Job Purpose

Support HOD in driving commercial and business excellence by implementation and improvement of SFE, market research and analytics, field force development and multichannel activities to increase top and bottom-line results via optimized resource allocation, upgrading of customer engagement initiatives, and acting as business partner to the business segments in design, planning and implementation of commercial processes, projects and initiatives to maximize business impact.

Key Result Areas (KRA)

1.Sales Force Effectiveness:

• Implement standardized SFE systems, tools, analytics, performance dashboards and quantitative and qualitative KPIs for HCPs and specialty Field forces across the different BUs

• Drive Field forces productivity and improve quality and transparency of resource allocation decision making by targeting & segmentation, territory design/alignment, Field forces capacity planning, product allocation, call plan design and monitoring, customer acquisition strategies and action plans, performance measurement and monitoring, Field forces ROI analysis for all Field forces lines

• Develop, upgrade and monitor Field forces incentive systems

• Align strategic company and BU objectives with sales and promotion plans and incentive schemes

• Implement local and regional SFE performance monitoring dashboards and provide regular reports to BUs and regions

2. Training and Development

• Secure upgrading and upskilling of all customers facing functions

• Define key competencies for the various Field forces functions (Rep, FLM, Head Sales) and different Field forces lines

• Drive periodical assessment of competencies on individual employee and Field forces line level

• Develop training modules (classroom, F2F, FLM coaching, train the trainer, web based, reading materials) to increase medical and scientific, analytic, customer oriented and leadership competencies in Field forces

3. Market Research and Analytics:

• Accountable for market research, analytics and business intelligence in close alignment with the needs of the business units

• Support BUs in identifying business trends and quality decision making in business cases, portfolio/launches, pricing, competitive activities

• Support business with identifying market access structures (KOLs, payors, local and regional bodies)

• Sourcing, reporting, monitoring and interpretation of product, indication, company, and competitor market data for regional and national basis

• Development and implementation of periodical market and competitive reports for the business units

4. Business Systems:

• Management of commercial relevant business systems (Veeva, market data, etc.)

• Secure high quality, availability and access to customer and business data for management and salesforce, improve data integration of different systems and optimize data reports and utilization.

5. Best Practice Sharing:

• Being part of the regional Commercial Excellence network, facilitate and proactively manage best practice sharing across BUs and within the region.

Qualification and Education Requirements

• University degree in business administration or comparable studies

• Essential: Fluent written and spoken English

Relevant Experiences

• Background in pharmaceuticals industry or FMCG 5 years +

• SFE/market research experience

• Sales experience of 3 years is advantage

• At least 3 years of experience on technology and digital understanding to implement electronic tools for sales force operations and customer management solutions

Preferred Knowledge / Skills

• Profound skills in market and competitor analysis

• Strong analytical skills and high learning agility

• Affinity to CRM and IT systems

• Strong leadership and influencing skills

• Superior ability to communicate, collaborate effectively, and push things through/across a global, matrixed company

• Excellent project management capabilities