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.