Salesforce Effectiveness Manager

About the role

The Manager, Field & Sales Effectiveness is responsible for driving commercial excellence through advanced analytics, sales force effectiveness, CRM leadership, customer targeting, and business performance insights. This role partners closely with Sales, Marketing, Finance, and Commercial Leadership teams to optimize field force productivity, customer engagement, and business growth across the ANZ Nutrition business. The successful candidate will combine strong technical expertise with strategic business partnering capabilities, turning complex data into actionable recommendations that support commercial decision-making and execution excellence.

Key responsibilities

• Lead Sales Force Effectiveness (SFE) initiatives including territory alignment, customer segmentation, targeting, customer lists, call planning, and field force optimization.
• Develop and maintain advanced analytics solutions, dashboards, and reporting tools using Power BI and other business intelligence platforms.
• Extract, transform, and analyse data from multiple sources using SQL and modern data platforms to generate meaningful commercial insights.
• Act as the CRM subject matter expert, driving system adoption, governance, training, data quality, and continuous improvement.
• Support incentive compensation, target setting, performance measurement, and operating plan execution.
• Integrate customer, sales, market, and operational data sources to provide a unified view of business performance.
• Deliver executive-ready insights and recommendations that influence strategic decisions and resource allocation.
• Champion data-driven decision making and foster a culture of continuous improvement across the organization.

About you

• Significant experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations, Business Analytics, or a related commercial function.
• Advanced SQL skills with the ability to manipulate, analyse, and integrate large and complex datasets.
• Power BI capability, including data modelling, dashboard development, DAX calculations, and data visualization best practices.
• Exposure to Databricks, Azure data platforms, cloud analytics environments, or modern data engineering solutions.
• Knowledge of territory design, territory optimization, customer segmentation, targeting, and resource allocation methodologies.
• Good understanding of sales force performance management, incentive programs, and commercial effectiveness metrics.
• Experience managing CRM platforms including user adoption, governance, process optimization, and data quality.
• Ability to translate complex analysis into clear business recommendations and influence senior stakeholders.
• Exceptional stakeholder management and business partnering skills with the ability to work effectively across cross-functional teams.
• Strong commercial acumen with a passion for solving business problems through data and analytics.

About us

Abbott's nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on leading brands – including PediaSure, Ensure, Glucerna – to help get the nutrients they need to live their healthiest life. Abbott is a global healthcare leader recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune 500.