Sales Force Effectiveness Manager (Ethical) - Nutrition DivisionAbbott Nutrition International

ROLE SUMMARY: Accountable for the optimization of sales force efficiency and effectiveness through the development, delivery, and implementation of SFE activities across brands. This includes the monitoring and analysis of performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance (and results). Drive programming related to Territory design, alignment, segmentation, and targeting.
Collaborate with other functional teams to deploy segmentation and targeting programs across channels to optimize business outcomes and successfully achieve strategy.
- Reporting directly to: Associate SFE Director, Ethical
- High frequency of interaction: Top management, Region, Cross Function, Team and external Partners
- Working location: Melinh Point, 2 Ngo Duc Ke, Ben Nghe Ward, District 1, HCM city.
- Working time: Mon to Sat, 2 Sat off/month
CORE JOB RESPONSIBILITIES:
Main responsibilities:
1. Ethical segmentation and targeting
• Design methodology to engage with and support to Ethical Field Force and Marketing in assigned territories to execute demand creation strategy including:
− Segmentation and targeting of Ethical Field Force and PG
− Obtain hospital profile and potential analysis
− Obtain HCP profile and classification
• Collaborate with 3rd party vendors to run survey/research on Ethical universe potential, and relative value across ethical specialties to optimize HCP segmentation and targeting, and Ethical Field Force deployment.
2. Ethical Field Force Productivity
• Develop deep understanding of the nature of the assigned territories/regions and customer segmentations
• Engage with Ethical Field Force to assess/reassess Ethical channel potential, current Ethical Field Force deployment, HCP segmentation and targeting
• Work with Ethical Field Force to identify opportunities/gaps/misalignment in territory management, Ethical Field Force deployment, HCP segmentation and targeting so as to propose appropriate initiatives
• Engage with Ethical Field Force on a daily basis to gain insights, educate SFE mindsets and build a performance culture among SF
• Drive and support Ethical Field Force in executing those initiatives
3. Ethical Field Force KPIs
• Engage with Ethical Field Force to identify and propose KPIs to align business priorities and allow to measure Ethical Field Force effectiveness and efficiency
• Align those KPIs with Ethical Field Force and other stakeholders for execution. Join field with Ethical Field Force to get field insights and seek opportunities for KPI improvement
• Track, analyze and benchmark Ethical Field Force achievement of KPIs to identify productivity gaps and propose actions/initiatives stakeholders to close gaps if any
• Drive and support Ethical Field Force and other stakeholders in executing actions/initiatives
4. Ethical Field Force Dashboards
• Develop insights on Ethical Field Force and Management requirements for MIS information as well as sources MIS data sources
• Propose MIS dashboard templates to translate raw data into insightful and actionable information to enable users to take actions more effectively
• Support MIS team in developing and generating MIS dashboards based on agreed templates for distribution to users on a regular and ad-hoc basis
• Support Ethical Field Force in analyzing and interpreting MIS dashboards to enable timely actions
5. Processes
• Develop in-depth understanding of Ethical Demand Creation process and cross-functional processes
• Optimize alignment and integration of sales process, sales target allocation process and policies with other cross-functional processes (marketing, finance, IT and HR, etc.) via simplification of existing processes and/or establishing new processes and policies
• Ensure Ethical Field Force compliance with processes and policies within scope of function responsibility
6. Project Management
• Define & monitor reporting of sales force effectiveness metrics and provide analysis of sales force effectiveness
• Implements best-in-class strategic project management, addressing the interdependence of various systems, functions, and teams involved in the fulfillment of project deliverables
• Anticipates, mitigates, and manages obstacles, resistance, and conflict that might compromise timelines and delivery
• Develops support tools and methodologies as required, to enable effective project execution in line with brand objectives