Sales Force Effectiveness Manager

MAIN PURPOSE OF ROLE
Responsible for the optimization of sales force efficiency and effectiveness through the development, delivery, and implementation of activities that related to Upstream Nutrition Expert (UNE) across brands; including monitoring and analyzing performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance. Drive programming related to Territory design, alignment, segmentation, and targeting. Collaborate with other functional teams and vendors to deploy segmentation and targeting programs across channels to optimize business outcomes and successfully achieve strategy.
MAIN RESPONSIBILITIES
Engage with and support to Ethical Field Force in assigned territories to execute demand creation strategy including: Sizing and segmentation of Ethical PG team; obtaining account profile and potential analysis
Analyze and report Ethical PG effectiveness in assigned territories. Coordinate with Ethical SLM and FLM to identify gaps and improvement opportunities.
Collaborate with 3rd party Vendor to make sure deployment / re-deployment in place. Recruit high quality PG Team with effective Induction training and long retention. Ensure disciplinary of PG / SUP PG team follow company working guideline. Ensure PG budget management, oversight and governance. Plan, track monthly budget and collaborate with ethical/finance on phasing and forecasting.
Develop deep understanding of the nature of the assigned territories/regions where can generate quality New User. Engage with Ethical PG to assess/reassess Ethical channel potential, current PG deployment and targeting. Work with Ethical PG / SUP PG to identify opportunities/gaps/misalignment in territory management, deployment and targeting to propose appropriate initiatives.
Engage with Ethical PG / SUP PG daily to gain insights, educate SFE mindsets and build a performance culture among SF. Drive and support Ethical PG / SUP PG in executing those initiatives. Design, deploy and train PGs on sales force automation tool and drive discipline. Proactively work on the SFA modules to enhance SFA tool functionality and mitigate execution risk.
Engage with Ethical PG / SUP PG to identify and propose KPIs to align business priorities and allow to measure effectiveness and efficiency. Align those KPIs with Ethical PG / SUP PG and other stakeholders for execution. Join field with Ethical PG / SUP PG to get field insights and seek opportunities for KPI improvement.
Track, analyze and benchmark Ethical PG/SUP PG achievement of KPIs to identify productivity gaps and propose actions/initiatives stakeholders to close gaps if any. Drive and support Ethical PG / SUP PG and other stakeholders in executing actions/initiatives.
Develop insights on Ethical PG / SUP PG 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 PG / SUP PG in analyzing and interpreting MIS dashboards to enable timely actions.
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 PG / SUP PG compliance with processes and policies within scope of function responsibility. Build processes to enable structured approach and suggestive tools. Collaborate with training , ethical SFE to drive business processes and enhance productivity.
Design , deploy and monitor the PG incentive scheme inline with Abbott guidelines. Calculate, validate and ensure incentive compliance as per incentive policy. Develop, implement, and monitor incentive/compensation programs in support of sales objectives across brands.