The SFE Manager will be responsible for driving field force effectiveness through data-driven insights, territory planning, sales performance monitoring, incentive design, and CRM optimization. This role plays a critical part in enabling commercial excellence and supporting strategic business decisions across the pharmaceutical sales teams.
Primary Duties & Responsibilities
1. Sales Performance Analytics & Insights
- Analyze sales data (IQVIA, in-house CRM, distributor data) to provide actionable insights to the sales and marketing teams.
- Develop dashboards and reports to monitor KPIs, territory performance, and salesforce productivity.
- Partner with cross-functional teams (e.g., marketing, medical, finance) to support business planning.
2. Incentive Scheme Design & Management
- Design and implement fair, motivating, and compliant sales incentive schemes.
- Conduct regular review and simulations to assess scheme effectiveness and ensure alignment with business goals.
- Manage quarterly incentive payout processes and communication.
3. Territory Alignment & Resource Allocation
- Lead territory alignment and segmentation projects to optimize coverage and resource deployment.
- Support field force sizing and call activity planning.
- Coordinate with HR and Sales Leadership on headcount tracking and hiring recommendations.
4. CRM and Digital Tool Optimization
- Drive CRM utilization and adoption across the field force.
- Ensure accuracy of HCP segmentation and targeting.
- Train and support sales teams on CRM and reporting tools.
5. Field Force Capability & Commercial Excellence
- Identify gaps in field force capabilities and propose training or coaching needs.
- Support commercial planning processes such as cycle meetings, business reviews, and sales forecasting.
- Champion a data-driven, performance-oriented sales culture.
Perform any other ad-hoc duties as and when assigned by the Company
Job Specification
- Bachelor's degree in Business, Life Sciences, Statistics, or related field. MBA is a plus.
- Minimum 5 years experience in Sales Operations, SFE, or Commercial Excellence in the pharmaceutical/healthcare industry.
- Strong analytical skills with proficiency in Excel, Power BI/Tableau, and CRM systems (e.g., Veeva, Salesforce).
- Solid understanding of pharmaceutical commercial models and Singapore market access dynamics.
- Excellent communication and stakeholder management skills.
- Ability to translate data into strategic insights for senior leadership.
- Strong project management and change management capabilities.
