Drive Salesforce effectiveness & efficiency through building sales fundamentals, including operationalizing sales strategy, optimizing salesforce structure, size & deployment, sales roles definition, selling & sales operational processes, data, scorecards & KPIs, salesforce automation, sales capability building, field management guidelines as well as incentive & rewards.
Responsibilities:- Engage with & support sales team to operationalize sales strategy in terms of: Understanding sources of growth at territory, sales route & outlet levels; Understanding geographic & channel dynamics; Executing customer segmentation, classification, prioritization & targeting.
- Optimize salesforce size, structure & deployment based on territory potential, customer classification, customer facing time & span of control.
- Design, align, deploy & enable stakeholders in executing selling & sales operational processes (target setting & allocation, customer master data management, Salesforce master data management, guidelines on field management, execution & disciplines, etc.) including but not limited to:
- Responsible for sales analysis to facilitate stakeholders to plan & forecast for each account
- Establish the operational sales standard reporting system & early warning analysis system of the indicators of each territory
- Responsible for data management, including data acquisition, calibration, matching & system maintain.
- Monitor data accuracy, identify root causes & to finally improve data quality.
- Analyze & track sales results & salesforce activities across all platforms (SFDC & Power BI); generate insights, provide reporting & monitor results against needs of key stakeholders, implementing corrective actions when gaps are identified
- Act as a custodian for assigned selling & sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement & simplification
- Develop & implement sales management process tools & policies to improve or optimize the sales effectiveness.
- Proactively assess & make recommendations in support of salesforce development, supporting cross-functional collaboration & initiating development activities through the training team & other support functions
- Work with sales leaders to design, review, communicate & calculate incentive & reward scheme to support business priorities, manage sales behavior & results.
- Minimum bachelor’s degree in Business, statistics, mathematics & related majors. Equivalent education & sufficient experience to successfully perform the essential functions of the job may be considered.
- 8+ years’ experience in a similar role preferably in a healthcare industry
- Demonstrated knowledge & experience with Management Systems (ERP, CRM etc)
- Optimal salesforce structure, size & deployment; territory design, alignment, segmentation & targeting with cross-regional alignment to Business Area/country strategy
- Accurate real-time tracking of KPIs & metrics for digital/remote & F2F engagements
- Customized SX programs by BA/countries/APAC to address unique opportunities & drive business results
- Data integration across platforms to reflect end-to-end customer engagement & business results
- Motivated & well skilled salesforce for optimal efficiency & drive productivity
- Varying levels of digital & analytic knowledge/skill across the organization
- Diversity & complexity of stakeholder influence & alignment cross-functionally & cross-regionally
- Securing appropriate, reliable sales analytics (difficult-to-measure activities, non-compliance to operational processes) & from multiple platforms (not originally designed together)
- Identifying & implementing the right processes for both current & future/anticipated business needs/trends/opportunities, in a rapidly evolving & digitized healthcare environment
Please submit your resume and cover letter to {{}}.
