Sfe Manager

7 months ago

Jakarta, Indonesia Bayer Full time

**SFE Manager**

**JOB PURPOSE**
- The Salesforce Effectiveness (SFE) Manager position supports Bayer’s Pharmaceuticals Cluster - Indonesia, Malaysia, Singapore 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 Manager 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 IMS Cluster pharma business.
- This role demands both strategic thinking and the ability to thrive in a dynamic, fast-paced, collaborative environment, contributing to Agile Marketing squads to advance overall portfolio performance. The incumbent reports directly to the Head - Marketing & Commercial Operations.
- Added Objectives: Prepare the business for future challenges and positively impact mindset, culture, business processes, and ultimately top-/bottom-line of PH Cluster - Malaysia, Singapore and Indonesia, Ultimate goal: Maximize the number of eligible patients receiving Bayer PH products in Cluster - Malaysia, Singapore and Indonesia

**YOUR TASKS AND 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.
- Together with IMCM Manager and Data Stewards to create and enhance overall data provision and ensure meaningful reports are made available.
- Partner with IT and external vendors (example:Tinoss/IQVIA/Zuellig/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 Squad 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.

Agile Marketing Support:

- Participate in Brand / Portfolio squads, leveraging your expertise in IMCM strategies and tactics.
- Demonstrate agility and adaptability to evolving priorities and changing squad needs.
- Collaborate effectively with Marketing and other squad team 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.

**WHO YOU ARE**
- Minimum Bachelor’s degree
- Minimum 3 years of experience in digital marketing, 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.
- Ad

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