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Sales Force Effectiveness Manager


3 - 4 years United Arab Emirates - United Arab Emirates

Bachelor of Commerce(Commerce), Bachelor of Business Administration(Management), Bachelor of Pharmacy(Pharmacy). Any Nationality

, Posted on May 15, 2018 1 Opening

Job Description

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The Sales Force Effectiveness Manager will be responsible for the overall implementation of all Operational Excellence programs and projects relevant to Sales Force Effectiveness, Sales Force Training and Compliance. He will also drive the organizational and operational changes needed by Julphar.
The role will develop sales force effectiveness plans to drive sales growth and sales force productivity for Julphar, provide regular sales analysis reports and monitor key performance measures to provide insights for continuous sales effectiveness and efficiency.
Key responsibilities & Accountability:
Develops sales competency development structure, roadmap, facilitate relevant program designs, deployment and evaluation.
Maximize effectiveness of commercial activities undertaken by Julphar through strong:
Customer Management Operations (Sales Force, MSLs and Access effectiveness), including incentive schemes and reporting
Planning and Innovation (including customer model)
Field-deployed Personnel Training
Leads the entire SFE process for flawless deployments including planning, sales team communication and execution tracking.
Provides monthly/quarterly and annually regional analysis of SFE implementation.
Formulates recommendations in the areas of sales force territory alignments.
Leads project in building and strengthening information hubs and access, and providing the right solutions / tools in meeting users business needs.
Reviews and aligns sales incentive schemes including but not limited to pay mix, sales targets and pay-out conditions.
Ensures models are market competitive and drive target selling behavior.
Implements systems and tools to improve field force productivity and business intelligence tools customer segmentation and targeting, performance monitoring and tracking, electronic territory management / customer relationship management, and sales data administration systems to improve business conditions.
Establish key metrics, KPIs and reporting dashboards to ensure efficiency of sales force.
Reports, monitors, and analyzes performance data, and sales activities to support recommendations to the sales management teams to develop and improve performance of sales teams.
Partner with sales and marketing regional teams on strategic projects, change management processes to improve sales and marketing effectiveness.
- Education
Bachelor s degree in Pharmacy, business, marketing, finance or any related field or equivalent combination of education and experience.
- Experience:
Minimum 3 years experience in pharmaceutical industry (Sales, Marketing or Access)
Experience in handling teams across different skill sets, levels and functions in the local market
Experience in working cross-functionally and ability to facilitate business decision-making
Proven experience in an analytical and strategic commercial environment, including financial analysis
- Training:
- Specialized Knowledge and Skills:
In-depth knowledge of the international & local pharmaceutical industry business processes and ability to analyze complex business issues
Detailed understanding of the healthcare system and its different customer groups
Understanding of marketing planning, brand marketing and budgeting processes as well as of marketing information needs and key business drivers
Understanding of sales force structures, processes and resource allocation
IT literate, highly developed Excel and presentation skills
Excellent verbal, non-verbal, and written communication skills.
Key Competencies:
Communicating in Writing Communicating Orally Continual Learning Customer Focus Decision Making Facilitation Fiscal Management Flexibility Influencing Others Initiative Innovation Interpersonal Skills Solving Problems

Industry Type : Pharma / Biotech / Clinical Research
Functional Area : Sales / Business Development


Healthcare Budgeting Business intelligence Change management Analytical Financial analysis Sales analysis Pharmacy Operational excellence Resource allocation

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Established in 1980 in the UAE, Julphar Gulf Pharmaceutical Industries is the largest generic pharmaceutical manufacturer in the Middle East and North Africa. Beginning its journey with the first stand-alone facility that produced 5 products, Julphar now operates 15 globally certified manufacturing facilities. Distributing medicines to more than 40 countries globally, the company maintains a broad range of product portfolio that includes categories such as Pediatric Primary Care, Wound, Anemia and Women Care, Cardiopulmonary Care, Consumer Care, Adult Primary Care, Gastro Care and Pain Management. The company holds the vision to be recognized as the leader for pharmaceutical products and contribute to a better healthcare in the Middle East and Africa region.

Julphar’s 13 facilities are based in the UAE while other manufacturing units are available in Bangladesh, Ethiopia and Saudi Arabia as a part of its international expansion plan. In 2012, the company also launched the only one of its kind Active Pharmaceutical Ingredient (API) manufacturing facility in the Middle East named as Julphar Diabetes, which supported its positioning among the largest manufacturers of insulin in the world. Julphar has bagged several awards and ISO9001 and ISO14001 accreditations. It works closely with regulatory bodies, such as the US Food and Drug Administration (FDA) and the UAE Ministry of Health (MOH) to ensure that all their practices are aligned with the international requirements.

Julphar employs around 3,000 people around the world and believes that its corporate results are achieved due to its dedicated employees. Working for Julphar offers an opportunity for career and personal development.

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