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Head of Sales Force Effectiveness Group, Customer Experience Excellence Dept., HP Operations

Role Purpose:

 

The Sales Force Effectiveness Group Manager is a highly capable people manager and cross-functional collaborator, who will ensure high quality sales force strategy and execution across the organization, foster a culture of data-driven decision making, and amplify sales efficiency and impact.

 

This team is responsible for both strategic planning and operational excellence, including sales force design, resource allocation, territory alignment, segmentation & targeting, as well as design and analysis of executional KPIs. As the group manager, this role will lead the above functional capabilities, coach and develop people, and interact with each therapeutic area as a strategic partner.

 

 

Key Job Accountabilities:

 

 

  • Strategic planning
    • Sales force structure: accountable for optimal design of sales force team structure to achieve business objectives
    • Segmentation and targeting: Develop and refine data-based models to identify and segment potential customers. This will require working with ambiguity, including in therapeutic areas with unclear market segments and new launches.
    • Territory alignment: design principle-based territories to divide sales force workload and enable sales force to achieve optimal outcomes
    • Target Allocation: Develop principle-based methodology to appropriately allocate sales targets to individual territories, accounting for differences between products such as life cycle stage. Collaborate with each TA and drive high degree of buy-in and understanding from sales force to elevate business results
    • Sales Incentive Plan: design principle-based incentive plan that fairly rewards high performance, motivating sales force to achieve higher business results

 

  • Operational Excellence
    • Deliver above strategic planning processes with strong rigor and governance, including clear timelines and sign-off milestones, ensuring high awareness and buy-in on data models and strategic decisions
    • Performance management: identify actionable performance metrics to measure outcomes of sales force and embed culture of data-driven decision making. Prepare analytics reporting of sales team performance data. Partner with business units and participate in performance review meetings, acting as challenger and enabler to drive better decision making.

 

  • People development
    • Effectively manage team workload and output across multiple projects, operations, and therapeutic areas with strong governance of timelines, project prioritization, and final deliverables
    • Coach and develop future talent within sales force excellence team
    • Drive awareness and raise value of sales force effectiveness deliverables at NBI
    • Engage with colleagues with a solution-oriented mindset & openness to try things despite current challenges

 

 

Key Contacts:

 

  • Report to Head of Customer Experience Excellence Department, Human Pharma Operations Division

 

  • Interaction with stakeholders: 
    • TA Lead
    • Marketing
    • Sales
    • Strategy and Analytics Dept.,
    • Data Insight and Excellence Dept.
    • Customer Experience Excellence Dept.
    • Third party data providers

 

 

Qualifications:

 

<Knowledge>

  • Prior experience with sales force effectiveness projects in pharma industry
  • In-depth knowledge of relevant external and internal data (IQVIA, JMDC, etc.) including what data is available, data structure, and up-stream processes used to generate such data
  • Experience with strategic thinking frameworks, marketing, project management, and project portfolio governance
  • Financial acumen and ability to plan and monitor budgets

 

<Skills>

  • Monitor, steer, or directly manage multiple projects in portfolio
  • Engage with multiple stakeholders in large organization
  • Critical thinking, ability to challenge, reassess, and propose improvements to current ways of working
  • Prioritize among multiple project and issues and form clear consensus with therapeutic area leadership
  • Excellent oral and written communications skills.
  • Ability to work well under pressure and influence without authority

 

<Traits>

  • Unbiased international view and inter-cultural competence
  • Open minded, motivating personality with drive and initiative
  • Willingness and ability to create and share knowledge 
  • Team player, flexible and willingness to adapt in a changing environment

 

<Language>

  •  Japanese: Fluent
  • English: Fluent (CEFR B2)

 

 

Recruiter：Murase

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