Role:

　　Drive Sales Force/Customer Marketing Management (CMM) effectiveness and efficiency through building sales fundamentals, including operationalizing sales strategy, optimizing sales force structure, size and deployment, selling and operation processes, data and scorecards, sales force automation, roles and KPI, field discipline guidelines as well as incentive and rewards.

　　Accountabilities:

　　Sales/CMM Strategy OperationalizationEngage with and support Sales Force/CMM to operationalize sales strategy in terms of:

　　Understanding sources of growth at territory, sales route and outlet levels

　　Understanding geographic and channel dynamics

　　Executing customer segmentation, classification, prioritization and targeting

　　Sales Force/CMM Structure, Sizing and DeploymentOptimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of controlSelling and Sales Operation ProcessesDesign, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)

　　Act as a custodian for assigned selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification.

　　Sales Force/CMM Roles, KPI, Incentive and RewardsDefine and clearly communicate role, KPIs for each Sales Force/CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)

　　Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)

　　Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)

　　MIS Data and Reports/DashboardsDevelop insights into Sales Force/CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)

　　Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)

　　Roll out MIS report templates to the Sales Force/CMM and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions

　　Sales Force/CMM AutomationCollaborate with SFA to identify opportunities for Sales Force/CMM automation to improve productivity

　　Support SFA in proposing and aligning with stakeholders on solutions to Sales Force/CMM automation

　　Modify selling and sales operation processes as part of automation solutions

　　SFE Project and InitiativesIdentify issues and opportunities with root causes related to sales/CMM fundamentals.

　　Work with stakeholders (e.g. Sales leadership, SLM and FLM) to propose and align on SFE initiatives to build sales fundamentals and improve sales productivity via specific SFE projects.

　　Roll out and drive execution of SFE projects in conjunction with stakeholders.

　　Requirement:

　　Minimum 5 years of related experience in managerial/supervisory role in pharma, FMCG, nutrition, consulting industry

　　Bachelor's degree

　　Good English skill

　　Presentation skill

　　Stakeholder management

　　An Equal Opportunity Employer

　　Abbot welcomes and encourages diversity in our workforce.

　　We provide reasonable accommodation to qualified individuals with disabilities.

　　To request accommodation, please call 224-667-4913 or email [email protected]