
Sales Force Effectiveness Manager - Trade
Abbott Laboratories. GmbH
Địa điểm làm việc: Hồ Chí Minh
Hết hạn: 25/11/2024
- Chi tiết công việc
- Giới thiệu công ty
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Mô tả công việc
Mô tả Công việc
Role:
Drive Sales Force/CMM effectiveness and efficiency through building sales fundamentals, including operationalizing sales strategy, optimizing sales force structure, size and deployment, selling and operation processes, data and scorecards, sales force automation, roles and KPI, field discipline guidelines as well as incentive and rewards.
Accountabilities:
1. Sales/CMM Strategy Operationalization
Engage with and support Sales Force/CMM to operationalize sales strategy in terms of:
Understanding sources of growth at territory, sales route and outlet levels
Understanding geographic and channel dynamics
Executing customer segmentation, classification, prioritization and targeting
2. Sales Force/CMM Structure, Sizing and Deployment
Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control
3. Selling and Sales Operation Processes
Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)
Act as a custodian for assigned selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification.
4. Sales Force/CMM Roles, KPI, Incentive and Rewards
Define and clearly communicate role, KPIs for each Sales Force/CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)
Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)
Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)
5. MIS Data and Reports/Dashboards
Develop insights into Sales Force/CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)
Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)
Roll out MIS report templates to the Sales Force/CMM and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions
6. Sales Force/CMM Automation
Collaborate with SFA to identify opportunities for Sales Force/CMM automation to improve productivity
Support SFA in proposing and aligning with stakeholders on solutions to Sales Force/CMM automation
Modify selling and sales operation processes as part of automation solutions
7. SFE Project and Initiatives
Identify issues and opportunities with root causes related to sales/CMM fundamentals
Work with stakeholders (e.g. Sales leadership, SLM and FLM) to propose and align on SFE initiatives to build sales fundamentals and improve sales productivity via specific SFE projects
Roll out and drive execution of SFE projects in conjunction with stakeholders
Understanding sources of growth at territory, sales route and outlet levels
Understanding geographic and channel dynamics
Executing customer segmentation, classification, prioritization and targeting
Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control
Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)
Act as a custodian for assigned selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification.
Define and clearly communicate role, KPIs for each Sales Force/CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)
Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)
Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)
Develop insights into Sales Force/CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)
Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)
Roll out MIS report templates to the Sales Force/CMM and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions
Collaborate with SFA to identify opportunities for Sales Force/CMM automation to improve productivity
Support SFA in proposing and aligning with stakeholders on solutions to Sales Force/CMM automation
Modify selling and sales operation processes as part of automation solutions
Identify issues and opportunities with root causes related to sales/CMM fundamentals
Work with stakeholders (e.g. Sales leadership, SLM and FLM) to propose and align on SFE initiatives to build sales fundamentals and improve sales productivity via specific SFE projects
Roll out and drive execution of SFE projects in conjunction with stakeholders
Role:
Drive Sales Force/CMM effectiveness and efficiency through building sales fundamentals, including operationalizing sales strategy, optimizing sales force structure, size and deployment, selling and operation processes, data and scorecards, sales force automation, roles and KPI, field discipline guidelines as well as incentive and rewards.
Accountabilities:
1. Sales/CMM Strategy Operationalization
Engage with and support Sales Force/CMM to operationalize sales strategy in terms of:
Understanding sources of growth at territory, sales route and outlet levels
Understanding geographic and channel dynamics
Executing customer segmentation, classification, prioritization and targeting
2. Sales Force/CMM Structure, Sizing and Deployment
Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control
3. Selling and Sales Operation Processes
Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)
Act as a custodian for assigned selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification.
4. Sales Force/CMM Roles, KPI, Incentive and Rewards
Define and clearly communicate role, KPIs for each Sales Force/CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)
Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)
Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)
5. MIS Data and Reports/Dashboards
Develop insights into Sales Force/CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)
Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)
Roll out MIS report templates to the Sales Force/CMM and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions
6. Sales Force/CMM Automation
Collaborate with SFA to identify opportunities for Sales Force/CMM automation to improve productivity
Support SFA in proposing and aligning with stakeholders on solutions to Sales Force/CMM automation
Modify selling and sales operation processes as part of automation solutions
7. SFE Project and Initiatives
Identify issues and opportunities with root causes related to sales/CMM fundamentals
Work with stakeholders (e.g. Sales leadership, SLM and FLM) to propose and align on SFE initiatives to build sales fundamentals and improve sales productivity via specific SFE projects
Roll out and drive execution of SFE projects in conjunction with stakeholders
Understanding sources of growth at territory, sales route and outlet levels
Understanding geographic and channel dynamics
Executing customer segmentation, classification, prioritization and targeting
Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control
Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)
Act as a custodian for assigned selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification.
Define and clearly communicate role, KPIs for each Sales Force/CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)
Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)
Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)
Develop insights into Sales Force/CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)
Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)
Roll out MIS report templates to the Sales Force/CMM and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions
Collaborate with SFA to identify opportunities for Sales Force/CMM automation to improve productivity
Support SFA in proposing and aligning with stakeholders on solutions to Sales Force/CMM automation
Modify selling and sales operation processes as part of automation solutions
Identify issues and opportunities with root causes related to sales/CMM fundamentals
Work with stakeholders (e.g. Sales leadership, SLM and FLM) to propose and align on SFE initiatives to build sales fundamentals and improve sales productivity via specific SFE projects
Roll out and drive execution of SFE projects in conjunction with stakeholders
Yêu cầu
Yêu Cầu Công Việc
Minimum 5 years of experience in managerial/supervisory role in pharma, FMCG, nutrition, consulting industry
Bachelor degree
Good English skill
Minimum 5 years of experience in managerial/supervisory role in pharma, FMCG, nutrition, consulting industry
Bachelor degree
Good English skill
Quyền lợi
Laptop
Chế độ bảo hiểm
Du Lịch
Phụ cấp
Xe đưa đón
Đồng phục
Chế độ thưởng
Chăm sóc sức khỏe
Đào tạo
Tăng lương
Công tác phí
Nghỉ phép năm
Chế độ bảo hiểm
Du Lịch
Phụ cấp
Xe đưa đón
Đồng phục
Chế độ thưởng
Chăm sóc sức khỏe
Đào tạo
Tăng lương
Công tác phí
Nghỉ phép năm
Thông tin khác
Bằng cấp:
Đại học
Độ tuổi:
Không giới hạn tuổi
Lương:
Cạnh tranh
Đại học
Độ tuổi:
Không giới hạn tuổi
Lương:
Cạnh tranh
Thông tin chung
- Ngày hết hạn: 25/11/2024
- Thu nhập: Cạnh tranh
Giới thiệu công ty
Chúng tôi tạo ra những sản phẩm đột phá - trong chẩn đoán, thiết bị y tế, dinh dưỡng và dược phẩm - để giúp bạn, gia đình và cộng đồng có cuộc sống khỏe mạnh hơn với đầy những tiềm năng vô hạn. Ngày nay, đội ngũ 115.000 nhân viên của chúng tôi đang cùng làm việc để mang lại tác động bền vững đến sức khỏe của người dân tại hơn 160 quốc gia.
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