Main Accountabilities and Objectives of the Job:
The Sales Force Effectiveness (SFE) Manager serves as a strategic operational leader, driving sales force productivity and organizational excellence through the optimization of sales processes and cross-functional collaboration. Acting as a key partner to the commercial leadership team, the SFE Manager enhances organizational capability by deploying creative operational solutions and leading change management initiatives that align field force activities with corporate strategy. By integrating strategic insights with business fundamentals, they drive sustainable sales growth and ensure the commercial model is effectively implemented to meet evolving business needs.
Notably the SFE Manager will partner with relevant stakeholders to develop, recommend and make actionable SFE recommendations based on a deep understanding of business fundamentals, corporate strategy and organisational issues.
Duties and Responsibilities include but are not limited to:
- Strategic Insights & Decision Support: Lead the interpretation of market intelligence and performance data to drive business strategy and provide high-level decision support for commercial leadership: a) Be the expert contact to answer and/or direct all data-related questions from the sales teams, b) Synthesize complex data sets into actionable strategic insights that inform management decisions on resource utilization, market opportunities, and competitive positioning, c) Monitor the accuracy and efficiency distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports or assist in the development of new reporting tools as needed, d) Develop and present training to user groups on how to interpret the reporting to ensure that those who are making decisions have the required answers and know how to get them, e) Conduct proactive analysis (internal promotional data, competitive share of voice, doctor-level data) to help identify key drivers of sales performance and key areas of opportunity/challenge. Provide actionable recommendations to sales management on how to mobilise in response to opportunity/challenge, f) Establishes processes for monitoring company, promoted product and message recall to ascertain core message delivery and competitive share of voice/mind, g) Prepare and present appropriate monthly/quarterly and annual analysis of SFE implementation and results, h) Preparation of the Monthly Reports to Management.
- Operational Excellence & CRM Strategy: Leverage the corporate CRM as a strategic enabler of process excellence, driving stakeholder capability and field force effectiveness: a) Roll out the organisation's CRM system particularly focusing on sales planning, call planning and coaching of field staff in their usage of the system, actively seeking to drive adoption of tools and technology, b) Monitor the sales organization's competency and compliance with required standards for maintaining the system and database, c) Proactively conduct workshops to ensure input levels are effective and standards are maintained to enhance every relevant stakeholder's capabilities in lifting sales KPIs, delivering better sales outcomes with lower costs and increasing stakeholder confidence, d) Provide local management with a common language and approach to solving issues with sales effectiveness, thereby enhancing cross-functional cooperation.
- Strategic Sales Force Effectiveness (SFE): Lead the development of a shared vision for SFE across the organization, partnering with sales and marketing leadership to drive strategic growth initiatives. Conduct deep-dive diagnostic activities to identify and execute process improvements that connect sales operations with broader commercial goals. Drive organizational change and employee awareness of SFE initiatives to foster a high-performance culture.
- Organizational Design & Business Planning: Lead the annual business planning process for sales force structure and territory alignment. Formulate strategic recommendations for organizational design and resource allocation to maximize market coverage and realize brand objectives.
- Segmentation: Assist sales management and other internal experts to profile the contacts/accounts that Menarini should focus on to gain the greatest potential for sales efforts, by using the data available by brand. Develop the necessary lists and information for population of suggested target lists into the corporate CRM system.
- Sales Process Operation: Guide and develop Sales & SFE Coordinator to proactively identifies opportunities for sales process improvement by working closely with Sales & Marketing management.
- Support HOD in designing and rolling out sales force incentive schemes in collaboration with the stakeholders in sales and marketing.
- Ensure all training activities comply with country relevant Acts, Legislation and industry ethical standards/code of conduct;
- Maintain communication with the regional SFE team on the progress and performance of SFE initiatives and manage and communicate potential improvements in the appropriate areas.
- Give assistance and advice where possible and appropriate to other members of the Regional SFE Management Group.
- Perform any other delegated responsibilities as instructed by the regional SFE Management Group within appropriate timeframe specified to meet business requirements.
- Actively participate in partner interaction opportunities when required;
- Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks and participate in professional organisations.
- Perform all work in a safe manner that ensures your health and safety and that of all other employees.
- Maintain collaborative working relationship with customers, peers and other departments.
- Identification of continuous improvement within your areas of responsibility; and
- Perform related responsibilities or duties as assigned by your manager.
Education Qualifications and Experience:
- Appropriate tertiary qualifications;
- Minimum of 5 years experience in sales/SFE or mid-level marketing/sales management or decision support roles;
- Self-motivated, creative, well organized with good training, motivation and facilitation skills;
- Achievement-driven with a customer service orientation and a track record of outstanding customer feedback;
- Ability to drive business results through building effective partnerships with relevant stakeholders;
- Previous track record of SFE implementation and success;
- Background and work experience in Sales, Sales Management, Learning & Development and/or a healthcare analytics/services organisation within the pharmaceutical industry.
Skills and attributes:
- Excellent computer skills and highly proficient in Microsoft Suite;
- Previous experience on a sales CRM or relational database development experience;
- Full knowledge of current SFE needs and current market advancements/ best practice in the field;
- Able to multi-task and work under pressure;
- Possess and demonstrate the ability to form strong partnerships with cross-functional partners and transfer these understandings;
- Exemplary communication skills both verbal and written;
- Problem solving and decision making capabilities;
- Combination of strategic and tactical skills with high attention to process and detail yet able to draw big picture conclusions and make actionable business recommendations;
- Strong understanding of integrated data analysis, data modelling and ad hoc analysis;
- Knowledge of primary market research and syndicated market research methodologies and applications for the pharmaceutical industry is an asset;
- Excellent interpersonal skills and a collaborative style;
- A demonstrated commitment to high professional ethical standards in a diverse workplace;
- Ability to challenge and debate issues of importance to the organisation;
- Ability to look at situations from several points of view;
- Persuasive with details and facts; and
- High level of enthusiasm, motivation and passion for working with Menarini.
