Sales Force Effectiveness Manager

cap LP & Associates client

location Ho Chi Minh City

post time Posted 67 months ago

Title: SALES FORCE EFFECTIVENESS MANAGER – Commercial Solutions & Distribution

Working location: HCMC

Reports To: Sales & Marketing Director

Direct Reports: Business Analytics Manager & Business Administration Manager

External Relationship: Key Clients and Customers (pharmacy chains, hospitals, modern trade)

Internal Relationship: Sales, Marketing, HR, Finance, IT and data analytics

Travel Requirements: Travel as required for field visits and training

SCOPE:

Channels covered: Pharmacies, Hospitals, Clinics, GPs, Retail Modern Trade

Commercial Solutions Sales Force headcounts: E-Porte Reponsibility for team and ensuring execution excellence

Distribution Sales Force headcounts: Call Plan optimization, Sales Competency Training, Sales communication mix optimization

PURPOSE:

The SFE Manager is responsible for building Sales Force Effectiveness strategies, hand-in-hand with the Head of Sales & Marketing, and implementing priority initiatives in the field of Sales Excellence.

This role will coordinate and implement SFE programs that enhances Company Sales Force excellence, clients’ brands presence and market share, and improve customer satisfaction, in both Ethical and Retail channels.

Ensure that SFE strategies are aligned with country sales and profit targets, and that defined SFE processes, KPIs objectives are met. To do so the SFE Manager will use training, coaching and operational support.

RESPONSIBILITIES:

Sales Force Effectiveness Strategy Implementation (30%)

• Apply a consistent SFE diagnosis across the Commercial Solutions & Distribution Sales Forces in order to identify the good practices and develop continuous improvement plans with clear organization and sales improvements objectives

• Influence senior country management team in developing proper strategies and resources needed to build highly effective Sales Force Effectiveness (SFE) function and Sales organizations

• The SFE Manager will provide insights on all aspects of the sales model and how it is implemented. Conduct proactive analysis with Marketing & Sales Management to help identify gaps in capabilities, process, key drivers of sales performance and key areas of opportunity/challenge.

• Develop and implement change management concepts, tools and tactics, conduction of trainings, workshops to enable countries for continuous improvement of efficacy and efficiency in customer interaction

• Monitor Vietnam pharmaceutical industry SFE trends, competitor activities, clients’ and customers’ changing dynamics

• Ensure proper development and execution of all SFE strategies is aligned with Local & Regional Compliance Standards.

Sales Force Effectiveness Operations (40%)

Lead the Business Analytics team & Administration functions to ensure:

• Responsible for the development of SFE processes and systems, and support development and deployment of technology/data tools to improve and measure productivity and effectiveness of sales force (Sales Performance Reporting, Sales Force Automation)

• Design SFE initiatives in coordination with the Sales & Marketing Management: strategies, route to market, territory design, sales force structure, target setting, segmentation & targeting, incentive plan design, resource allocation, KPIs

• Participate in recruitment process of Second Line/First Line Managers and In-licensing new products Medical Reps

• Develop skill-enhancement training modules within the Commercial Solutions and Distribution Sales organization (Territory Management, Segmentation & Targeting, Sales Process & Selling skills, Business Analysis, Leadership, Key Account Management, Trade marketing, etc.)

Sales Force Effectiveness Programs/Initiatives Implementation (30%)

• Manage, roll out SFE development projects to key stakeholders in the business units to support the operations requirements and monitor SFE guidelines implementation through regular field visits

• Coach Second Line/First Line Managers and Medical/Trade Reps through regular Field work to develop their Functional and Leadership competencies

• Prepare and present appropriate monthly/quarterly and annual analysis of SFE implementation and results: KPIs, Program updates

• Develop and maintain SFE share point and disseminate best practices

• Oversee cost-controlling of own function to ensure budget conformity

• Additional and incidental duties related to the primary duties may be required for company business needs from time to time

KEY PERFORMANCE INDICATORS:

• Country Sales & Services: 20%

• Country Operating profit: 20%

• Operational Excellence (SFE KPIs: Calls, Productivity, etc.): 10%

• People & Compliance: 10%

• SFE projects: Training, SFA, SFE initiatives, etc.: 40%

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