Sales Force Effectiveness Manager

JOB MAIN PURPOSE:

The Salesforce Effectiveness (SFE) position supports Bayer’s Pharmaceuticals ASEAN Cluster serving as the anchor who ensures that the Cluster has best-in-class Commercial Execution supported effectively through relevant SFE and CRM capabilities. The SFE plays a pivotal role in driving Incentive Design and administration, Segmentation & Targeting, Resource Allocation analytics, Execution KPIs, right deployment, planning/ execution, SFE diagnostics, Business Insight/Reporting solutions and best practice data management principles (People, Customer and Product level). These actions help to enable strategy implementation leading to the future success and profitable growth of ASEAN Cluster pharma business. This role demands both strategic thinking and the ability to thrive in a dynamic, fast-paced, collaborative environment, contributing to Product Teams to advance overall portfolio performance. The incumbent reports directly to the Head – Commercial Excellence.

YOUR KEY ROLE & RESPONSIBILITIES:

• Create an environment of using internal and external data sources viz. sales (e.g. IQVIA, (ex-) Distributor Data, In-Market Data, DnA solution, ex-pharmacy – where available), Marketing execution data for new insights and better understanding of the Customer Engagement Journey.
• Leverage new analytical approaches ranging from predictive modelling, deep learning and decision modelling to understand the drivers of business performance.
• Drive SFE processes backed by strong data, insights and process rigor.
• Drive standardization of SFE tools, analytical methods, performance metrics and dashboards. • Implement a strong cadence of data-based review of deployment, size, structure, territory design and productivity assessment.
• Implement simple, engaging and insight-based sales incentive plans backed by strong hypothesis testing, industry benchmarking and fieldforce engagement studies.
• Review Segmentation & Targeting (S&T) and implements a strong process and cadence of periodic review of S&T for all must-win brands.
• Partner with IT and external vendors (example:Tinoss/IQVIA/Zuellig/DKSH/H-Research/IPSOS) and data uploads/automation for POA tools etc. as needed to develop monitoring or insight generation reports.
• Support business with reporting solutions like Xsight, Tableau and other self-service tools (Regional or Global) or other ad-hoc reports where global solutions do not suffice.
• Provide guidance on analyzing reports, flagging issues and creating solutions on how to improve the outcomes.
• Quantify the impact of Marketing and Media activities on sales through utilizing Marketing Mix modeling, attribution and custom analytics.
• Drive Country resource allocation on the basis of the understanding from Marketing Mix models and attribution modelling.
• Drive the culture of effort and investment analytics and shares findings with PT stakeholders.
• Identify training needs within Sales and Marketing teams related to various capabilities, including incentive communication, sales effectiveness, market research analysis, and effective segmentation & targeting.
• Design and deliver training programs in collaboration with Learning Managers to equip team members with the knowledge and skills required for success.
• Participate in Product Teams, leveraging your expertise in SFE and data analytics.
• Demonstrate agility and adaptability to evolving priorities and changing PT needs.
Collaborate effectively with Marketing and other PT members, leveraging your unique skillset in areas such as: Content creation and/or curation Marketing campaign support and execution
• Data analysis and interpretation
• Support the development and implementation of marketing initiatives that contribute to achieving portfolio performance goals.
• Comply with local regulations, industry and Bayer’s code of conduct at all times.

YOUR KEY SKILLS & QUALIFICATIONS:

• Minimum 3 years of experience in SFE, preferably within the pharmaceutical industry.
• Demonstrated understanding of the pharmaceutical sales process and challenges.
• Solid knowledge of sales enablement best practices and methodologies.
• Excellent communication, collaboration, and project management skills.
• Expert Data, Analytical and problem-solving skills, with proven track record of driving change through data and facts.
• Advanced Segmentation and Targeting knowledge and experience.
• Demonstrated proficiency in successfully providing reporting solutions to business stakeholders.
• Strong desire to learn and stay updated on the latest sales enablement trends, marketing developments, and the pharmaceutical industry landscape.
• Strong stakeholder management and the ability to communicate and collaborate effectively with senior management, diverse cross-functional as well as cross-country teams.
• Leadership skills and the ability to motivate and inspire co-workers and internal business partners.
• Being able to work independently with minimal guidance; determine own priorities and monitor resources within own work.
• Fluent in English, both written and spoken.
• Knowledge of agile practices preferably in life sciences environment, has strong experience collaborating at all levels of leadership and with frontline salesforce.
• Strong interpersonal, communication and relationship development skills combined with excellent business acumen (planning, execution) with a strong Customer focus.
• Energetic, Enthusiastic: self-driven and organized, ability to multi-task & manage deadlines