职位描述
职位描述：
JOB SUMMARY
Support Pfizer Consumer Healthcare China in the continuous assessment, recommendations and drive to reengineer the field sales and commercial force for continuous improvement in sales effectiveness, sales performance and sales force productivity. Execute the new and innovative key sales force effectiveness (SFE) initiatives, as well as enhancement of current processes that drive SFE.
KEY RESULT AREAS & JOB ACTIVITIES /TASKS
(Please list the main job responsibilities, tasks and key deliverables)
1. Assist in diagnose of the relevant information about sales, including but not limited to, sales organization, processes, performance, productivity, in-field days, sales plan, target setting, training, KPI, measurement and incentives
2. Assist in benchmark our sales force effectiveness “SFE” index with the relevant industries such as pharmaceutical and FMCG
3. Support the Head of Commercial Operation to proactively identify opportunities and propose to enhance SFE
4. Work closely and gain buy-in from sales & commercial management to inspect sales process quality and assist them in understanding process bottlenecks and inconsistencies
5. Support the development and execute the recommendations in improvement in sales processes, organization, trainings, hiring, tools and technology, etc.
6. Leverage technology developments and options to enhance SFE: Work with the Business Analysis & Business System and Business Technology teams for accurate and on-time reporting essentials for SCE to optimize the effectiveness of the Company’s technology investments
7. Provide input in the development of sales force KPIs and incentive schemes in collaboration with sales & commercial heads and HR
8. Support implementation of the recommendations / initiatives and assess the subsequent results
9. Promote awareness of SFE initiatives and continuous improvement
10. Establish and project-manage timelines for completion of key SFE initiative deliverables; Maintain smooth communication and involvement throughout the process to ensure understanding and alignment
11. Coordinate regular update meetings with stakeholders and Management to ensure alignment, calibration and to identify barriers and solutions
12. Support any other related activities and programs related to SFE
13. Responsible for ad hoc projects and assignments as requested by the Head of Commercial Operation
BACKGROUND REQUIREMENTS
(Please state the requirements from academic background, work experience, soft skills aspects etc.)
？ University graduate in related discipline
？ Minimum 5 years of sales management and/or operation experience
？ Solid understanding of selling process and field force productivity drivers in a related industry.
？ Ability and confidence to interact with senior sales leaders on opportunities to improve sales effectiveness and efficiency
？ FMCG and/or pharmaceutical experience preferred but not a must
？ Fair written and oral English ability
？ Previous experience in sales force design and reengineering preferred but not a must
？ Excellent written and verbal communication skills
