Sales Force Effectiveness (SFE) Manager

Business Measures and Channels

Financial Measures: market business (NNS, EBIT, market share), In-store Key Business Drivers, sales productivity, and training KPIs (incl. selling investment ROI) where projects have been executed.

Business Channel Scope: Drugstore and Pharmacy (Independents & Chains), HSM (Hyper Super Mart), Grocery Chains, eCommerce; Health Care Professionals (HCP e.g., Derma, GP, Aesthetic Medicine, Peds); Aesthetic Hospitals and Independent and Chain Clinics.

Purpose of The Position

Sales Force Effectiveness (SFE) Manager is responsible in the following to increase sales productivity, achieve top line sales plan, EBIT growth and excellent in execution across all Business Unit.

1) To drive Commercial Excellence Roadmap for Vietnam to be the best in industry class sales execution through design and build fundamentals in process, system, and people. Driving Sales Force Effectiveness drivers, strengthening sales capabilities through implementation of Galderma JPAC Sales Academy, Salesforce Onboarding and sustaining best practices through consistent performance management and country best practice sharing on sales initiatives aligning to Integrated Dermatology Strategy.

2) Partner with Sales Managers and Head of Sales to identify gaps and opportunity in the sales operation plan, and to provide solutions and tools to drive best in class execution. For example, Customer Segmentation and Targeting, Sales Force Sizing & Structure, Territory Target Setting and Deployment, Sales Incentive Assessment and Design, Sales and Sales Manager’s Capability Building and Implementation of Sales Automation and Learning Management System (e.g., Veeva CRM and PATH) to analyse business performance through Channel, HCP coverage and SFE KPIs tracking.

3) Conduct Training, equip & enhance frequent Knowledge & Skill to Salesforce: Reps, First Line Manager, Second Line Managers

Scope of Responsibilities

Overall, this role will be work closely in alignment with JPAC Commercial Excellence Manager and showing strong leadership and commitment to drive Go BEST! journey through improvement of process, system, and people across all Business Units in Vietnam.

Lead Sales Force Effectiveness (SFE) strategy and levers for Vietnam, including

Customer Segmentation & Targeting, Pharmacy, Aesthetics and Medical Detailing.

Sales Force Design (Size, Structure & Resource Allocation) and Territory Alignment including KAM.

Developing Job Descriptions, Training, and Coaching of the Salesforces establishing consistent training formats that enhance the ability to deliver improved commercial outcomes and aligning to Sales Competency Model across countries.

Sales Incentive Assessment, SIP Design, Rewards and Recognitions.

Sales Automation (Veeva CRM/CLM/PATH): Customer Relationship Management System and support an internal Learning Management System and Commercial Business Intelligence tool.

Establishment of KPIs of Sales developing metrics and scorecards. Implement and lead the country-by-country business performance.

Maximize Brand Value in Store: Enable Sales Force Effectiveness (SFE) analysis for key categories and connect with SFE experts to identify the right coverage strategy and supports investments for growth aligned to Sales strategies, including field and account selling sufficiency to deliver leading Share of Voice (SOV).

Optimize assortment to improve NNS and mix profitability (providing consultancy to Cx/OTC BU)

Optimise AVR ( Availability, Visibility, Recommendation), pricing & margin relative to channel dynamics (providing Strategic Revenue Management – consultancy to Cx/OTC BU<ins>)

Optimize Channel Trade Spending effectiveness by category and for total channel (in partnership with Channel finance manager and local Market teams)

Drive Sales Academy across different sales roles including Salesforce Onboarding, Basic Training, Level I, Level II, and Train the Trainer classes for Front-line Sales Representatives, Sales Managers and Key Account Managers across all BU based on training needs and sales competency gap.

Collaborate with various departments in Sales, Marketing, Human Resources, Medical and SFE in the region and global to provide a balanced and integrated sales training program. For example, Situational Leadership, Disease and Product Knowledge, Customer Segmentation and Targeting, Veeva Engage Orchestrate, Coaching and Leading High-Performance team.

Other duties as assigned.

Minimum Education, Knowledge, Skills, and Abilities

Bachelor's degree in Science, Business, Education, Psychology, or a related field, required

Five or more years of previous Sales Training Manager, Corporate SFE/Training Manager, or related experience within a regional/cluster matrix environment preferred

Previous extensive sales experience is must (e.g., Sales Rep/Medical or Medical Device Rep, Key Account Manager, Territory Manager/District Sales Manager, etc.)

Proficient in MS Office; especially Word, Excel, and PowerPoint; experience working with sales tracking and reporting software

Ability to demonstrate excellent presentation/facilitation skills

Ability to demonstrate leadership abilities (e.g., team lead, project lead, and/or people management)

Ability to demonstrate high level of Passion for Purpose, Accountability, Collaboration, and External Focus

Ability to work in a cross functional team environment

Job Competencies

PROFESSIONAL EXPERTISE: Proven track record of 10+ years of experience preferred in pharmaceutical sales, consumer health/OTC, and/or Aesthetic teams or medical device with special focus on healthcare products or FMCG and in-depth understanding of different sales channels and Go-to-Market model.

ADVANCED SALES KNOWLEDGE AND SKILL: Expert in Sales (ideally OTC and Rx), strategic planning, product development, analysis and interpretation of information and statistical indicators.

Strong inspirational leader uses a variety of means to influence people and develops effective relationships within a culturally diverse context across functions at all levels of the organization. Proven leadership skills to enthuse and motivate others towards a clear purpose. High level of energy and an aptitude to manage a complex external environment.

CORE COMPETENCIES: Strategic**, analytical, and systemic vision, Customer Focus – building Strategic partnerships, Results Orientation, a drive to achieve results and to surpass goals, flexibility and positive attitude, self-management, organization and process, creativity, thought leadership, team player, strong business acumen.

**The ability to analyze SFE KPIs, training needs, sales competency assessments and sales productivity drivers to develop and design a training plan that fulfill company’s and market’s needs to develop people and drive overall business objectives.

Location

Vietnam, 20% travel or mobility is required<ins>

Minimum Education, Knowledge, Skills, and Abilities

• Bachelor's degree in Science, Business, Education, Psychology, or a related field, required

• Five or more years of previous Sales Training Manager, Corporate SFE/Training Manager, or related experience within a regional/cluster matrix environment preferred

• Previous extensive sales experience is must (e.g., Sales Rep/Medical or Medical Device Rep, Key Account Manager, Territory Manager/District Sales Manager, etc.)

• Proficient in MS Office; especially Word, Excel, and PowerPoint; experience working with sales tracking and reporting software

• Ability to demonstrate excellent presentation/facilitation skills

• Ability to demonstrate leadership abilities (e.g., team lead, project lead, and/or people management)

• Ability to demonstrate high level of Passion for Purpose, Accountability, Collaboration, and External Focus

• Ability to work in a cross functional team environment

Job Competencies

• PROFESSIONAL EXPERTISE: Proven track record of 10+ years of experience preferred in pharmaceutical sales, consumer health/OTC, and/or Aesthetic teams or medical device with special focus on healthcare products or FMCG and in-depth understanding of different sales channels and Go-to-Market model.

• ADVANCED SALES KNOWLEDGE AND SKILL: Expert in Sales (ideally OTC and Rx), strategic planning, product development, analysis and interpretation of information and statistical indicators.

• Strong inspirational leader uses a variety of means to influence people and develops effective relationships within a culturally diverse context across functions at all levels of the organization. Proven leadership skills to enthuse and motivate others towards a clear purpose. High level of energy and an aptitude to manage a complex external environment.

• CORE COMPETENCIES: Strategic, analytical, and systemic vision, Customer Focus – building Strategic partnerships, Results Orientation, a drive to achieve results and to surpass goals, flexibility and positive attitude, self-management, organization and process, creativity, thought leadership, team player, strong business acumen.

• The ability to analyze SFE KPIs, training needs, sales competency assessments and sales productivity drivers to develop and design a training plan that fulfill company’s and market’s needs to develop people and drive overall business objectives.