Sales Force Effectiveness Associate Manager

Zuellig Pharma is a leading healthcare solutions company in Asia, and our purpose is to make healthcare more accessible to the communities we serve. We provide world-class distribution, digital, and commercial services to support the growing healthcare needs in this region.

The company was started a hundred years ago and has grown to become a multibillion-dollar business covering 17 markets with over 12,000 employees. Our people serve more than 200,000 medical facilities and work with over 450 clients, including the top 20 pharmaceutical companies in the world.

 Purpose of The Role:

Responsible for the overall implementation of all programs and projects relevant to Sales Force Effectiveness in Commercialization

What You’ll Do: 

• Implements all elements of the Sales PRO, Sales PRO Coaching and SFE platform
• Sizing – ensures optimal number of Sales Force, as well as appropriate span of control, are in each line/team, by utilizing/implementing the Sales Force Allocation tool
• Structure – ensures that territory deployment and accounts assignment are accurate and of optimal use of SF resource; span of control
• Skills – ensures the roles and responsibilities of the SF are clearly outlined in their job descriptions, performance management systems, and are clearly communicated to all stakeholders.  Also ensures that appropriate learning and development programs (including SF coaching) are in place to hone the skills of the SF
• Segmentation and Targeting – ensures that all customers are properly profiled, segmented and targeted, and that the right target customers are in the Business Consultant MCLs
• Systems – ensures that all SF systems tools such as ETMS/CRM (electronic territory management/customer relationship management) included eZEngage, Telesales System, eZRx, VEEVA, coaching reports, sales target setting, sales data administration and incentives management systems are implemented
• Incentives Management – ensures sales force incentives are aligned with brand plan, client objectives and follow regional guidelines
• Monitors and keeps track of SFE performance.  Conducts gap analysis, drives corrective and preventive POAs and changes to address performance issues
• Prepares annual SFE plan, to ensure quality of execution and timely implementation of SFE priorities
• Prepares SFE plan for launch products and/or new clients and SFE Reports

What Will Make You Successful:

•  University degrees in Industrial Engineering/Supply Chain/Logistics or Business Marketing experience is preferred
• Minimum 2-5 years of experience at a similar function
• Ability to clearly communicate strategy into implementation tactics
• Ability to analyze data to leverage market insight from internal and external sources into powerful insights
• Good knowledge on finance principles, CRM, and Sales Force Excellence tools and systems
• English language proficiency verbally and in writing
• Master degree is a plus

• Solid knowledge of the broader healthcare environment and knowledge of commercial aspects
• Proven track record of successful leadership, management and coaching of teams and individuals

What We Offer:

• We are committed to fostering an inclusive environment where our employees can learn, grow, and achieve shared success.

• We champion diversity, equity, and inclusion, ensuring every individual feels valued, respected, and treated fairly.

• As a leading multi-market healthcare solutions provider, we empower our employees to gain comprehensive knowledge and expertise in the dynamic healthcare industry across the region.

• Enjoy the flexibility to effectively balance your work and personal life while taking charge of your career journey through our empowering growth opportunities.

• Our Total Rewards program is designed to support your overall well-being in every aspect.