Key Responsibilities
(SFE) Sales force effectiveness tracking, analysis and reporting
- Set up and streamline/optimize sales operations process & tracking based on BU needs
- Sales force sizing, resource deployment and structure
- CRM ad-hoc reports creation and management
- Veeva report templates management for end users
- Provide regular in-depth analytics-based and insight-driven reporting to BU on field force performance (e.g. activity, performance vs objectives, sales)
- Execute ad hoc projects for BU business case analytics (e.g. after brand launch, surveys results)
- Identify critical variance and provide recommendation to Management with value-added suggestions
(CMO) Rep call plan development
- Hospital/HCP coverage, segmentation and targeting
- Coordination of discussion with business for best approach on Customer engagement planning
- Multi-Channel Cycle Plan or other planning tool management
(SFE) Incentives and Compensation
- Incentives operations management/support (partner for incentive governance & policies, analysis & planning, validation, definition of bonus plans)
- Incentives calculations implementation
- Support Incentives programs management (e.g. Winners' Circle)
(CMO) CRM Master data & Alignments
- Data Sources (Customer, Product, Employees) and Customer Master Data Management
- Field Structure Management
- System administration - Veeva Align, Veeva CRM
(CMO) CRM system set-up, support, management (Veeva CRM, and any other software/tool used by field teams)
- System set-up and territory alignment (e.g. for new brands and teams)
- Define the local field force needs (training, support, and management)
- Support deployment of field tool related initiates
- Change management, training, and communication to ensure investments and capabilities are well-coordinated amongst the field, field leadership and home office colleagues
(CMO) Market Engagement Partner Activities
- Communicate and facilitate initiatives at market level
- Share local initiatives and roadmaps with the international team
- Develop understanding of Customer Engagement Model locally
Compliance/Regulatory
- Local Market Compliance related activities (process, monitoring)
- Samples management (if available in country)
Requirements:
- Bachelor degree or above
- Over 3 years’ experience in a CRM/sales-related role within the pharmaceutical industry
- Analytical skills and proficiency in tools (e.g. Excel, Tableau) to process data and provide feedback
- Relationship-building skills with global and local stakeholders
- Ability to think strategically and work effectively within a cross-functional team
- Ability to be self-driven and prioritizing tasks
- Leadership skills to plan and lead small and medium-sized projects and enhancements
- Minimal travel is required
Consultant: Henry Zheng
Registration Number: R1106964
EA License Number: 17C8502
