Posted on: 11/01/2023

Job type: Permanent

Sector: Pharmaceutical and Healthcare

 
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Our client is a global biopharmaceutical company improving life for people. We are recruiting for the Commercial Operations EU & International Marketing the Sales Force Effectiveness Manager (F/M)
                                                                                                                                
Essential Functions:
 
The SFE Manager will support the sales team to reach their objectives by contributing to the definition and implementation of commercial strategies , Implementing SF Training modules, monitoring of the marketing strategy at sales force level, Analyzing, measuring  and reporting commercial activity mirroring commercial performance .
 
Your Main responsibilities are :
  • Analyze and monitor prioritization and targeting of accounts, conversion, and pipeline management
  • Analyse & challenge large accounts team organization for major volume makers with low profitability
  • Propose a global policy and possible local adaptations for the segmentation and targeting of healthcare professionals and sales force activity plans.
  • Promote this policy to the sales departments of the subsidiaries and support these departments in the local implementation: both in construction and in monitoring.
  • Implement & promote the assimilation of the selling program by the management of the sales force by identifying and communicating the relevant information and concepts
  • Lead Sales Force to ensure best practices sharing and organize trainings for Sales teams
  • Boost Sales Force Effectiveness via strategic initiatives: Pipeline coverage & conversion, Win-Backs, Renewals, White space segmentation & account review
  • Increase Sales Efficiency via Sales Force deployment, coordinate multi country projects
  • Define KPIs, deploy them in the CRM and ensure follow-up
  • Monitor and report performance
  • Contributes to the definition of business objectives and sales incentives plan
  • Propose target and bonus systems for discussion with HR and local sales management
  • Participate in the communication of these proposals to the sales departments. 
 Experience Requirements
  • 5+ year-experience in Sales Effectiveness role with demonstrated success in a sales management or business analyst role
  • Experience in the healthcare industry preferred
  • Proven experience in collaborating with salespeople; deep understanding of all aspects related to a sales position
  • Creative and clear thinker with proven analytical, modeling, and conceptual problem-solving abilities
  • Excellent communication and presentation skills; mastering effective communication with peers and management
  • Knowledge of VEEVA or Salesforce.com and BI tools (CRM Analytics, Tableau, PowerBI…) preferred
  • Fluent in English
If you are interested in this opportunity please send your application to Anne-Sophie Nicolaï Morgan Philips Executive Search Switzerland.
Your application will be treated with confidentiality.
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Apply for Sales Force Effectiveness Manager (F/M)
Reference: CH845121

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