Job title: Area SFE Manager – MENAP
Job description: Job Description
Job Title IT Software
Abbott is a global healthcare leader, creating breakthrough science to improve people s health. We re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:
Career development with an international company where you can grow the career you dream of.
A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.
Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands including Similac , PediaSure , Pedialyte , Ensure , and Glucerna to help get the nutrients they need to live their healthiest life.
Area SFE Manager-MENAP
Optimizes sales force efficiency and effectiveness through the development, delivery, and implementation of SFE activities across brands. This includes the integration, monitoring and analysis of performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance (and results).
Drives programming related to Sizing & structure, Territory design, alignment, Account management, segmentation, and targeting.
Collaborates with other functional teams to deploy segmentation and targeting programs across channels and platforms to optimize business outcomes and successfully achieve strategy.
Optimal sales force structure, size and deployment; territory design, alignment, segmentation and targeting
Cross-regional alignment to brand/channel strategy
Standardized, insights-based performance excellence across region/roles/teams
Accurately tracked, real-time results through appropriate KPIs and metrics for both digital/remote and F2F engagements
Customized programs by brand/channel to address unique opportunities and drive business results
Data integration across platforms to reflect end-to-end customer engagement and business results
Incentivised sales force for optimal efficiency and drive productivity
Act in alignment with compliance and regulatory expectations
KEY BUSINESS CHALLENGES
Competing priorities and challenges impacting various teams within the scope of responsibility of the SFE
Ensuring nationwide/ cross-regional compliance with SFE programming
Varying levels of digital and analytic knowledge/skill across the organization (required for sales/customer optimization in a digital ecosystem)
Diversity and complexity of channels, brands, teams, and customers
Complexity of stakeholder influence and alignment cross-functionally and cross-regionally
Securing appropriate, reliable sales analytics (especially for difficult-to-measure activities, and due to non-compliance) and integrating insights from multiple platforms (not originally designed together)
Identifying and implementing the right processes for both current and future/anticipated business needs/trends/opportunities, in a rapidly evolving and digitized healthcare environment
Insufficient/inaccurate/inadequate data (including misalignment between sources/systems and processes for collecting, analyzing and interpreting different forms of data)
KEY SUCCESS FACTORS
Strong understanding of HCP sales environment (Public, Private, Tenders) and high digital literacy and systems-thinking approach to integrating digital as a core component of strategy
High digital literacy and systems-thinking approach to integrating digital as a core component of strategy
Ability to influence without authority, in all directions, to be consultative
Effective negotiation and collaboration with stakeholders, managing differing priorities, personalities, styles, etc.
Very strong data management and analytics expertise
Ability to translate data into human behavior, and communicate insights to non-experts
Knowledge of salesforce automation and ability to translate desired results into appropriate processes
Relationship building and social savvy
Business & Financial Acumen
Effective Communication & Collaboration
Education & Qualifications
Bachelor s degree with Pharmaceutical, Medical or science related background.
Minimum of 10 years of experience in the pharmaceutical/Nutrition industry.
Experience as SFE Manager or a similar role for minimum 5 years is required.
Sales Force Training and Development Principles experience is required.
Project management expertise is required.
Advanced command on analytical tools is required (e.g., MS Excel, Power BI)
Strong analytical, strategic thinking and collaboration skills required.
Demonstrated experience in working in multinational companies and cross-functional environments
Drives Results: Ensuring accountability and consistently achieving results, even under tough circumstances.
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Job date: Wed, 08 Feb 2023 04:48:28 GMT
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