Salesforce Effectiveness Manager, SEA

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To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you'll discover a culture in which you can learn, grow and thrive. And find satisfaction in doing your part to make the world a better place. 

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Job Summary

Lead SEA BDX's sales performance by developing and executing strategies for go-to-market (GTM) territory planning, incentive programs, and training. Leverage In-Market Sales (IMS) and Trade Sales (TS) data to optimize frontline sales execution across SEA markets. Partner with region/country Sales, Finance, HR, ComEx and ComOps teams to drive sustainable revenue growth, ensuring alignment with region and country priorities.

Key Responsibilities

Sales Strategy & Execution

• Drive consistent account level potential assessment, and collaborate with country teams on segmentation and targeting
• Standardise in-market sales target setting approach to connect trade sales, FDS and IMS
• Develop the approach and work with country teams to drive optimisation / best practice in territory deployment for optimal coverage
• Work with HR total rewards team to define SEA SIP policy. Partner with country teams/ ComEx Analysts to drive optimization and best practice, while ensuring transparency, tracking rigor and accurate reporting.
• Serve as the CoE for SFE management and provide guidance to country ComEx specialists who are the key work partners.
• Evaluate sales teams performance metrics to identify opportunities for optimization and drive enhanced sales outcomes.

Sales Capability Building & Enablement

• Develop a territory management best practice playbook, incorporating country protocols for territory mapping and account prioritization. 
• Facilitate workshops on territory mapping best practices, using real-time IMS/TS data to drive practical application and alignment across sales teams.
• Streamline and enhance country sales incentive reporting process, in partnership with region HR, ComEx and ComOps teams.
• Lead BD Way of Selling and ensure comprehensive training implementation for sales teams, ensuring adoption across SEA markets.
• Conduct field visits to provide hands-on coaching and assess sales team performance in SEA markets. 

Sales Performance Monitoring & Optimization

• Analyze IMS/TS data (e.g., revenue, TS volume, distributor performance, account penetration) in partnership with Commercial Operations and the Commercial Excellence Analyst to deliver actionable insights. 
• Identify and resolve sales inefficiencies (e.g., territory overlaps, distributor underperformance) through targeted, data-driven solutions. 
• Use sales funnel insights from the Commercial Excellence Manager to refine territory, incentive, and distributor strategies, ensuring alignment with pipeline health. 
• Monitor competitor sales strategies and trends to inform territory and incentive plans, maintaining a competitive edge.

Stakeholder Engagement

• Collaborate with Sales, Finance, Commercial Operations, and the Commercial Excellence region/country teams to align territory plans, segmentation strategies, and incentives with revenue objectives. 
• Contribute sales effectiveness best practices to regional/country meetings, fostering cross-market collaboration. 
• Engage with country business and sales leaders to ensure consistent execution of territory and incentive strategies across SEA markets. 
• Partner with the SEA Commercial Excellence Manager and Country ComEx Analysts to integrate funnel insights into sales execution plans, enhancing overall commercial performance.
• Ad-hoc tasks or projects as assigned

Key Metrics

• Sales productivity, account level potential visibility and GTM plan readiness, IMS target achievement and SIP payout (e.g. % of sales IMS target achievement >90%, etc.)

Qualifications, Required Knowledge & Experience

• Bachelor's degree in Business Administration, Sales Management, Engineering, Data Analytics, or related field; Master's degree preferred. 
• 8-10 years in MedTech/Pharmaceutical industry, with 5+ years in sales operations or sales force effectiveness, including territory mapping.
• Advanced expertise in territory planning, incentive design, and IMS/TS analytics using SAP/SFDC/PowerBI platforms.  
• Proficient in Microsoft Office (Advanced Excel required) for data analysis and reporting.  
• Exceptional English communication skills (oral/written) for delivering training, coaching, and presenting to senior leadership.  
• Results-oriented with strong organizational, analytical, and cross-functional collaboration skills.  
• Proven ability to collaborate with cross-functional teams. 

Click on apply if this sounds like you

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.

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