not Applicable
Shift
Valid Driving License
Hazardous Material(s)
Job Posting End Date
05/31/2026
- A job posting is effective until 11 59 59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.
Requisition ID R391836
