SFE Manager

Main Accountabilities and Objectives of the Job:

We are looking for a Sales Force Effectiveness (SFE) Manager. The SFE Manager serves as a strategic operational leader, driving sales force productivity and organizational excellence through the optimization of sales processes and cross-functional collaboration. Acting as a key partner to the commercial leadership team, the SFE Manager enhances organizational capability by deploying creative operational solutions and leading change management initiatives that align field force activities with corporate strategy.

By integrating strategic insights with business fundamentals, they drive sustainable sales growth and ensure the commercial model is effectively implemented to meet evolving business needs.

Notably the SFE Manager will partner with relevant stakeholders to develop, recommend and make actionable SFE recommendations based on a deep understanding of business fundamentals, corporate strategy and organisational issues.

Duties and Responsibilities include but are not limited to:

• Strategic Insights & Decision Support: Lead the interpretation of market intelligence and performance data to drive business strategy and provide high-level decision support for commercial leadership: a) Be the expert contact to answer and/or direct all data-related questions from the sales teams, b) Synthesize complex data sets into actionable strategic insights that inform management decisions on resource utilization, market opportunities, and competitive positioning, c) Monitor the accuracy and efficiency distribution of sales reports and other intelligence essential to the sales organization.
  
  Recommend revisions to existing reports or assist in the development of new reporting tools as needed, d) Develop and present training to user groups on how to interpret the reporting to ensure that those who are making decisions have the required answers and know how to get them, e) Conduct proactive analysis (internal promotional data, competitive share of voice, doctor-level data) to help identify key drivers of sales performance and key areas of opportunity/challenge.
  
  Provide actionable recommendations to sales management on how to mobilise in response to opportunity/challenge, f) Establishes processes for monitoring company, promoted product and message recall to ascertain core message delivery and competitive share of voice/mind, g) Prepare and present appropriate monthly/quarterly and annual analysis of SFE implementation and results, h) Preparation of the Monthly Reports to Management.
• Operational Excellence & CRM Strategy: Leverage the corporate CRM as a strategic enabler of process excellence, driving stakeholder capability and field force effectiveness: a) Roll out the organisation’s CRM system particularly focusing on sales planning, call planning and coaching of field staff in their usage of the system, actively seeking to drive adoption of tools and technology, b) Monitor the sales organization’s competency and compliance with required standards for maintaining the system and database, c) Proactively conduct workshops to ensure input levels are effective and standards are maintained to enhance every relevant stakeholder’s capabilities in lifting sales KPIs, delivering better sales outcomes with lower costs and increasing stakeholder confidence, d) Provide local management with a “common language” and approach to solving issues with sales effectiveness, thereby enhancing cross-functional cooperation.
• Strategic Sales Force Effectiveness (SFE): Lead the development of a shared vision for SFE across the organization, partnering with sales and marketing leadership to drive strategic growth initiatives. Conduct deep-dive diagnostic activities to identify and…