Sales Force Effectiveness Manager

About the role

The Sales Force Effectiveness Manager ensures sales effectiveness by establishing and managing CRM, improving internal data management and optimizing the sales force deployment, including process and reward systems such as incentives. The role also enhances marketing effectiveness through new processes and tools, and produces weekly and monthly HARVEST reports for stakeholders.

Key responsibilities

• Lead the sales and marketing teams toward higher in-clinic effectiveness and ensure field force achieves the required average days in the field and annualized average customer coverage.
• Provide analytics on sales force performance and productivity, and support the design of incentive schemes.
• Improve marketing through segmentation and targeting, KPI setting and root cause analysis, and spend 40% of effective working time on field duties.
• Recommend territory demarcation to balance therapy sales teams and introduce and train the field force on the CRM tool, with periodic audits of its use.
• Identify competency gaps and run behavioural, scientific knowledge and skill development programmes, including coaching time for first-line managers in the field.
• Support staff development, including training needs analysis and collaboration with internal and external trainers.
• Deliver management reports on time with accurate CRM data and track KPIs by product and therapy area.

Required profile

• Degree or professional qualification specializing in marketing; B.Pharm or B.Sc. Pharmacy preferred.
• Minimum 8 years of pharmaceutical sales and marketing experience, with at least 4 years at management level.
• Sound ICT competency and strong analytical ability with commercial acumen.