1+ months

Associate SFE Manager

Abbott
Hồ Chí Minh, Ho Chi Minh

ABOUT ABBOTT:

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 103,000 colleagues serve people in more than 160 countries.

ROLES & RESPONSIBILITIES
1, Summary:
Drive Sales Force effectiveness and efficiency through building sales fundamentals, including operationalizing sales strategy, optimizing sales force structure, size and deployment, selling and operation processes, data and scorecards, sales force automation, roles and KPI, field discipline guidelines as well as incentive and rewards
- Scope: Sales in nationwide
- Reporting directly to Senior SFE Manager (Sales)
- Subordinate: Non
- High frequency of interaction Sales Force, Customer Marketing, DMS, Data Analysis, Training, IT, Finance and BHR
- Working location: 18 Luy Ban Bich Street, Tan Thoi Hoa Ward, Tan Phu Dist., HCM
2, Key Responsibilities:
1. Sales Strategy Operationalization
• Engage with and support Sales Force to operationalize sales strategy in terms of:
✓ Understanding sources of growth at territory, sales route and outlet levels
✓ Understanding geographic and channel dynamics (rural, Modern Trade (MT), e-commerce, ethical)
✓ Executing customer segmentation, classification, prioritization and targeting
2. Sales Force Structure, Sizing and Deployment
• Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control
3. Selling and Sales Operation Processes
• Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)
• Act as a custodian for all selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification
4. Sales Force Roles, KPI, Incentive and Rewards
• Define and clearly communicate role, KPIs for each Sales Force position (in line with ANI principle on 2 sales metrics and 3 KPIs)
• Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)
• Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)
5. MIS Data and Reports/Dashboards
• Develop insights into Sales Force and Management requirements for data and reports (leadership and senior managers, SLM, FLM)
• Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)
• Roll out MIS report templates to the Sales Force and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions.
6. Sales Force Automation
• Collaborate with SFA to identify opportunities for Sales Force automation to improve productivity
• Support SFA in proposing and aligning with stakeholders on solutions to Sales Force automation
7. Selling and Sales Operation Processes
• Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force master data management, guidelines on field execution and disciplines, etc.)
• Act as a custodian for all selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification
8. Sales Force Roles, KPI, Incentive and Rewards
• Define and clearly communicate role, KPIs for each Sales Force position (in line with ANI principle on 2 sales metrics and 3 KPIs)
• Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)
• Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)
9. MIS Data and Reports/Dashboards
• Develop insights into Sales Force and Management requirements for data and reports (leadership and senior managers, SLM, FLM)
• Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)
• Roll out MIS report templates to the Sales Force and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions
10. Sales Force/CMM Automation
• Collaborate with SFA to identify opportunities for Sales Force automation to improve productivity
• Support SFA in proposing and aligning with stakeholders on solutions to Sales Force automation
 

MINIMUM BACKGROUND/ EXPERIENCE REQUIRED
Work Experience:
• 5-year sales experience in FMCG/nutrition/pharma sales/consulting/big4 with min 2 years in managerial/supervisory positions
• Prefer 2 to 3-year experience in SFE (pharma/nutrition/FMCG/consulting, big4). Flair for data analytics and project management will be an added advantage
Core Skill Requirement:
• Logical thinking
• Planning, organizing and alignment and change management
• Presentation, communication, facilitation and influencing skills
• Analytical, problem solving & decision making skills
• Project management, Knowledge of FMCG sales
• Knowledge of SFE concepts
Core Trait/Behavior Requirement:
• Adaptability and learning agility
• Innovation and creativity
• Integrity, Teamwork
• Independence and self-motivation
• Hardworking and multi-tasks
 

MINIMUM EDUCATION REQUIRED
• University/post-University degree
• Business/Science qualifications","title":"Associate SFE ManagerDivision: ANI International Nutrition
Travel: Yes, 10 % of the Time
Medical Surveillance: Not Applicable
Significant Work Activities: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

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Posted: 2019-12-09 Expires: 2020-02-07

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Associate SFE Manager

Abbott
Hồ Chí Minh, Ho Chi Minh

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