Sales Force Effectiveness Manager
7 days ago
**Strategic**
- Support the Sales Executive in identifying SFE opportunities across the sales division considering current strategic goals
- Develop and implement SFE structures along with measurable outcomes (KPI’s) aimed at the RSM and NSM level to drive performance and sales results
- Define strategic competencies and the selling skills of the sales team
- Drive the effectiveness and efficiency of sales processes
- Identify sales training needs and recommend / design solutions to meet such needs, in close consultation with Commercial leads (Marketing and Sales)
- Considering business goals, evaluate operational structure and make recommendation regarding redeployment or restructuring of job scope of detailing and retailing sales staff and should the need be, propose sales organization model restructuring
**Performance**
- Design the KPIs and premium systems in line with strategic and financial targets for the sales management team
- Evaluate sales commission structures and propose alternative solutions to driving key performance needs
- Conduct in-field competency evaluation of sales staff and identify national, regional and individual development needs to optimize individual performance by providing in-field training, coaching and mentoring
- Evaluate all sales selling skills and activities to identify areas for improvement and to drive overall effectiveness
- Monitor and analyze brand and team performance on multiple quantitative and qualitative KPIs and provide conclusive reports and recommendations adapted to the differential needs of internal customers (Brand Manager, Key Account Managers and Sales Mangers etc.)
**Technology & Innovation**
- Selecting and implementing suitable sales force automation technology to increase control levels, tracking, and transparency
- Identify scope and measurement of digital initiatives and the roll out thereof in support of Marketing
- Optimisation of all selling tools including Detailing App, POS, targeting (ImpactRX data analysis, SSD and other), pre-call prep and post call summary, etc.
**New Sales employee Integration and Development**
- Conduct formal training sessions that meet the needs of the sales force, both detail and retail (which may include selling skills, SFE training (based on current shortfalls)
- Equip RSM’s with the tools to measure performance effectively
- Review current infield assessments and realign to strategic outcomes rather than behavioural competencies
**Requirements**:
**PRE-REQUISITES**
- Relevant and demonstrated experience in SFE or business/sales analytics, minimum 5 years’ experience
- Strong knowledge of the pharmaceutical industry and the generics industry in particular
- Previous experience in detailing to doctors and/or specialists as well as retailing to pharmacies, front shop etc.
- In depth knowledge of training processes and methodologies
- Experience in hybrid/ remote training solutions
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