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Job Summary

Our client, the global healthcare nutrition organization, is seeking a Sales Force Effectiveness Manager to join them

Job Responsibilities

Drive the effectiveness and efficiency of the Sales Force by establishing and operationalizing key sales fundamentals. This includes optimizing sales strategy, refining sales force structure, enhancing selling and operational processes, and ensuring the proper deployment of data, scorecards, sales force automation, roles, KPIs, field discipline guidelines, and incentive/reward schemes.

Strategy Execution

• Collaborate with Sales Force to effectively operationalize the sales strategy.
• Identify and leverage growth opportunities at territory, sales route, and outlet levels.
• Analyze geographic and channel dynamics to optimize sales efforts.
• Implement customer segmentation, classification, prioritization, and targeting strategies.
  
  

Sales Force Structure and Deployment Optimization

• Optimize the sales force's size, structure, and deployment based on territory potential, customer classification, customer-facing time, and span of control.
  
  

Selling and Sales Operations Process Management

• Design, align, deploy, and enable the execution of selling and sales operation processes (e.g., target setting, customer master data management).
• Act as a process custodian, ensuring compliance and driving continuous improvement and simplification.
  
  

Sales Force Roles, KPIs, and Incentive Management

• Define clear roles and KPIs for each Sales Force position in alignment with business objectives.
• Design and communicate incentive and reward schemes to support business priorities.
• Ensure proper implementation of incentive programs, including performance tracking and payout processes.
  
  

Data, Reports, and Dashboard Management

• Develop insights into data/reporting needs for Sales Force and management at all levels.
• Collaborate with MIS to design and roll out report templates and dashboards.
• Train stakeholders to effectively utilize MIS dashboards for timely decision-making.
  
  

Sales Force/CMM Automation

• Work with SFA to identify and implement automation opportunities to enhance Sales Force productivity.
• Support the integration of automation solutions into existing processes.
• Sales Force Effectiveness (SFE) Projects and Initiatives
• Identify and address issues and opportunities related to sales fundamentals.
• Propose, align, and execute SFE initiatives with stakeholders to improve sales productivity and efficiency.
  
  

Experience Requirements

• At least 5 years of experience in a managerial or supervisory role in the pharma, FMCG, nutrition, or consulting industry.
• 2-3 years of experience in Sales Force Effectiveness (SFE) preferred.
• Proficiency with IT tools and marketing experience is a plus.
• Proficiency in English
  
  

Education requirements

• Bachelor's degree in Business, Science, or a related field
  
  

Please click the APPLY button or contact Ms. My at my.le@adecco.com to discuss further.

Contact Person

• My Le
• Adecco