Sales Force Effectiveness Specialist

3 weeks ago

Bellville, South Africa Cipla Full time

**Job Purpose**:
Develop, maintain and deploy creative reporting and analytic solutions for the company’s field force on key performance measures to drive sales growth and sales force productivity aligned to Cipla Medpro Commercial Strategy.

**Key Accountabilities**:
**Accountability Cluster**

**Major Activities / Tasks**
- Design, produce, validate and support key data on territory level sales and market share reports designed to track territorial performance versus objectives
- Be the expert contact to answer and/or direct all data related questions from the sales team
- Develop and present training to user groups on how to interpret the reporting to ensure that those who are making decisions have the required answers and know how to get them
- Conduct proactive analysis (internal promotional data, competitive share of voice, doctor-level data) to help identify key drivers of sales performance and key areas of opportunity/challenge.
- Provide actionable recommendations to sales management on how to mobilise in response to opportunity/challenge
- Prepare and present appropriate monthly/quarterly and annual analysis of SFE implementation and results
- Increase sales force effectiveness to develop processes, tools and technology improvements
- Assist with roll out of the organisation’s CRM to drive adoption of tools and technology
- Partner with sales management and marketing teams to identify opportunities to enhance sales force productivity
- Drive employee awareness of SFE initiatives, design sales force incentive schemes and prepare annual functional budget for all SFE-related training and development
- Collate field force training requirements identified through training needs analysis and regular field work
- Formulate a training framework and road map for structured and integrated development of the field force
- Plan and conduct sales force trainings that are aligned to the field force training framework to ensure key behaviours and competencies are developed
- Assist with design of learning and development tools, procedures and systems related to sales force effectiveness
- Ensure all training activities comply with country relevant Acts, Legislation and industry ethical standards/code of conduct
- Ensure effective implementation of marketing campaigns and campaign materials appropriately
- Provide support for Sales Meetings & Conferences as the business and campaigns demand.
- Develop and manage internal / external stakeholder relationships to ensure sales meets the needs of the business
- Liaise and interact with Sales authorities inside South Africa
- Coordinate adherence to customer and stakeholder policy and procedure and engage them on service/delivery needs
- Ensure customer SLAs are in place, adhered to and refined through support and guidance
- Conduct audits on customer for compliance to governance and business procedures
- Manage day-to-day performance of staff and non-performance through performance process
- Facilitate knowledge and skills transfer within the team through coaching and mentoring
- Compliance to Performance Contract; accountable for IDP
- Ensure representatives have accurate databases and call on right customers
- Master impact script data, be able to answer any questions and ensure data is accurate
- Assist in sales financial management to keep control on spends
- Annual input into Function/Departmental CAPEX /OPEX business plan/budget to track monthly cost centre spend
- Generate monthly cost control report
- Report on monthly variances
- Assist representatives to have correct Top 10 customers
- Assist in cross-functional sales alignment to determine how function can service the business optimally
- Implement world-class Sales Reporting and analytics capabilities - communicate and operationalise such opportunities
- Measure stakeholder satisfaction and performance and means to improve performance
- Adherence to SLA's and performance criteria
- Act as a champion and ambassador for the service culture
- Determine how individual can service the business optimally
- Measure stakeholder satisfaction and reflect in IDP measured in terms of sales improvement
- Master sales reports, monitor and assist Sales Force Effectiveness Manager

**Skills & Knowledge**:
**Educational qualifications**:
Business Degree

**Relevant experience**:
Minimum 5 years’ experience in a sales role covering all areas of the function with at least 3 years’ experience within a management role within Pharmaceutical industry.

**JHB location**: Cipla - Head Office (Cape Town - Bellville)

**EE Requirement**:
Cipla is an Employment Equity employer and this position will be filled based on our Employment Equity Plan.

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