June 18, 2024

Abbott Laboratories

台北市

OTHER

SFE Manager

DIVISION FUNCTION/OBJECTIVE:

Leading, managing, and coordinating projects and initiatives to develop a consistent and high performing sales organization and deliver long-term objectives in line with business strategies of the cluster (TW/HK/SG).

POSITION PRIMARY FUNCTION:

Work with Commercial Excellence (CE) team to liaise between the country leadership (and regional team) and local commercial teams to drive transformational sales initiatives, enhance sales capabilities, and collaborate with the integrated business leaders for commercial execution. Success in the role will be evaluated based on sustained results.
Implement a consistent SFE activities, coordinate the training programs, assess the country performance, and identify initiatives for local implementation to align with regional commercial strategy to ensure efficiency and productivity. The focus should be to drive sales growth of the portfolio as well as people development in the cluster (TW/HK/SG).

MAJOR DUTIES AND RESPONSIBILITIES:

Be responsible for identification, formation, implementation, evaluation, and continuous enhancement of commercial excellence of the organization including salesforce effectiveness activities, training systems, market intelligence and people development programs. The aim is to ensure the efficiency and productivity and to support strategic filed force management.
Work with cross function team to implement segmentation and targeting exercises to maximize the resource allocation and optimize the target customer list.
Lead sales team in preparation of quarterly sales targets, incentive KPIs, accounts and customer reach and call performance targets and regularly track the performance, evaluate business, provide analysis and plan corrective actions.
Design a motivative and structured incentive scheme to drive the momentum of the salesforce with clear communications. Calculate and analyze the incentive result to monitor the fairness of the scheme and consistent performance of the sales team.
Manage the Customer Relation Management system (ARISE) and tightly track the execution of sales planning and sales performance. Ensures the SF KPI in line with EM/regional standard.
Leverage internal dashboards or external data including IQVIA IMS and ZP Infrared data to help commercial team to generate reports including, quarterly market share reports, country performance reports and support commercial teams base on their requests for external data.
Identify, develop, and coordinate the training programs including onboarding processes, training curriculums, roll out plans and programs according to company and regional needs at all levels within the sales organizations.
Maximize the use of online training system (Sumtotal system) to ensure the continued learning culture and regular certificate. Leverage this e-portal to transmit the information bank developed by global training team.
Conduct field work with sales reps to assess the outcome and SF KPIs after training and to evaluate impact in sales and determine short term action plans if needed.
Lead the People Enhancement Program (PEP) to realize performing organizations and people development in the cluster. Partner with HR and Learning and Development in the people development and execution of management and leadership skills, learning maps, competency framework programs.
Maintain excellent working relationships with x-functional team and regional/global stakeholders. Ensure local process and implementation aligned with global/regional standards and compliance to Abbott OEC standards.
Provide support to ad-hoc projects
Report any product quality complaints and adverse events to Quality Assurance and Affiliate Safety Representative respectively.

SUPERVISOR/MANAGERIAL RESPONSIBILITY
Number of Employee: NA
Direct report: Commercial Excellence Manager (TW/HK/SG)
Indirect reports: NA

EDUCATION, EXPERIENCE/QUALIFICATION:

Education:

Bachelor’s Degree in related fields preferably of Pharmacology or Business Management.

Experience:

At least 3 years’ experience in SFE, Training, Commercial Excellence role, or 5 years’ experience in Marketing or Sales position.
Sales management experience preferred
Fluency in spoken / written English
Must have a proven experience in commercial excellence that drive the performance enhancement of sales teams and skillful on data analysis and presentation.