Area Sales Force Effectiveness Lead, SEAT

Responsibilities:

Sales Force Effectiveness

• Data analysis of sales performance for individual and team performance.
• Lead Area Sales Force Effectiveness planning process with direct contribution to ComEx MAPs and 3/1 Plan. Provide quarterly updates to APAC ComEx Team on achievements against size of prize identified during 3/1 Plan for the year.
• Identify opportunities to drive efficiency and effectiveness in front-line execution on an ongoing basis by introduction of relevant sales tech tools and having oversight on operational metrics such as EDGE, SFA, Perfect Stores. TRAX and commercial hygiene trackers.
• Conduct / refresh outlets segmentation and targeting exercise for GT and Independent pharmacy channels on annual basis and in ensuring the sales route/personal journey plans of sales team are optimized post the segmentation.
• Effective distribution of territories and resources among sales team across LOCs.
• Drive field force productivity through Newspage Sales Force Automation (SFA) tool deployment and/or through distributor’s 3rd party SFA systems and facilitate continuous improvements in the SFA metrics with the right sales training programs (e.g. Sales selling steps, field coaching, negotiations, overcoming customer objections).
• Drive Perfect Store and execution standards with the markets and ensuring there is a reliable tracking tool in place (e.g TRAX or equivalent tool). Act as catalyst and change agent to embed execution excellence by being the advocate of driving continuous improvements in Perfect Store metrics.
• Manage the sales tech roadmap jointly with SEAT Tech team; ensuring strong alignment on priorities with APAC ComEx and LOCs on any new deployments initiatives.
• Work with LOCs to leverage shopper insights to develop channel/customer picture of success for sales team to execute.
• Assess Route-To-Market Model for markets in SEAT and develop the recommendation on right GTM design that strike a good balance between reach and cost-to-serve. Assess if there are further opportunities to simplify or delayer the E2E RTM model; without significant compromise to weighted coverage.

Requirements:

• University degree; ideally in economics or business administration, science or engineering
• 7+ years of experience in Sales in FMCG/consumer healthcare company.
• Experience in working in Pharmacy, traditional trade and modern trade channels. Should ideally have 5+ years managing sales team; leading Sales Force Effectiveness, In-store execution excellence.
• Prior experience as regional sales manager and/or experience in sales/commercial capability building roles.
• Project management/Planning skill with good time management
• Strong analytical skills with proven ability to convert them into actionable insights
• Good communication/collaboration skills
• Prior front-line sales training facilitation skill
• Selling & Negotiation skill
• Coaching experience
• Strong change management experience
• Best in class problem solver / strong solution orientation
• Good ability to influence at all levels, build strong relationships and capacity to work in a matrix, managing and influencing key stakeholders (e.g. GMs, Sales Channel Heads)
• Regional experiences in South-East Asia/Taiwan area will be a plus.
• PowerBI report building and maintaining