Sales Force Effectiveness Manager - Abbott Pharmaceuticals
abbot
Ho Chi Minh City, Vietnam
19 giờ trước

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

    Professional Skill

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

  • 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
  • Language Skill

  • Good at English communication
  • Computer Skill

  • Be good at MS Office
  • Excellent in Excel or analytic tools
  • Báo cáo công việc này
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