Salesforce Effectiveness Manager

**JOB SUMMARY**

Coach and build the capabilities of EP Plus Group’s sales force and support the overall business growth of the company.

Works with Sales management, Sales Training Sales Planning, Sales Compensation, Marketing and other parts of the business to promote sales excellence through various means, including metrics management, analyses of sales results, customer segmentation and targeting and coaching

May be involved in the design and implementation of the activity statements of the Representatives and design of sales incentives plans.

**KEY ACCOUNTABILITIES**
- Provide recommendations on appropriate resource alignment and optimisation through territory mapping and field force allocation
- Tracks transactions and prepares reports regarding information such as order states, sales results, leads, sales quotas and sales representative earnings.
- Implements systems and tools to improve Field Force productivity and Business Intelligence tools - customer segmentation and targeting, performance monitoring and tracking, electronic territory management/customer relationship management, and sales data administration systems to improve business conditions.
- Identify and carry out relevant assessment methods to ensure best practiced sales and marketing interventions are executed and internalized to support business growth.

Identify or design tools that provide key insights to medical reps on doctor prescribing behaviors, sales tactics and other relevant insights in a manner that will ensure effectiveness in messaging

a. Support design reward/incentive program that will drive achievement of sales target and retain performers. Key communication driver to sales force on the plan and effective leverage of the plan to achieve sales

b. Lead and manage the sales force target setting process - advise on and set parameters for the incentive scheme

6) Provide scheduled sales-analysis reports and monitor key-performance measures to provide insights for continuous sales effectiveness and efficiency.
- Support the customer relationship management system (CRM) with both data integrity and analytics to drive business growth, productivity & efficiency gains
- Through analysis of sub-national sales and activity data support the account prioritisation and account planning process

7) Design, manage and communicate standard sales performance reports to support the commercial team across the organization to improve efficiency
- Liaise and engage with Sales & Marketing management team to ensure EPPG excellence initiatives and projects are being understood, implemented, standardized and updated.
- Support 'Employee Competence' initiatives when and where applicable in both SFE and Training.
- Ensure & support SFE/Training activities are executed

8) Carry out on-the-job coaching to guide the Sales Force (Sales Leaders and Product Consultants) in selling skills that will help the company enlarge its market share and contribute towards business growth

9) Collaborate closely with Sales Leaders to ensure there is alignment to support business needs and growth.

**KEY CHALLENGES**
- Getting the buy-in from People Managers to implement and enforce the principals of the MERCURIE: SALES programs
- To develop succession of Trainers to facilitate/conduct the MERCURIE training in future
- Aligning the Sales team’s Selling skills (based on Mercurie: Sales modules) with the marketing initiatives rolled-out

**KNOWLEDGE, SKILLS & EXPERIENCE**

1) Knowledge
- Bachelor Degree in any discipline: Marketing experience is an added advantage
- Sales training knowledge
- Marketing experience is an added advantage

2) Skills
- Interpersonal skills to work with people at all levels (Communication / Customer Service Orientation)
- Has a good understanding of financial information and monitors sales performance
- Has an excellent understanding of pricing strategy.
- Written and spoken communication skills (Communication)
- Creative in formulating and designing programs (Excellence Focus)
- Commercially astute with good analytical skills

3) Experience
- At least 7 years work related experience in related industry (preferable pharmaceutical industry) with at least 3 years working at managerial level
- Implements systems and tools to improve Field Force productivity and Business Intelligence tools - customer segmentation and targeting, performance monitoring and tracking, electronic territory management/customer relationship management, and sales data administration systems to improve business conditions.
- Documented sales success preferably within the pharmaceutical industry
- Knowledge of module or training program design and training methodologies
- Exposure of coaching, mentoring and performance monitoring techniques is a distinctive advantage
- Effective training and presentation skills.

**Job Types**: Full-time, Permanent

Pay: RM6,336.53 - RM21,146.10 per month

**Benefits**:

- Cell phone reimbursement
- Dental insurance
- Free parking
-