- Develop and execute a comprehensive commercial excellence strategy aligned with organizational goals.
- Identify opportunities to enhance sales processes and customer segmentation.
- Collaborate with cross-functional teams to drive revenue growth and increase market share.
- Optimize sales performance through reporting, monitoring, and in-depth analysis of performance data and sales activities.
- Implement standardized SFE systems, tools, analytics, dashboards, and both quantitative and qualitative KPIs.
- Drive field force productivity and strengthen transparency in resource-allocation decision-making.
- Lead key SFE areas such as targeting and segmentation, territory design and alignment, capacity planning, product allocation, call plan development and monitoring, customer acquisition strategies, performance measurement, and ROI analysis.
- Develop tailored customer messaging to ensure high-quality calls.
- Design, enhance, and monitor field force incentive schemes to support motivation and business performance.
- Align strategic objectives at the company and business-unit level with sales and promotional plans.
- Lead market research, analytics, and business intelligence activities in alignment with business unit needs.
- Support business units in identifying trends and making informed decisions on business cases, new product launches, pricing strategies, and competitive activities.
- Assist in mapping and analyzing market access structures, including key opinion leaders and key account stakeholders.
- Develop and deliver regular market and competitive intelligence reports.
- Oversee capability-building initiatives for all customer-facing functions.
- Define key competencies required across commercial field roles.
- Drive periodic skills assessments at both individual and group levels.
- Lead the development and execution of multichannel initiatives to enhance customer engagement.
- Develop innovative digital engagement solutions (e.g., apps, websites, email campaigns, webinars, digital platforms, call centers, patient support and adherence programs).
- Drive the effectiveness and adoption of multichannel tools and foster a culture of innovation.
- Integrate multichannel activities into commercial plans, ensure CRM transparency of digital interactions, and explore hybrid engagement models that complement field force activities.
- Manage commercial-related business systems in partnership with IT.
- Provide business leadership for SFE tool deployments, enhancements, and upgrades.
- Ensure the availability, integrity, and accessibility of customer and business data for leadership and the sales team.
- Improve data integration across systems and optimize reporting and data utilization.
- University degree in Business Administration or a related discipline.
- Minimum 2 years' experience in the pharmaceutical or FMCG industry, plus at least 3 years of SFE or market research experience (required).
- At least 2 years of Sales and/or Digital/Multichannel experience is an advantage.
- Strong skills in market and competitive analysis.
- Excellent analytical capabilities and high learning agility.
- Strong affinity for CRM and IT systems.
- Strong leadership, stakeholder management, and influencing skills.
- Excellent communication and collaboration abilities, with the capability to drive cross-functional alignment.
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Sales Force Excellence Manager - Manila - SciGen Pte. Ltd.
11 oras ang nakalipas
Paglalarawan
Summary
The Sales Force Excellence Manager is responsible for driving commercial excellence, optimizing field force performance, and strengthening data-driven decision-making across the organization. This role leads key initiatives in sales effectiveness, market analytics, multichannel engagement, and commercial systems management. The position requires strong analytical capabilities, strategic thinking, and the ability to collaborate effectively with cross-functional teams to support business growth and enhance customer engagement.
Key Responsibilities
1. Strategy Development and Implementation
2. Sales Force Effectiveness (SFE)
3. Market Research and Analytics
4. Training and Development
5. Multichannel Management
6. Business Systems Management
Qualifications
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