The Sales Force Effectiveness (SFE) Manager leads the transformation of commercial operations by driving strategic planning, operational excellence, and digital innovation. This role is accountable for the overall supervision of the SFE function, overseeing field force performance, incentive strategy, CRM optimization, and omnichannel engagement. As a strategic partner to commercial teams, the SFE Manager leverages data-driven insights, territory optimization, and continuous process improvement to enhance sales effectiveness and support sustainable business growth through impactful HCP engagement.
Strategic Planning & Stakeholder Engagement
- Lead the development and execution of SFE strategies to support BU-level and company-wide objectives.
- Collaborate with Business Unit Directors (BUDs), National Sales Managers (NSMs), Training, and Business Intelligence (BI) to ensure resource utilization aligns with commercial priorities.
- Provide strategic counsel to BU teams to ensure effective implementation and achievement of sales effectiveness goals.
🔹 Performance Monitoring & Field Force Optimization
- Design and deploy tailored dashboards and reports to monitor KPIs, sales activity, and progress across BUs.
- Analyze performance data to support recommendations for improving field force effectiveness.
- Review SFE metrics for compliance and consult with commercial teams on remedial actions.
🔹 Omnichannel Engagement
- Partner with IT & Digital teams to integrate omnichannel tools that support seamless HCP engagement across digital and face-to-face channels.
- Leverage field force activity and sales tracking data to generate actionable insights for sales leadership.
🔹 Incentive Strategy & Execution
- Lead the design and implementation of incentive compensation schemes that are market-competitive, legally compliant, and performance-driven.
- Support the development and updating of incentive SOPs, including calculation and payment processes.
- Monitor and report on bonus schemes across BUs, ensuring accuracy and timeliness.
- Conduct incentive health checks and stakeholder reviews to assess effectiveness and enhance motivational impact.
- Oversee the development and governance of field force incentive systems.
🔹 Territory Optimization & Segmentation
- Drive segmentation and targeting strategies using field survey data and stakeholder input.
- Develop tailored programs and tools for territory design and alignment to improve coverage and efficiency.
- Conduct regular Segmentation & Targeting (S&T) health checks with NSMs, BUDs, and Training to ensure balanced workload distribution and efficient travel planning.
🔹 CRM Management
- Lead the CRM team in managing program data and operational processes.
- Oversee deployment of CRM enhancements or system updates and new system rollouts in alignment with global standards.
- Collaborate with cross-functional teams to ensure smooth implementation and post-launch operations of SFE-related projects.
- Identify and implement process improvements to maximize the value and utilization of Veeva CRM across key stakeholder groups.
🔹 Coaching & Team Development
- Facilitate regular SFE team meetings to ensure clarity of direction and alignment with strategic goals.
- Foster a collaborative team culture and support ongoing development of SFE capabilities.
🔹 Project Management & Ad-Hoc Analysis
- Lead specific SFE initiatives and provide analytical support for strategic decision-making.
- Deliver ad-hoc analysis to support commercial planning and field force optimization.
- Confidently present findings and recommendations to senior management and cross-functional stakeholders.
Qualifications:
- Bachelor’s Degree in relevant field,
- Minimum 5 years of experience, including pharmaceutical sales or sales support within a multinational company.
- Proven expertise in designing sales incentive schemes, including targeting, segmentation, and territory alignment.
- Strategic and systematic thinker with strong project management capabilities (small to mid-sized initiatives).
- Strong analytical and problem-solving skills, with the ability to translate data into actionable insights.
- Proficient in Microsoft Excel and PowerPoint; advanced skills required.
- Effective cross-functional collaborator with a results-oriented mindset.
- Highly self-motivated, detail-oriented, and able to perform under pressure.
- Demonstrates bold thinking, agility, and a proactive, can-do attitude in driving initiatives forward.
- Excellent communication, leadership, and project execution skills.
- Strong system and analytical proficiency, including experience with Salesforce, CRM platforms, and Veeva.
- High business acumen with ability to manage multiple projects with precision and accuracy in a very fast-paced environment.
Date Posted
01-เม.ย.-2026
Closing Date
30-พ.ค.-2026
AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.