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.
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.