Sales Force Effectiveness Manager

SFE Manager: Roles and responsibilities

Sales Force Effectiveness

• Lead the Customer segmentation & targeting process. Drive the quarterly call planning process to ensure optimal resource utilization, target frequency allocation and coverage to HCP’s and customers.
• Drive SF sizing, territory alignment and planning exercise to ensure ideal allocation of resources in line with market opportunities.
• Drive the quarterly sales target setting process at brand level to ensure alignment with financial goals and well-balanced distribution of the targets within the team.
• Quarterly SIP processing and governance, to ensure adequate documentation and processes are in place. Manage exceptions at country level by facilitating the SIP committee for exceptions. quarterly SIP health checks to understand team engagement, fairness, and strategic alignment of sales targets.
• Responsible for ensuring the sales excellence activities are managed effectively and ensuring information is aligned with CRM and other BI tool so that the sales force have clear information regarding their sales force and territorial structure, customer profile information and incentive compensation.

Business insights and commercial analytics

• Lead commercial analytics, to ensure all reporting and performance management systems/dashboards are updated.
• Enhance data integrity, Improving DQS, running data cleanup and ensure data/metrics alignment with the international team.
• Support in-country execution of regional and international business excellence projects including tools, solutions, and frameworks, through a cross-functional approach.
• Collaborate with finance and commercial teams to support the forecasting and S&OP process monthly through in-depth commercial analytics.
• Support in-country launch planning & opportunity analysis.

Inspire and lead a team                                                                                                    

• Lead, manage and develop the SFE team to optimize their contribution

to the business, enhance their work experience and develop their skills

• Work with direct reports to create individual development plans, and follow up through regular meetings. Develop a team culture aligned to AbbVie’s values