Field Force Effectiveness Manager

cap NA Topjobs' client

post time Posted 80 months ago

Field Force Effectivess Manager

Job Purpose (State in one sentence the overall objective of the job)

 Develop, facilitate and execute the strategic FFE plan and tools, ensuring increase in the effectiveness and productivity of the field force.

 Provide innovative and effective input into identifying field force activities and process improvements to enhance customer impact.

 Lead the analytical aspects of FFE management: performance analysis, planning, resource allocation, deployment, modelling and territory management.

 Design and implement standardized quantitative and qualitative KPI at country level with help of regional FFE. Propose and monitor action plan whenever appropriate.

 Lead to design and maintain relevant and effective reporting system to deliver required reports (including key distr.sales/analysis reports), proactively flag performance gap and propose solution.

 Lead to design Field force incentive scheme, reward and recognition programs to boost productivity and motivation.

 Compliance with applicable policies, procedures and other regulations.

Major Accountabilities (Describe the main results of the job to be achieved )

FFE Accountabilities:

Planning

 In charged FFE Reporting System, Data Analysis & Maintenance, Incentive, communication with Field Force & Marketing teams, coach associates on analytical capability and skills etc.

 Participate and lead various FFE projects, proactively track and monitor the implementation of FFE projects.

 Coordinate the “operating rhythm” for the Field force team, under guidance from FF manager, to ensure timely completion of Target setting, Action planning, issue resolution. In particular, monitor and propose actions to ensure enforcement within FF of agreed action planning/forecasting tools at region/territory level.

Performance analysis

 Design and maintain relevant and effective reporting system to deliver required reports (e.g. distr. sales, productivity, FFE monthly report, etc.)

 Be responsible for monitoring and reporting FFE KPIs, analyze reports to identify issues and areas for improvement.

ETMS – Field force system

 Coordinate day-to-day management of ETMS system. Troubleshooting, management of territory changes, acting as administrator on system for Vietnam

 Be responsible for monitoring and developing the good use of ETMS within the Field force, identify issues and areas for improvement

Resource allocation

 Work with Field Force and marketing groups to carry out ongoing evaluation of field force excellence (e.g. # of calls, # reps, call adherence, segmentation & targeting, expansion & deployment, monitor key

message delivery and promotional material effectiveness etc.)

 Manage the expenditure budget for the FFE program.

Field visits:

 Key job requirement is to build / maintain sufficient knowledge/understanding of Field activities / Medical reps actual field work, through a minimum 3 days per month of Field presence (visits with MR)

Key Performance Indicators (Indicate how performance will be measured: indicators, activities…)

 Time in field

 Improvement of field force capability in the Country

 Distr. sales Revenue, Market Share, and Operating income

 Recruitment/retention of field force and FFE team (if applicable)

 Feedback from field force on training effectiveness

 Budget management

 Productivity per Medical Representative

Ideal Background (State the minimum and desirable education and experience level)

Education: Bachelor/ Master degree in medical, pharmacy or MBA.

Languages: Fluent in Vietnamese and English

Experience:

 Must have a proven operational experience in sales and sales force management (preferably in pharma) or FFE related role in FMCG or large field force based industry or experience in IMS or pharma consulting on field force optimization projects.

 Marketing or Field Force experience in Pharmaceutical industry is a plus

 At least minimum 5 years’ experience in a sales training or FFE position preferred

 An ability to influence or inspire sales team to buy-in new concept and behaviour change

 Excellent interpersonal and communication skills with a proven ability to build trusting business relationships

 Good ability of business analysis and training skills

 Good skill in operating Microsoft office(Excel, PPT, etc)

Key Competencies

1. Functional Technical Skills (Analytical and Problem Solving, Planning)

2. Managing and measuring work (Standing alone)

3. Motivating others (Peer relationship and team player)

4. Drive for results

5. Priority Setting