Sales Force Effectiveness Manager

Алматы

Метро: Алмалы

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Описание вакансии

Responsibilities:

Organizing implementation and support of programmatic and informational complex CRM / ETMS (Customer Relationships Management / Electronic Territory Management System) designed for efficient management of resources of pharmaceutical company (CRM system);
Developing, implementing and monitoring of key performance indicators of the company: achievement of the plan of primary and secondary sales, sales growth, average monthly sales, market share, evolution index, retail sales index, performance of visiting activity, coverage of the target base according to the strategy, assessment of the quality of the visit and other;
Conducting business analysis of the market in cooperation with Brand Managers, department Managers, Directors;
Coordinating initiatives to improve the effectiveness of the Field Force in the areas of segmentation and targeting, coverage of the target audience, recall of the key message, and others;
Managing regular reporting on sales analysis;
Supporting the process of planning primary and secondary sales, strategic planning;
Calculating commercial business cases;
Conducting analysis, providing data according to inquiries of internal clients;
Conduct training sessions for new employees to work in CRM system PharmaTouch;
Coordinating initiatives to improve the effectiveness of the Field Force through implementation of new tools like Granular Sales planning, development/updating of periodic, analytical dashboards;
Supporting sales teams in training Field Force in different SFE tools, to enhance productivity of each FF team;
Supporting the implementation of New Tools for optimizing communication and engagement with clients, through CLM, MCM and other Digital tools, linked to the CRM system;
Coordinating with Global SFE team / COE to understand global best practices in SFE and adopting best practices for improving Sales Force effectiveness in Ukraine;
Identifying gaps in current SFE practices and suggesting to management, different alternatives for implementation of new tools / processes for plugging the gaps and to improve the productivity of FF better;
Deriving key insights from FF Data Analytics and consulting Sales Managers / Channel Heads on possible areas of improvement in respective sales teams;
Team management. Delegating responsibilities between SFE team members, depending on the requirement and strengths of each team member and ensuring development and engagement of all repartee’s in the SFE team;
Serving as a bridge between Sales Force teams and Global Data Analytics team for implementation of Strategic Data Analysis projects;
Supporting management in Strategic Planning process, for analysis of Country Trends, Selection of Spaces and tracking of Moves identified for growth of company portfolio in identified spaces.

Requirements:

Higher education in Economics and Business, Trade, Management;
At least 3 years of experience in a similar position, mainly in the pharmaceutical industry and FMCG;
Deep understanding of pharmaceutical business in Kazakhstan, and broad knowledge of global pharmaceutical business;
3+ years of experience in SFE or related areas (Driving business through right sales process by leveraging technology) in Pharma in Kazakhstan;
Leadership, critical thinking, team work, ability to withstand high pressure, ability to influence, communication skills, ability to drive changes;
English – advanced;
Profound user of MS Office (Word, MS Excel (including macros, Power Query), PowerPoint, Access, SQL knowledge;
Experience with BI solutions such as MS Power BI or Tableau.
Experience in team management is an advantage.