Sales Force Effectiveness

13 hours ago

Jakarta, Indonesia MSD Full time

**Summary of Job Scope**

Do you want to make a difference for patients and physicians - while unleashing your own full potential? Do you have excellent analytical skills and experience in sales force effectiveness transformation? Then you could be our new Sales Force Effectiveness (SFE) Lead. As our new SFE Lead, you enable business decisions for our Commercial Teams in Indonesia. You are the business partner for local team and Asia Pacific (AP) Region with SFE related KPIs, business intelligence, advanced data analytics and customer insights. You are part of the Commercial Operations Team, reporting to the Commercial and Operations Director and, you will be a key player in the COE analytics and take an active role of driving the analytical savviness across Indonesia as SFE lead. You will work on a set of strategic initiatives in the areas of business analytics, sales force excellence, incentives and you will have exposure to Country Leadership Team (CLT) as well as COEs at regional and global level.

You are a part of a team making a difference for the customers and helping improve patient’s lives

**Roles & Responsibility**
- Harmonization, streamline, improvement of the SFE processes (incentive, reporting, S&T) working closely with the Business Unit Directors.
- Assessment of the current SFE analytics undergoing in Indonesia and identification of key analytics necessary to drive market growth.
- Drive streamline and standardize SFE related reporting with the objective to ensure efficiency and simplification while keeping the relevant and fundamental information to drive sustainable growth to the business.
- Simplification and automation of the analytics partnering with IT & Data and Analytics team.
- Support Commercial and Operations Director and Business Unit Directors in specific analysis and recommendation when necessary.
- You will be the SFE point of contact for the commercial team in all the SFE related activities.
- Monitor country performance against agreed Salesforce KPIs, and work with commercial team and the region to identify both opportunities for improvement and potential solutions.
- Champion the harmonization and adoption of best practice related to SFE KPIs, sales incentives, segmentation and targeting, and sales capabilities.
- Drive differentiated investment (effort, messaging, channels) in high potential customer segments; and ensure a realistic short
- and medium-term plan for improvement in segmentation and targeting effectiveness is in place for each business units.
- Measure and benchmark the effectiveness of organization (e.g. optimal Size & Structure).
- Support Business Partners in (S&T) process to maximize ROI.
- Support customer’s profiling and classification process.
- Ensure S&T revision on regular basis.
- Ensure the ongoing development of efficient internal and external data extraction, analysis and reporting processes to meet the needs of sales and marketing teams.
- Link sales to effort, examines impact of various marketing mix (digital, F2F, meetings).
- Drive the execution and implementation of the sales incentive plans in Indonesia according to Regional/Global guidelines and working closely with commercial team and CLT.
- Act as a change agent and consultant to all Business Departments (BUDs, SMs, DMs, FF) and marketing individuals.
- Be a part of Cross Functional Teams, provide solution and engage in the projects and provide expert view on topics related to customer engagements (Structure, SFE, activity mix, market data).
- Roll out selected KPIs (SFE, territory sales, activity) priorities to internal stakeholders (BUDs, DMs, FF).
- Ensure that each country actively manages both call quality (measurement and action), and the quantum and quality of coaching (measurement and action).
- Be responsible for ad-hoc SFE support which commercial team can draw from in accordance with their own needs (SFE Diagnostics/Deep dives, Expert Consultancy).

**Requirements**:

- Bachelor’s degree from an accredited university, preferably advanced degree (MBA)
- At least 3-5 years in a role with responsibility for Commercial Excellence, and/or Salesforce Effectiveness.
- Proven ability to manage the complexity in a diverse business unit.
- Demonstrated ability to influence and manage individuals and teams without being the direct manager.
- Superior empathy and collaborative skills, with an ability to work across cultures, geographic, and hierarchical boundaries.
- Well-developed stakeholder engagement skills with the ability to effectively communicate across a broad stakeholder group including those at the executive level: BUDs, CLT as well as regional SME.
- Strong communication and presentation skills with the ability to communicate in English, both orally and in writing.
- Highly developed analytical skills; ability to synthesize and interpret salesforce data/ insights into recommendations/ inputs.
- Excellent technical capabilities in the use of MS Office.
- Technical sal

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