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Sales Force Effectiveness

2 months ago

Taguig, National Capital Region, Philippines Abbott Laboratories Full time

Core Job Responsibilities:

1. Analysis, Reports & System management.

  • Data analysis and creation of dashboards to aid commercial team make appropriate business decision.
  • Ensure reports are published and delivered on schedule:
  • Monthly report for affiliate(S&OP) and regional
  • Sales Data Analysis: prepare and provide data analysis for executive levels at S&OP, monthly sales meeting, and other analysis as requested
  • Leaderboard report
  • SFE achievement, affiliate and region reports.
  • CLM achievement.
  • Lead Performance Management Programme for affiliate, including report.

2. CRM / CLM (Close Loop Marketing) System, MCE – ARISE/SFDC(Sales Force.Com) - Core

  • Manage and ensure system fully support local business need, good data quality, troubleshooting issues relating to system.
  • Work with marketing team on CLM, establishing and improving current process, reports and propose enhancement for better
  • insights.
  • Ensure achievement of key KPIs of sales force.
  • Generate insights, example ROI project on the respective business channels.
  • Review, proposal improvement plan working with marketing team.
  • Maximize existing systems as well as identify opportunities for productivity improvement via enhancement/ modification or
  • introduction of new systems/IT solutions.
  • Develop SOP on the system and processes, including manuals.

3. Field Force Structure / Deployment

  • Sales Force Sizing and Structure: Optimize field force size, structure and deployment based on territory potential.
  • Performance Management: Review/design performance measure process and tools to identify performance gaps and initiative
  • for improvement.
  • Work with training manager in proposing training program for field force to enhance capabilities and skills.
  • Review territory budget
  • Ensure achievement of key SFE KPIs.

4. Sales quota, Incentive, Reward and KPI Design

  • Target Allocation: develop and provide target allocation tool to Field Force at all levels work with Sales Director/National Sales
  • Manager.
  • Review/design incentive, reward structure, and KPIs to support business priorities and build high performance culture.
  • Ensure incentive tabulation and payout is within agreed timeline; analyze effective of current incentive scheme and propose
  • changes if any.
  • Review achievement of teams, propose improvement, training plan to achieve business objectives.

5. Project Management, Training

  • Ensure successful roll out of ad-hoc projects assigned.
  • Conduct training where needed on current and new system.
  • GTM (Resource Optimization)

6. Specific Project / Tasks

  • Multichannel Marketing Engagement(MCE)
  • Lead the team to roll out and track success rate of remote detailing, SMS Video detailing, emailing, webinar.
  • CRM (ARISE) – Ensure high data accuracy, both internal and external.
  • Lead Master Data Cleaning Project
  • Research & Insight
  • Perform industry research relating to field force, call rate, span of control, etc.
  • SMART Dashboard – perform quarterly review with field force on performance and achievement.
  • CLM – Support marketing team in roll out of CLM materials and monitor success of promotional material
  • Perform analysis on field force knowledge and competencies.
  • Propose training plans for FLM and Reps.
  • Ad hoc project – support team when ad hoc projects are rolled out.

Minimum Education:

  • University degree (including Master Degree holder)in related field, sales, marketing, IT, Business, Business Information System.


Minimum Experience/Training Required:

  • 5 to 10 years' experience in pharmaceutical/FMCG, related industry.
  • Strong field experience in the area of sales working as a Sales rep and Front-Line Manager.
  • Exposure to analytical roles involving managing complex/ large data, analyzing and interpreting.
  • Lead the cross-functional teams or in negotiation roles – collaborated or coordinated efforts across multiple Stakeholders.
  • Participated in change initiatives which involved bringing others onboard and achieving operational improvements; involved in the
  • adoption and implementation of a new initiative.
  • Involved in implementation or improvement of digital tools, dashboards, or databases.
  • Would be advantageous to have a Training experience in Sales – involved in training or trained FLMs.

Knowledge:

  • Strong understanding of the sales processes and tools; deep knowledge of the methodologies of segmentation, targeting, deployment, forecasting; product management strategies.
  • Deep understanding of Go to Market strategies, sales, and marketing KPI's and metrics which track business performance, understanding the logic and rationale behind the KPIs.
  • Familiarity of SFE market practices; country/emerging market trends.
  • Data Quality and Control - understanding of CRM systems, database management, data sources, advanced knowledge of MS Excel/PowerPoint.
  • Strong knowledge in leveraging data analytics tools, Power BI, digital platforms, in order to derive insights from data/ reports.
  • Familiarity on emerging new technologies available on system / user interface to engage customers.
  • Project Management capabilities.
  • Familiarity of basic medical affairs practices impacting the local healthcare market.
  • General operational knowledge of how the core commercial processes and methodologies work, product knowledge and understanding of how they impact financial results
  • Strong understanding of country and global processes and guidelines.