Sales Force Effectiveness Manager (m/f/d)

GENERAL

• To collaborate with the Business Excellence Head in guiding best practices in relation to Sales Force Excellence, demonstrating constant improvement in the efficiency and effectiveness of the sales lines;
• To align projects to guidelines for Sales Force Effectiveness (SFE) defined at a Global level with the aim of optimizing and constantly improving the productivity and effectiveness of the scientific-medical information network, of pharmacy retailers and of physicians;

AREA OF RESPONSIBILITY

1) Monitoring of KPIs for SFE defined at global level

• standard and shared Sales Force KPIs (coverage and frequency, capacity,adherence to the call plan, etc.);
• country performances in comparison to the agreed-upon indicators and identifying opportunities for improvement;
• Implementation and management of the Dashboard system to monitor SF performance and activity;

2) Incentive Plan:

• Implementation of incentive plans in relation to the sales forces and scientific-medical information network currently in place and identification of areas for improvement;

3) Segmentation and Targeting:

• Implementation of guidelines and tools to perform the segmentation of the main targets (pharmacies, general practitioners and specialists) and to guide investments differentiated on the basis of high-potential client segments;

4) Other SFE projects:

• Supporting commercial roles in the process of constantly optimizing the product portfolio and the subsequent allocation of resources in the field;
• Collaborating with those in corresponding positions at global level projects and subsequent periodic reviews;
• To assist the direct superior in defining and proposing the department budget,to the extent that it is handled directly;
• To identify and manage a suitable network of suppliers for supporting content, programmes and tools;