Sales Force Effectiveness

1 week ago

Singapore RXILIENT MEDICAL PTE. LTD. Full time
The Sales Force Effectiveness (SFE) Manager will be responsible for driving field force effectiveness through data-driven insights, territory planning, sales performance monitoring, incentive design, and CRM optimization. This role plays a critical part in enabling commercial excellence and supporting strategic business decisions across the pharmaceutical sales teams.
Primary duties and responsibilities:
1. Sales Performance Analytics & Insights
  • Analyze sales data (IQVIA, in-house CRM, distributor data) to provide actionable insights to the sales and marketing teams.
  • Develop dashboards and reports to monitor KPIs, territory performance, and salesforce productivity.
  • Partner with cross-functional teams (e.g., marketing, medical, finance) to support business planning.

2. Incentive Scheme Design & Management
  • Design and implement fair, motivating, and compliant sales incentive schemes.
  • Conduct regular review and simulations to assess scheme effectiveness and ensure alignment with business goals.
  • Manage quarterly incentive payout processes and communication.

3. Territory Alignment & Resource Allocation
  • Lead territory alignment and segmentation projects to optimize coverage and resource deployment.
  • Support field force sizing and call activity planning.
  • Coordinate with HR and Sales Leadership on headcount tracking and hiring recommendations.

4. CRM and Digital Tool Optimization
  • Drive CRM utilization and adoption across the field force.
  • Ensure accuracy of HCP segmentation and targeting.
  • Train and support sales teams on CRM and reporting tools.

5. Field Force Capability & Commercial Excellence
  • Identify gaps in field force capabilities and propose training or coaching needs.
  • Support commercial planning processes such as cycle meetings, business reviews, and sales forecasting.
  • Champion a data-driven, performance-oriented sales culture.
  • Perform any other ad-hoc duties as and when assigned by the Company

Job Specification:
  • Bachelor's degree in Business, Life Sciences, Statistics, or related field. MBA is a plus.
  • Minimum 5 years' experience in Sales Operations, SFE, or Commercial Excellence in the pharmaceutical/healthcare industry.
  • Strong analytical skills with proficiency in Excel, Power BI/Tableau, and CRM systems (e.g., Veeva, Salesforce).
  • Solid understanding of pharmaceutical commercial models and Singapore market access dynamics.
  • Excellent communication and stakeholder management skills.
  • Ability to translate data into strategic insights for senior leadership.
  • Strong project management and change management capabilities.

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