Sales Force Effectiveness 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: 

The Sales Force Effectiveness (SFE) Manager develops, maintains and deploys creative reporting and analytic solutions for ZP Commercial Solutions Field Force that drive sales growth and sales force productivity. The SFE Manager will facilitate success measurement by setting and monitoring key performance measures including sales targets, territory planning and activity Key Performance Indicators (KPIs).  Further the SFE Manager will be a sales analysis expert providing insights on all aspects of the sales model and how this has been implemented.

Notably the SFE Manager will partner with senior sales and marketing managers to develop recommendations and make actionable SFE recommendations based on a deep understanding of business fundamentals, corporate strategy and organizational issues.  

What You’ll Do: 

1. Reporting:  Gather requirements, design, produce, validate and support key third party data based on territory level sales and market share reports designed to track territorial performance versus objectives.
2. Be the expert contact to answer and/or direct all data related questions from the sales teams.
   Report on call activity, business alignment (resource utilisation versus potential), territory time, samples distributed and representative budget management.
3. 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.
4. 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; and
5. Partner with affiliates to help improve or develop specific sales force effectiveness plans as well as selling skills and product training.
6. Sales Force Structure and Sizing: Formulate and present recommendations based on brand/promotional objectives regarding the measurements/sales force objectives that could be leveraged to realise the identified objective.  Oversee and facilitate the annual development of sales force territory alignments, providing sales management stake holders with background information and recommendations to facilitate alignment finalisation.  Coordinate alignments as necessary to third party data providers.
7. Sales Targets:  Develop and oversee the implementation of annual territory sales targets.  Develop models and present required background information to gain consensus. Provide recommendations on data to use, methodology, variable weighting and best practices. Build companion monthly reports to facilitate tracking of territory success versus targets.
8. Segmentation: Develop the strategy that defines who our sales force will focus their efforts on.  In consultation with sales management and other internal experts- and using the data available by brand, profile the contacts/accounts that ZP Commercial Solutions should focus on to gain the greatest potential for sales efforts.  Develop the necessary lists and information for IT to populate the suggested target lists into CRM. Document and present the rationale and parameters for target list optimization.
9. Assist with the roll out the organization’s CRM particularly focusing on sales planning, call planning and coaching of field staff in their usage of CRM, actively seeking to drive adoption of tools and technology.
10. Partner with sales management and marketing teams to identify opportunities to enhance sales force productivity and deliver processes, tolls and technology improvements.
11. Enable the local management team to develop a shared vision of SFE and to understand the journey’s challenges.
12. Conduct thorough SFE diagnosis activities including (but not limited to) in-field days, interviews and review of marketing plans and goals.
13. Provide local management with a “common language” and approach to solving issues with sales effectiveness, thereby enhancing cross-functional cooperation.
14. Enhance local management’s capabilities in lifting sales KPIs, delivering better sales outcomes with lower costs and increasing stakeholder confidence.

What Will Make You Successful:

• Perform any other delegated responsibilities as instructed by the Regional SFE lead within the timeframe specified to meet business requirements.
• Ensure all sales activities comply with relevant Acts, Legislation and ethical standards.
  Perform all work in a safe manner that ensures your health and safety and that of all other employees.
• Maintain collaborative working relationship with customers, peers and other departments.
  Identification of continuous improvement within your areas of responsibility; and
• Perform related duties as assigned by your manager.

Must-Have: 

• Appropriate tertiary qualifications in Business or Marketing
• Post-graduate or master's degree in education/training or business, is an advantage.
• Minimum of 5 years' experience in sales/SFE and mid to senior level marketing/sales management or decision support roles.
• Previous track record of SFE implementation and success.
• Background and work experience in Sales, Sales Management, Learning & Development and/or a Healthcare Analytics/Services Organisation within the Pharmaceutical Industry.
• Author appropriate monthly/quarterly and annual analysis of SFE implementation and results
• Champion CRM System in both a functional and advisory capacity. Act as a focal point for the System, actively conducting workshops to ensure input levels are effective and standards are maintained.
• Drive employee awareness of SFE initiatives when and where applicable.
• Give assistance and advice where possible and appropriate to other members of the Sales Force Effectiveness (SFE) Management Group regionally.
• Actively participate in partner interaction opportunities when required.
• Maintain communication with the Regional SFE lead about progress and performance of SFE initiatives and manage and communicate potential improvements to the appropriate areas. 

Advantage to Have: 

• Strong in sales & system analytic skills
• Strong in data management and analysis skill
• Strong in creative skills
• Strong in communication skills
• Experiences in database and system management
• Experiences in sales reporting
• Experiences in dashboard development and management
• Experiences in sales and business analysis
• Experiences in project management

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.

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