Core Job Responsibilities: 1. Analysis, Reports & System management.
Data analysis and creation of dashboards to aid commercial team make appropriate business decision. Ensure reports are published and delivered on schedule: Monthly report for affiliate(S&OP) and regional Sales Data Analysis: prepare and provide data analysis for executive levels at S&OP, monthly sales meeting, and other analysis as requested Leaderboard report SFE achievement, affiliate and region reports. CLM achievement. Lead Performance Management Programme for affiliate, including report. 2. CRM / CLM (Close Loop Marketing) System, MCE – ARISE/SFDC(Sales Force.Com) - Core
Manage and ensure system fully support local business need, good data quality, troubleshooting issues relating to system. Work with marketing team on CLM, establishing and improving current process, reports and propose enhancement for better insights. Ensure achievement of key KPIs of sales force. Generate insights, example ROI project on the respective business channels. Review, proposal improvement plan working with marketing team. Maximize existing systems as well as identify opportunities for productivity improvement via enhancement/ modification or introduction of new systems/IT solutions. Develop SOP on the system and processes, including manuals. 3. Field Force Structure / Deployment
Sales Force Sizing and Structure: Optimize field force size, structure and deployment based on territory potential. Performance Management: Review/design performance measure process and tools to identify performance gaps and initiative for improvement. Work with training manager in proposing training program for field force to enhance capabilities and skills. Review territory budget Ensure achievement of key SFE KPIs. 4. Sales quota, Incentive, Reward and KPI Design
Target Allocation: develop and provide target allocation tool to Field Force at all levels work with Sales Director/National Sales Manager. Review/design incentive, reward structure, and KPIs to support business priorities and build high performance culture. Ensure incentive tabulation and payout is within agreed timeline; analyze effective of current incentive scheme and propose changes if any. Review achievement of teams, propose improvement, training plan to achieve business objectives. 5. Project Management, Training
Ensure successful roll out of ad-hoc projects assigned. Conduct training where needed on current and new system. GTM (Resource Optimization) 6. Specific Project / Tasks
Multichannel Marketing Engagement(MCE) Lead the team to roll out and track success rate of remote detailing, SMS Video detailing, emailing, webinar. CRM (ARISE) – Ensure high data accuracy, both internal and external. Lead Master Data Cleaning Project Research & Insight Perform industry research relating to field force, call rate, span of control, etc. SMART Dashboard – perform quarterly review with field force on performance and achievement. CLM – Support marketing team in roll out of CLM materials and monitor success of promotional material Perform analysis on field force knowledge and competencies. Propose training plans for FLM and Reps. Ad hoc project – support team when ad hoc projects are rolled out. Minimum Education: University degree (including Master Degree holder)in related field, sales, marketing, IT, Business, Business Information System. Minimum Experience/Training Required: 5 to 10 years' experience in pharmaceutical/FMCG, related industry. Strong field experience in the area of sales working as a Sales rep and Front-Line Manager. Exposure to analytical roles involving managing complex/ large data, analyzing and interpreting. Lead the cross-functional teams or in negotiation roles – collaborated or coordinated efforts across multiple Stakeholders. Participated in change initiatives which involved bringing others onboard and achieving operational improvements; involved in the adoption and implementation of a new initiative. Involved in implementation or improvement of digital tools, dashboards, or databases. Would be advantageous to have a Training experience in Sales – involved in training or trained FLMs. Knowledge: Strong understanding of the sales processes and tools; deep knowledge of the methodologies of segmentation, targeting, deployment, forecasting; product management strategies. Deep understanding of Go to Market strategies, sales, and marketing KPI's and metrics which track business performance, understanding the logic and rationale behind the KPIs. Familiarity of SFE market practices; country/emerging market trends. Data Quality and Control - understanding of CRM systems, database management, data sources, advanced knowledge of MS Excel/PowerPoint. Strong knowledge in leveraging data analytics tools, Power BI, digital platforms, in order to derive insights from data/ reports. Familiarity on emerging new technologies available on system / user interface to engage customers. Project Management capabilities. Familiarity of basic medical affairs practices impacting the local healthcare market. General operational knowledge of how the core commercial processes and methodologies work, product knowledge and understanding of how they impact financial results Strong understanding of country and global processes and guidelines.
