JobPurpose and Scope
Toassess all customer-facing function (sales, Marketing, Customer experience / Service, market access and development), with the objective to improve allcompetitive position of the affiliate’s marketing, sales force effectivenessand development need to achievement of current and future TW / HK business goal.
Plan,direct for appropriate affiliate improvement / development as agreed to byCountry manager to ensure sustainable and profit growth.
Responsible for articulating and communicating Commercial Excellence strategy to the affiliate and to serve as a role model for Commercial Excellence behaviours and values.
Partner with other areas (Marketing, sales, Market Access, Customer Experience / Service, QA, Communications, IT etc) in order to define and implement processes to optimize productivity of the sales force.
Link all processes and results.
Be a Change Agent to drive cultural change in the organization . Continuously secure and evaluate relevant information, identifying key issues, trends, relationships and cause / effect as they impact the business.
Appropriately consult with experts. Create an environment where information, expertise and experience are broadly shared and used to create insights that shape the business.
Participate in ad hoc key projects per assigned by Commercial Head (e.g. assimilation of new business / products)
Improve customer experience by developing a process to get annual feedback from customers
Work with Regional IT on IT projects and funding
Explore areas to allow close partnership between Taiwan and Hong Kong
Lead for S&OP process
Coordinate the monthly S&OP process
Support Commercial Head for the monthly session with Region Team
Work closely with Finance partner to prepare the financial information required
Work with internal stakeholders (Sales Head / Marketing etc) in Taiwan and Hong Kong to prepare the required commercial information
Conduct financial validation and implications assessment of different scenarios.
Review total SG&A spend and highlight areas for resource efficiency.
Strategic Pricing and Sales Incentives Plan Design
Collaboration and partnership with stakeholders; facilitate data-driven price reviews
Raise visibility and importance of pricing discipline within organization (looking / reviewing price movements)
Facilitate and review existing internal metrics
Design & review sales incentive scheme. Administer, communicate targets and payout on a quarterly basis to sales-force and sales management.
Sales support and Customer Segmentation
BANT - utilizing BANT and to reintroduce BANT
Carry out gap analysis of current sales structure and strategy. Propose and facilitate decision making process on new sales force strategy if necessary.
Develop implementation plan and ensure execution, considering geographical deployment
Support sales team
Data Management & Analytics / Call Activity
review call tracking activities and trends within the countries; regular review with regional team
leverage tools such as Tableau
Raise visibility on call tracking activities
Partner with Marketing to review the overall budget and the marketing mix optimization.
Support new product launches; adopt framework to execute robust launch strategies
Suggest ways for improvements as required.
Strong analytical skills
Strong written and verbal skills
Advanced computer literacy (Excel, SAP, Vision Analytics)
Ability to shape perspectives, influence diverse people & secure buy-in
Project management experience, with a discipline to execute on timelines
Minimum of 3 5 years industry experience in a mid to senior level management roles.