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.
Bachelor s degree in Pharmacy, business, marketing, finance or any related field or equivalent combination of education and 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
- 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.
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