Sales Force Effectiveness Lead

• Review and update Sales Force optimization metrics (Sales Force size, Territory segmentation, Call optimization etc)
• Drive sales team call planning, analysis, and tracking to optimize sales force deployment
• Seek efficiencies and effectiveness in sales practices and procedures, with key focus on maximizing calls per day
• Conduct cause/effect, gap + root cause analysis to provide timely analytical feedback, business coaching, and market insights to enable execution of strategic objectives and seek new opportunities in the market.
• Apply insights from marketing, professional services, financial forecasting etc. to align with key sales initiatives and to seek category optimization, streamlined cross-departmental communication, and synergies across the business.
• Analyze segmentation / visit policy / visit reports per market on a regular basis, based on SFDC and sales data.
• Extract insights from analysis, extract actions, and accompany the markets on the implementation of these actions.
• Create reports and dashboards to support the sales teams on SFE related metrics.
• Proactively communicate with the relevant departments on the Sales
• Own Sales Capability Training by providing customized training modules to each sales team member
• Conduct SFDC usage training and drive best practice with key focus on compliant call input documentation
• Conduct integrated team workshops and strategic projects as required
• Document training provided and track progress by sales team member

• Consult and design incentive schemes aligned with APAC stakeholders and key sales KPIs
• Create and update incentive trackers for analysis, forecasting, and communication to stakeholders
• Provide auditable incentive payout calculations to the relevant functions

• Manage end to end data in the point of accuracy, consistency and quality
• Analyze SFDC data to identify key trends and insight for the business.
• Provide day to day business user support of CRM system
• Maintain and update SFDC SOP manuals (Acco unt + contact maintenance process, call input procedures etc.)
• Enhance SFDC by implementing latest technological CRM applications and practices in partnership with APAC and IT
• Ensure SFDC practices meet legal and corporate governance standards (e.g. personal information collection)
• Engage and manage for contact data maintenance and SFDC best practice
• Optimize and maintain SFDC dashboards in partnership with APAC with APAC Comm Ops and Global IT

• Build and improve Sales Competencies to sales team
• Build & Retain High -Performance team
• Embed sales process to sales team leaders and reps
• Upgrade Planning, Training and Production Material to build sales capabilities
• Establish field visit for impacting and improving sales performance

• Active listener and effective communicator with a personable approach to building and managing strong internal and external partnerships with key stakeholders at all levels in a matrixed organization
• Business professional with capacity to grow and learn, self-aware, emotionally intelligent.
• Demonstrates accountability; delivers on commitments and manages complex processes
• Uses rigorous logic and methods to solve difficult and complex problems
• Demonstrates courage: ability to challenge the status quo and offer analytical and strategic thinking that results in creative problem solving
• A technical aptitude with the ability to learn & adapt to new technology quickly while being supportive of others in adapting to change
• Collaborates, negotiates, and persuades others, both internally and externally
• Customer focus and commercial awareness, supporting delivery of business outcomes
• Good business acumen, to better understand the needs of our “customers” (sales teams)
• Excellent analytical and problem-solving skills.
• English language - Excellent written and verbal communication skills

• Normal office environment

• Minimum 7 years' experience in driving sales force effectiveness and business analytics, demonstrating:

• Demonstrated experience in improving Days in Field and Calls per Day
• Demonstrated experience in designing and executing sales incentive programs
• Demonstrated experience in customer, product segmentation and appropriate segmentation analysis
• Deciphering & communicating insights from multiple data sources across several commercial functions
• Project management with ability to manage multiple, simultaneous projects & data sources
• Identifying, building & maintaining trusted relationships with key business partners locally, regionally & globally
• Presentation, training & workshop facilitation
• Minimum 7 years related experience with CRM technology (SFDC)
• Advanced Microsoft Excel & PowerPoint skills
• Fluency in English, both written and verbal
• Preferred sales experience

• Bachelor's degree or above in Business

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