In a European pharmaceutical company with a portfolio of original brands, a position for SFE Head is opening.
Key results/accountabilities:
- Plan and evaluate processes and activities to ensure that all core elements of Sales force effectiveness are fully scoped, planned, executed and continuously reviewed in accordance with expectations, global guidelines and business cycle deadlines
- Sales Incentive Plan: Develop, improve and administer sales incentive plans, reward schemes and policies that contribute to the development of a high performance culture across the sales organization
- Sales targets: Manage process of target setting aligned with business objectives and tactics. Use Strong expertise with different methodologies to design all elements with regular reviews to improve accuracy, relevance and impact
- Drive Segmentation, Targeting, Territory Design & Resource Deployment and optimization. Provide expert advice and guidance to ensure appropriate coverage of high value customers and management of field sales return on investment
- Activity Planning: ensure optimal interactions planning with constant review and ensuring SF productivity and meeting SF KPIs
- Build efficient performance management framework to ensure strong process, governance and data-driven decisions
- Reporting: Regular preparation of reports to analyze and review the effectiveness of all processes and correlation of pay to performance, drive and manage efficient execution. Own meetings and effective discussions with actionable results for execution constant improvement and business impact
- Project Management: participate in selected business critical projects across the organization. Capture and communicate SFE requirements for project success and business impact
- Business Process: ensure all relevant SOPs and related process documentation are always up to date, aligned with global guidelines and reflect the most current operations as they evolve
- Process Improvement and Innovation: constantly evaluate processes for opportunities to simplify, automate, eliminate, or introduce innovative practices that enhance the business impact and customer experience
- Partner and align with relevant stakeholders on the needed cultural and functional transformation and change plans
- Manage and develop team for strong SFE competencies, efficiency and operational continuity of SFE and ETMS processes
- Ensure field force readiness in terms of trainings and targets for effective sales cycle execution
Skills, experience & knowledge requirements:
- High education
- Fluent English
- Proven experience in project management related to analytics, sales KPI, sales force effectiveness
- At least 3 years experience in SFE function and experience in people management
- Excellent analytical skills, good communication and presentation skills, result oriented, strong in planning & prioritization, experience in guides preparation for end user
- Strong functional competencies such as managing salesforce Incentive, targets, resource optimization, activity planning, performance management
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