Sales Force Effectiveness Manager, TW & HK
Genzyme
Taipei
3天前

JOB PURPOSE

To ensure improvement of sales force productivity by establishing objective assessment of sales force size, structure and allocation together with other channels of promotion leading productivity focused initiatives and driving execution of the sales and activity objectives.

KEY OBJECTIVES

Drive sales operations supporting process and ensure they are aligned with organizational priorities, being done in an objective manner and regularly reviewed to foster constant improvement.

Processes include but are not exhaustive of :

  • Sales Target Setting setting ambitious but realistic targets, using a consistent approach, striving for growth, allocating targets fairly, ensuring alignment with organizational objectives.
  • Targets should be timely and properly communicated to all relevant stakeholders.

  • Incentive Scheme design, management and analysis - ensuring IC design alignment with affiliate strategy and global guidance, fair and transparent, manage incentive committee organization.
  • Incentive rules and actual pay-out should be timely and clearly communicated to all stakeholders. Ensure engagement targets are met, Standard deviation results are within guidelines and that there are no irregularities / critical findings.

  • Activity objectives and CRM configuration Lead development of activity objectives and CRM framework to maximize impactful promotional pressure and instill best-
  • in-class culture of field work.

    Create and lead performance management framework in the organization. Ensure that governance is in place, measures are agreed and available to the stakeholders.

    Provide organizational issues to senior management to improve performance. Lead customer insight systemization; facilitate development of customer segmentation and targeting approach.

    Hold validation steps to ensure segmentation quality and alignment with business objectives. Drive, challenge and facilitate resource allocation decisions. Consistently review :

  • Sales Force Sizing and Structure
  • Sales Force geographical allocation
  • Sales Force Productivity evolution
  • Channel and promotional investments
  • Challenge the commercial organization to close the loop between Productivity analysis across different channels of promotion, sizing and SF design and setup
  • Support roll-out of cross-functional sales force related initiatives which improve productivity

    Education / Skills / Attitudes

  • University graduate, majoring in biological or life sciences
  • Second degree in Training & Development
  • Strong interpersonal skills in order to facilitate clear communications (oral and written) of results within the organization.
  • Self-starter with strong analytical skills, decision-making capabilities and demonstrated problem solving skills
  • Demonstrate the ability to influence and form strong partnerships with cross-functional partners
  • Good presentation skills and ability to communicate at all levels
  • Ability to handle multiple tasks and work under pressure
  • Good command of written and spoken English and Chinese & Mandarin
  • Experience / Specific Knowledge

  • At least 5 to 7 years industry experience in a sales / SFE, preferably gained from research-based multinational pharmaceutical company
  • Previous experience in sales management experience preferred
  • Proven track record in sales force’s skills and productivity development in the pharmaceutical industry
  • At least two years in targeting, call planning or sales force optimization experience, preferred. However, a combination of experience and / or education will be taken into consideration.
  • Previous experience on Pharma CRM platforms and selling models preferred.
  • CONTACT WITH OTHERS

  • Internal - Sales, Marketing, Business Unit, Medical, Human Resources, IT and Regional SFE
  • External - Training Institute / Consultancy
  • At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers.

    We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.

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