Manager - Sales Force Effectiveness (SFE)

Manager - Sales Force Effectiveness (SFE)

Position Summary

The Sales Force Effectiveness Executive is responsible for improving sales productivity through data analytics, CRM optimization, performance monitoring, sales capability development, and commercial excellence initiatives. This role works closely with Sales, Marketing, and Leadership teams to ensure effective sales execution and informed business decisions.

Key Responsibilities

1)     Go-to-Market & Market Planning

• Develop and support Go-to-Market (GTM) models based on market potential, customer segments, channels, products, and business priorities.
• Analyze market size, customer potential, and commercial opportunities to support business planning and resource allocation.
• Develop customer segmentation and targeting approaches to improve market coverage and sales effectiveness.
• Apply a strong understanding of the Thai healthcare market to identify market opportunities, customer dynamics, and commercial priorities.

2)     Sales Force Effectiveness

• Lead territory design and allocation to ensure optimal customer coverage and balanced sales force workload.
• Support sales force sizing and resource allocation based on market potential, business priorities, and growth opportunities.
• Continuously review customer coverage, sales activities, and sales force productivity to identify gaps and opportunities to improve efficiency and effectiveness.
• Partner with Sales leaders to identify capability and performance gaps and recommend targeted actions to improve sales force effectiveness.
• Continuously review and optimize sales force structure, deployment, and ways of working to maximize productivity and commercial impact.

3)     Target & Performance Management

• Lead the sales target-setting and allocation process, ensuring targets are aligned with market potential, territory opportunities, and business objectives.
• Develop and monitor sales force KPIs and performance metrics.
• Track individual and team performance, identify gaps and trends, and provide actionable recommendations to Sales leadership.
• Develop and maintain sales dashboards, reports, and management analytics to support timely decision-making.
• Support sales forecasting and regular performance reviews.

4)     Incentive Governance

• Develop and maintain governance for incentive programs, ensuring alignment between business objectives, sales targets, KPIs, and incentive outcomes.
• Monitor incentive performance and recommend improvements to drive desired sales behaviors and commercial results.
• Partner with Finance, HR and Sales to ensure appropriate governance, transparency, and accuracy of incentive calculations.

5)     Commercial Analytics & Insights

• Manage and optimize CRM and commercial data to ensure data quality, accuracy, and effective utilization.
• Analyze sales, customer, product, channel, and market data to generate actionable commercial insights.
• Identify performance trends, growth opportunities, and areas of underperformance.
• Translate data and analysis into clear recommendations to improve commercial effectiveness and sales execution.

6)     Business Partnership

• Partner closely with Sales, Marketing, Business Development, HR, Finance, and other cross functional teams to improve commercial processes, sales execution, and overall business effectiveness.
• Provide data driven insights and recommendations to support commercial decisions, resource allocation, sales planning, and business performance.
• Partner with Sales leaders to identify capability gaps and develop targeted sales training, tools, and programs to strengthen sales force capabilities and execution.
• Drive adoption of SFE tools, processes, and best practices across the Sales organization through effective communication, training, and ongoing support.
• Support for related reporting and commercial initiatives where applicable.

Qualifications

• Bachelor’s degree in Business, Marketing, Economics, Statistics, Data Analytics, or a related field.
• 8–10+ years of experience in Sales, Marketing, Commercial Excellence, Sales Force Effectiveness, Sales Operations, or related commercial functions.
• Strong sales or commercial experience and a good understanding of the Thailand healthcare market is required.
• Proven experience in GTM planning, territory allocation, customer segmentation and targeting, sales target setting, and sales performance management.
• Experience in sales incentive design, governance, and performance management.
• Strong analytical and problem-solving skills, with the ability to translate data into clear commercial insights and actionable recommendations.
• Experience developing and managing sales KPIs, dashboards, performance reports, and commercial analytics.
• Experience with CRM platforms such as Salesforce, Veeva CRM, Microsoft Dynamics, or similar systems.
• Advanced proficiency in Excel and familiarity with business intelligence and reporting tools.
• Strong understanding of sales planning, forecasting, resource allocation, and field force effectiveness.
• Strong communication and stakeholder management skills, with the ability to work effectively with Sales and cross-functional leadership teams.
• Fluent in Thai and English.