Senior Manager Sales and Marketing Excellence

Job Summary

• To identify, establish, develop and embed Sales Force Effectiveness processes/tools.
• To provide IQVIA industry/market/competitors/customers insights to respective commercial stakeholders
• Manage and track Omnichannel engagement and GoToMarket model.
• To adopt the regional standards for SFE Best Practice and the 7 Essentials
• Manage Sales Force Automation and business processes, gather feedback and develop recommendations for continuous improvement
• Manage to update and ensure effective use of Field Force Management System including customer database, physician segmentation and targeting to further improve field force productivity
• Define & monitor monthly regional reporting of sales force effectiveness metrics and to provide monthly/quarterly/annually regional analysis of sales force effectiveness projects
• Identify market trends, best practices, recent research on sales force effectiveness and marketing excellence

General Responsibilities

• Manage and roll out SFE development project to key stakeholders in the business units to support operation requirement.
• Lead SFE and data analytic team to manage SFE initiatives in coordination with the department, segmentation, covering the right customer at the right time, right frequency, target setting, incentive plan design, sales process, resources allocation, sales force optimization & KPIs.
• Coordinate with IT to develop / enhance sales automation system to support Sales Reps and Sales Manager/Sales Supervisor on call reporting and analysis
• Collaborate with regional team for continuous improvement on all sales & marketing excellence initiatives

Functional Skills and Knowledge

• Demonstrate sound knowledge and understanding of the industry/market/competitors/customers
• Demonstrate sound knowledge and understanding on Omnichannel engagement.
• Demonstrate sound knowledge in the general principles of sales and marketing; familiarity with the healthcare sales and marketing environment is a must
• Demonstrate advanced research and analytical skills
• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)
• Demonstrate fluency in English & Bahasa Malaysia, both written and spoken
• Manage project with multiple stakeholders, varying backgrounds, diverse nationalities, work experiences and seniority and able to tailor your communication to these differing audience groups
• Identify key barriers to collaborate between your team and another. Share this with the other teams to seek alignment. With those stakeholders, create an action plan to remove those barriers
• Organize team meeting where the objective is to achieve a specific goal. Brainstorm how each member of the team can contribute by posing questions from the collaboration dialog tool
• Identify area of disagreement within the BU among functions or with an internal customer. Find solution in areas of disagreement by identifying the root cause of the disagreement; then implement and create an action plan
• Collect market intelligence information on specific clients/customers and devise/revise business strategy/plans to take competitive advantage of such information
• Participate in a project/initiative to improve and simplify processes/procedures/ways of working to deliver high quality service/ products at the most efficient cost
• Practice DKSH’s leadership tools such as response-ability, learning zone, circle of influence, communication principles and bridge building when dealing and communicating with internal/ external stakeholders

Education

• Degree in Sciences, Business, Marketing, Business Analytic or any related field is preferred.
• More than 5 years in pharmaceutical sales force excellence experience
• More than 3 years of pharmaceutical sales & marketing experience is an added advantage

Why It’s Great to Work at DKSH