Sales Force Effectiveness Manager

Role Objective: Design, deploy and continuously optimise a world-class Sales Force Effectiveness ecosystem that drives superior field force productivity, prescription growth, ROI on marketing spend and market-share gains for USVs branded

generics portfolio across all international markets.

KEY RESPONSIBILITIES

Sales Force Sizing, Structure & Territory Alignment

• Lead scientific territory design, headcount planning and realignment exercises using Rx data, workload models and GIS tools
• Optimise field force structure (ABMRBMNSM layers) for every country/region.

Incentive Compensation & Performance Management

• Design transparent, motivating and growth-linked incentive plans for the entire international field force
• Set fair yet stretching Rx and activity targets; drive monthly payout accuracy and timeliness
• Monitor incentive program performance and recommend improvements to align with business objectives.

Targeting, Segmentation & Call Planning

• Institutionalise doctor-level segmentation and targeting using IQVIA/CMS/local Rx data
• Drive daily/weekly call planning compliance through Veeva CRM / Salesforce
• Implement Next Best Action (NBA) engines and intelligent call planners

Training & Coaching Excellence

• Own the global induction and continuous medical & selling-skills training calendar for all markets
• Roll out certification programmes, e-learning modules and field coaching frameworks
• Partner with marketing for flawless new-product detailing story training

CRM, Digital Tools & Analytics

• Lead Veeva CRM / Salesforce implementation, adoption and upgrades across all countries
• Build real-time dashboards for field force KPIs coverage, frequency, reach, Rx lift, ROI
• Drive digital detailing, CLM (Closed-Loop Marketing), WhatsApp broadcast and remote engagement tools

Campaign ROI & Resource Allocation

• Measure and improve ROI of all marketing inputs (visual aids, samples, CMEs, patient programmes)

• Recommend optimal A&P allocation by brand, country and doctor segment

• Identify under-performing territories and trigger corrective actions

• STAKEHOLDER INTERACTION

• Type of Interaction: Internal

• Interaction with: Head International Business, Country Heads, Regional Heads, Marketing (B2C & B2B), Medical Affairs, Regulatory, IT, Finance, HR

• Nature of Interaction: Target setting & reviews, incentive plan approvals, training calendar sign-off, CRM governance,dashboard reviews, budget allocation, field visit feedback

• Type of Interaction: External

• Interaction with: IQVIA, Veeva/Salesforce partners, SFE consultants, training agencies, data providers

• Nature of Interaction: Data purchase & insights, system implementation, best-practice workshops, contract negotiations

• JOB REQUIREMENTS

• Professional Experience

• 815 years in pharmaceutical sales/SFE with at least 810 years in International / Export markets

• Hands-on experience in running SFE for branded generics in SEA , LATAM, Middle East, Africa & CIS

• Proven expertise in incentive design, territory alignment, Veeva CRM rollout and Rx data analytics (IQVIA/CMS)

• Track record of delivering 1525% productivity improvement in previous roles

• Academic Qualifications & Certifications

• Educational Qualification: B.Pharm / B.Sc + MBA (preferred)

• Certification in Sales Force Effectiveness / Advanced Analytics is a strong plus

• Must Have Skills

• Mastery over IQVIA, Veeva CRM, Power BI/Tableau

• Strong analytical & financial modelling skills

• Excellent stakeholder management across cultures

• Training & coaching capabilities

• Project management rigour