JOB DESCRIPTION:
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Established Pharmaceuticals Division (EPD)
We are committed to bringing the benefits of our trusted medicines to more people in the world’s fastest-growing countries. Our broad portfolio of high-quality and differentiated branded generic medicines reaches across multiple therapeutic areas including gastroenterology, women's health, cardiometabolic, pain management/central nervous system, and respiratory.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:
- Career development with an international company where you can grow the career you dream of.
- A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
- A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.
The Opportunity
As the Sales Force Effectiveness Manager, you will be responsible for driving sales force effectiveness, productivity, commercial excellence, reporting, analytics, field force deployment, incentive design, and sales performance optimization to support business growth and execution excellence.
What You’ll Do
Analysis, Reports & System Management
- Ensure reports are published and delivered on schedule.
- Monthly report for affiliate (S&OP) and regional.
- Sales Data Analysis: prepare and provide data analysis for executive levels at S&OP, monthly sales meeting, and other analysis as requested.
- Leaderboard report.
- SFE achievement, affiliate and region reports.
- CLM achievement.
- IMS reports and insights.
- Conduct quarterly incentive analysis and share insight with sales management. Agree on key actions based on insights to improve sales team performance.
- Based on the reports above and other relevant data sources, communicate compelling insights by anticipating emerging trends and discovering unrecognized problems. Recommend course of action based on analysis of information from multiple sources.
Sales Force Effectiveness and Productivity
- Enhance sales team efficiency by increasing the adoption rate for productivity tools and processes, setting key KPIs and ensuring achievement.
- Drive SFE to maximize sales force productivity, define the gaps, put action plan with timelines through monthly monitoring in field activity using current reporting systems.
- Leverage the understanding of digital tools, solutions, challenges, and emerging trends to expedite individual and team productivity.
- Work with Sales and Marketing teams to establish and improve current processes and reports aiming to enhance insight creation.
- Develop SOP on the system and processes, including manuals.
Field Force Structure / Deployment
- Lead in preparing, conducting, and implementing GTM Exercise by aligning with relative stakeholders, defining clear roles and responsibilities, leading the right discussion during workshop and creating a clear implementation plan.
- Drive Sales Force allocation to maximize productivity and ensure increase sales efficiency through GTM monitoring tool.
- Optimize field force size, structure and deployment based on territory potential.
- Performance Management: Review/design performance measure process and tools to identify performance gaps and initiative for improvement.
- Work closely with National Sales Managers/Sales Directors to assess sales force/FLMs competency in order to identify and align training requirements with job responsibilities.
- Conduct data-based territory alignment, ensuring current allocation of resources according to our sales potential and Defined Market potential.
- Ensure achievement and improvement of Key SFE KPIs and educate sales organization on core SFE KPIs (calculation, impact, value-behind).
Sales Quota, Incentive, Reward and KPI Design
- Develop quotas and performance management systems to reinforce and reward selling behaviors that achieve defined Scorecard goals.
- Continuously monitor and improve the sales quota rollout to achieve Affiliate sales objectives.
- Update incentive scheme to support business priorities and build high performance culture, ensuring competitiveness in the market, and aligning affiliate with APAC/EM guidelines.
- Target Allocation: develop and provide target allocation tool to Field Force at all levels and work with Head of Sales/National Sales Manager.
- Ensure incentive tabulation and payout is within agreed timeline; analyze effectiveness of current incentive scheme and propose changes if any.
- Review achievement of teams and propose improvement and training plans to achieve business objectives.
Project Management & Training
- Ensure successful rollout of ad hoc projects assigned.
- Conduct training where needed on current and new systems.
Specific Projects / Tasks
- Lead continuous Segmentation & Targeting to ensure high profitability and confirm the correct allocation of calls.
- Align commercial solutions with APAC/EM through adapting and ensuring local implementation.
- Support the Brand Teams in the creation and facilitation of a variety of workshops and other training and learning initiatives to support the building and implementation of the right brand strategy.
- CRM (ARISE): Ensure high data accuracy, both internal and external.
- Conduct commercial benchmarking to improve commercial effectiveness of our sales force.
- CLM: Support marketing team in rollout of CLM materials and monitor success of promotional material by providing the right feedback for improving execution.
- Support ad hoc projects as required.
Minimum Education:
- University degree in related field, sales, marketing, IT, Business
Minimum Experience/Training Required:
- 5 to 10 years’ experience in pharmaceutical/FMCG, related industry.
- Strong field experience in sales working as a Sales rep and Front-Line Manager.
- Exposure to analytical roles involving managing complex/ large data, analyzing and interpreting.
- Lead the cross-functional teams or in negotiation roles – collaborated or coordinated efforts across multiple stakeholders.
- Participated in change initiatives which involved bringing others onboard and achieving operational improvements; involved in the adoption and implementation of a new initiative.
- Involved in implementation or improvement of digital tools, dashboards, or databases.
- Would be advantageous to have a Training experience in Sales – involved in training or trained FLMs.
Knowledge:
- Strong understanding of the sales processes and tools; deep knowledge of the methodologies of segmentation, targeting, deployment, forecasting; product management strategies.
- Deep understanding of Go to Market strategies, sales, and marketing KPI’s and metrics which track business performance, understanding the logic and rationale behind the KPIs.
- Familiarity of SFE market practices; country/emerging market trends.
- Data Quality and Control - understanding of CRM systems, database management, data sources, advanced knowledge of MS Excel/ PowerPoint.
- Strong knowledge in leveraging data analytics tools, Power BI, digital platforms, in order to derive insights from data/ reports.
- Familiarity on emerging new technologies available on system / user interface to engage customers.
- Project Management capabilities.
- General operational knowledge of how the core commercial processes and methodologies work, product knowledge and understanding of how they impact financial results Strong understanding of country and global processes and guidelines.
Location
This position is based in Imazium Damansara Uptown, Petaling Jaya, Selangor, Malaysia.
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.
Connect with us at Abbott, on Facebook at https://www.facebook.com/Abbott and on Twitter https://twitter.com/AbbottNews and https://twitter.com/AbbottGlobal.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Support & Administration
DIVISION:
EPD Established Pharma
LOCATION:
Malaysia > Selangor : Imazium, No. 8, Jalan SS 21/37
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Not specified
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)