Sales Force Effectiveness (SFE) Manager
Multinational pharmaceutical company
Ho Chi Minh City
Job description
Planning and Strategy Development
Design sales force deployment that complies with SFE guidelines, and optimizes investment of resources according to business potential and ROI.
Establish SFE monitoring systems (ETMS) correlating potential for business, investment of activities & results achieved.
Review SFE KPI metrics to ensure compliance with SFE guidelines and consult with Sales Director on remedial action required.
In consultation with the Sales Director, design the salesforce incentive scheme, ensuring compliance with SFE guidelines and the PF’s Code of Conduct.
Coaching and Team Development
Collate salesforce training requirements identified through training needs analysis (field development forms, performance review, attendance at sales meetings etc.)
Formulate a training framework, and road map for structured and integrated development of the salesforce aligned with the competency framework.
Build and manage a training team equipped to deliver the salesforce training framework.
Oversee coordination of salesforce foundation training programs to ensure key behaviors/ competencies are developed and course delivery is in a timely fashion.
Collaborate with marketing to ensure the development of product distance learning materials and the participation of marketing/medical in MR foundation training.
Deliver foundation training for DSM’s.
Conduct semi-annual performance review for direct reports (trainers, sales admin.)
Customer Focus and Service
Ensure a national customer database is in place profiling customers against potential for business.
Customer segmentation & targeting implementation.
DSM’s in-field MR coaching monitored (Field Coaching forms) to ensure core promotional messages delivered within approved detail aids and in line with TAP.
Ensure an optimal level of national calling activity with key target customers.
Reporting/ Administration
Ensure availability of meaningful and accurate salesforce metrics (e.g. ETMS summary reports, SFE “dashboards”) for management information
Communicate monthly SFE KPI metrics data.
General requirement
Bachelor degree in any field, preferably science related.
Minimum 5 years of successful track record in sales and/or marketing, with 2 years in sales management.
Analytical, training, interpersonal and management skills, computer proficiency.
English proficiency.
Self-motivated, creative, well organized with good training, motivation and facilitation skills
Background and work experience in Sales, Sales Management, Learning & Development and/or a healthcare analytics/services organisation within the pharmaceutical industry.
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Pharmaceutical
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Pharmaceuticals
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Ho Chi Minh City
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