Role
The Commercial Excellence Manager/SFE Manager is responsible to support commercial team to drive commercial and business excellence by leading, implementation and improvement of SFE, market deep dive research and analytics, training/people development and as CS compliance champion to drive business strategic objectives and plans.
Responsibilities
Understand the local market need and then communicate with region for the integration/ implementation of market excellence projects.
Sales Force Effectiveness
- Implement standardized SFE systems, tools, analytics, performance dashboards and quantitative and qualitative KPIs for different BUs
- Drive FF productivity and improve quality and transparency of resource allocation decision making by targeting & segmentation, territory design/alignment, FF capacity planning, product allocation, call plan design and monitoring, customer acquisition strategies and action plans
- Develop, upgrade and monitor FF incentive systems
- Align strategic company and BU objectives with sales and promotion plans and incentive schemes
- Implement local and regional SFE performance monitoring dashboards and provide regular reports to BUs and regions
- Support BD for field force sizing and contact planning
Training and Development
- Secure upgrading and upskilling of all customer-facing functions
- Lead the development of training modules (classroom, F2F, coaching, train the trainer, web based, reading materials) to increase medical and scientific, analytic, customer oriented and leadership competencies
- Conduct field visit to identify the training need and results
Compliance lead/Champion
- Drive compliance programs
- Cooperate local and regional compliance related departments to enroll and implement compliance projects such as IHCP policy
Market Research & Analysis
- Selecting the most appropriate research methodology and techniques
- Designing qualitative and quantitative research plans for products in all stages of the Product Life Cycle
- Designing research questionnaires and moderator guides
- Working with Project Directors to oversee the fieldwork initiative
- Interpreting data, writing reports, and making actionable recommendations
Sales Automation
- Align with region, ZPI IT & SA for sales automation project, e.g., eZRx, sales reporting
Qualification
- Pharma sales background
- 2 years or above sales manager experience
- Able to communicate in English for regional/cross department communication
