Sales Force Effectiveness Analyst

Reporting to: Country Business Excellence Head

Purpose:

• To collaborate with the Business Excellence Head in guiding best practices in relation to Sales Force Excellence, demonstrating constant improvement in the efficiency and effectiveness of the sales lines;

• To align projects to guidelines for Sales Force Effectiveness (SFE) defined at a Global level with the aim of optimizing and constantly improving the productivity and effectiveness of the scientific-medical information network and of pharmacy retailers.

Areas of responsibility:

• Monitoring of KPIs for SFE defined at global level:
• Standard and shared Sales Force KPIs (coverage and frequency, capacity, adherence to the call plan, etc.);

•  Country performances in comparison to the agreed-upon indicators and identifying opportunities for improvement;
•  Implementation and management of the Dashboard system to monitor SF performance and activity;
•  Incentive Plan:
•  Implementation of incentive plans in relation to the sales forces and scientific-medical information network currently in place and identification of areas for improvement;
• Segmentation and Targeting:
•  Implementation of guidelines and tools to perform the segmentation of the main targets (pharmacies, general practitioners and specialists) and to guide investments differentiated on the basis of high-potential client segments;

 Other SFE projects:

• Supporting commercial roles in the process of constantly optimizing the product portfolio and the subsequent allocation of resources in the field.
• Monthly data analysis, provide evolutions, insights and trends within relevant categories related to the market and competition evolution
• Collaborating with those in corresponding positions at global level projects and subsequent periodic reviews;
• To assist the direct superior in defining and proposing the department budget, to the extent that it is handled directly;
• To identify and manage a suitable network of suppliers for supporting content, programmes and tools.

QUALIFICATIONS AND EXPERIENCE

• University level degree in Business Administration/Engineering/Computer Science or Other Degree and comparable business knowledge;

• 3 years professional experience in a similar position (experience in pharma business SFE or in Healthcare Consulting, ideally in both Prescription and Consumer health business, would be a plus);

• Experience on managing technology projects (. CRM implementation, dashboard implementation, etc);

• Fluent in English.

PERSONAL CHARACTERISTICS

• Ability to develop strategic recommendations based on analysis of complex data input;

• Demonstrated ability to effectively monitor key performance indicators;

• Systems experience with the following: decision support, Field Sales dashboard reporting and sales force automation;

• Knowledge of Pharmaceutical Syndicated Data such as IQVIA;

• Ability to synthesize large data sets into presentable, actionable results for sales representatives and management.