Sales Force Effectiveness Manager

Duties and Responsibilities:

Primary deliverables of role, its scope, impact on strategy, policy, business or people relationships.

1. Salesforce Strategy & Planning:

1.1 Develop and execute a comprehensive Salesforce Effectiveness strategy that aligns with the company’s business objectives and sales goals.

1.2 Work closely with senior leadership to define KPIs, metrics, and performance targets for the sales team.

1.3 Conduct market analysis, territory alignment, and workload balancing to optimize salesforce deployment.

2. Salesforce Performance Management:

2.1 Monitor and analyze salesforce performance data, identifying trends, gaps, and areas for improvement.

2.2 Lead the design and implementation of performance improvement plans for underperforming teams or individuals.

2.3 Develop incentive programs that motivate and reward top performers, ensuring alignment with business objectives.

3. Training & Development:

3.1 Design and oversee training programs for sales teams, focusing on product knowledge, selling skills, customer engagement strategies etc.

3.2 Conduct regular training needs assessments and coordinate with Sales and Marketing to update training materials based on market dynamics.

3.3 Drive the adoption of best practices within the salesforce, ensuring ongoing development and coaching for improvement.

4. CRM Management & Analytics:

4.1 Ensure effective use and adoption of the CRM system across the sales team.

4.2 Collaborate with IT Dept to customize the CRM platform, ensuring it meets the needs of the salesforce

4.3 Utilize data from CRM and other systems to generate actionable insights and recommendations for sales strategy optimization.

5. Sales Tools & Resource Management:

5.1 Identify, implement, and manage sales tools (e.g., forecasting software, and digital detailing platforms) that enhance the efficiency and effectiveness of the salesforce.

5.2 Ensure that the sales team has access to updated marketing materials, product literature, and digital tools to aid their customer interactions.

5.3 Collaborate with marketing to develop sales aids and resources that are aligned with sales strategies.

6. Territory & Account Management:

6.1 Oversee territory design, ensuring optimal coverage and workload distribution for the salesforce.

6.2 Implement account segmentation and targeting strategies to maximize sales impact in key customer segments (e.g., physicians, hospitals, pharmacies).

6.3 Ensure that territory and account plans are regularly updated and aligned with market opportunities.

7. Cross-functional Collaboration:

7.1 Work closely with marketing, sales manager, and market access to ensure alignment of sales strategies with overall business objectives.

7.2 Act as a liaison between the salesforce and internal departments, ensuring effective communication and collaboration.

7.3 Participate in product launch teams to ensure the salesforce is equipped and ready for new product commercialization.

8. Reporting & Performance Analysis:

8.1 Produce regular reports on salesforce performance, effectiveness of training programs, and sales tools usage.

8.2 Lead the quarterly and annual salesforce review processes, analyzing key performance metrics and presenting insights to senior management.

8.3 Conduct ROI analysis on sales initiatives and programs to ensure continuous improvement.

9. Budget Management:

9.1 Manage the budget for Salesforce Effectiveness initiatives, ensuring optimal allocation of resources for training, tools, and performance improvement programs.

9.2 Track and report on expenditures to ensure alignment with financial targets.

Minimum Requirements:

1 Qualification

1.1 Bachelor's degree in Business Administration, Sales and Marketing Management, or a related field.

2 Experience

2.1 5+ years of experience in sales operations, salesforce effectiveness, or commercial excellence roles within the pharmaceutical or healthcare industry.

2.2 Proven experience in managing CRM systems and utilizing data to drive salesforce optimization.

2.3 Strong background in salesforce performance analysis, training, and development.

3 Skills

3.1 Excellent analytical skills, with the ability to interpret data and generate actionable insights.

3.2 Strong leadership and team management capabilities.

3.3 Proficiency in using sales performance management tools and CRM platforms.

3.4 Excellent communication and presentation skills.

3.5 Ability to manage multiple projects and deadlines effectively.

4 Key Competencies

4.1 Analytical Thinking: Ability to analyze large datasets and translate them into actionable business insights.

4.2 Leadership: Capable of leading change and driving adoption of new processes and tools within the salesforce.

4.3 Communication: Strong interpersonal and communication skills to work across departments and influence senior management.

4.4 Problem Solving: Ability to identify bottlenecks in sales processes and implement corrective actions.

4.5 Customer Focus: Deep understanding of the customer base (healthcare providers, pharmacies, hospitals) and how to align sales strategies accordingly.

4.6 Innovation: Ability to identify new tools, methodologies, and approaches to drive salesforce effectiveness.

5. Personal Attributes

5.1 Strategic Mindset: Ability to think long-term and see the bigger picture, aligning day-to-day activities with broader business goals.

5.2 Analytical Acumen: Highly skilled in analyzing complex data sets and extracting meaningful insights to inform decision-making.

5.3 Leadership & Influence: Effective in leading cross-functional teams and influencing without direct authority. Demonstrates strong leadership in driving change and fostering a culture of continuous improvement within the salesforce.

5.4 Adaptability: Comfortable working in a fast-paced and dynamic environment, with the ability to quickly adjust strategies in response to market changes. Resilient under pressure and capable of managing multiple priorities simultaneously.

5.5 Communication & Interpersonal Skills: Excellent communicator, both verbally and in writing, with the ability to convey complex information in a clear and compelling manner. Strong interpersonal skills, with the ability to build relationships and work effectively with diverse teams and stakeholders.

5.6 Problem-Solving Orientation: Proactive in identifying challenges and opportunities, with a strong focus on finding innovative solutions to enhance salesforce effectiveness.

5.7 Collaboration & Teamwork: Works effectively within and across teams, fostering a collaborative environment that promotes knowledge sharing and mutual support.

5.8 Integrity & Accountability: Demonstrates high ethical standards and integrity in all business dealings. Takes ownership of responsibilities and is accountable for delivering results.