Sales Force Excellence Analyst

Job description

JD – Sales Force Excellence Analyst 

Position Title : Sales Force Excellence Analyst     

Business Unit  : Business Operations and Communication Department

Report to : Business Operations and Communication Lead  

Purpose of Role : To ensure improvement of sales force productivity by establishing objective assessment of sales force size, structure and allocation together with other channels of promotion leading productivity focused initiatives and driving execution of the sales and activity objectives.

KEY ACCOUNTABILITIES:

1. Drive sales force excellence operations supporting processes and ensure they are aligned with organizational priorities, being done in an objective manner and are regularly reviewed to foster constant improvement. Processes include:

·  Sales Target Setting – setting ambitious but realistic targets, using a consistent approach, striving for growth, allocating targets fairly, ensuring alignment with organizational objectives.
·  Set and lead relevant sales target process per team by week 1 as well as communicate sales per reps by week 2 of the quarter and aligned with company budget and objectives.
·  Develop contents and strategy on Sales Force Core Incentive Scheme to ensure a proper incentive key performance indicator meet business’s needs, strategy and objectives.
·  Provide monthly forecast on Incentive Payout Analysis to Finance team and report actual quarterly incentive analysis to relevant head of functions – to ensure the budget plan and actual payout are well track for budgeting reserve purpose as well as actions.
·  Report sales rep achievement to make sure the alignment with their KPIs and corrective data to communicate their achievement once/week and every day by Week 4 end of quarter
·  Calculate the accuracy of incentive payouts, corresponding to the actual performance and the budget for incentive, every quarter before 15th of the month with proper record management after signed-off
·  Ensure the incentive guideline is in place and be more practical and aligned with Global standards

2. Manage sales awards programs – lead the awards processes from beginning to end including Aspire Awards (Quarterly) , Local Hero Awards, Making The Difference Awards, Business Contest Programs, Additional Distribution Program. Processes include:

·  Developing content and strategy (monthly / quarterly as assigned from head of department)
·  Setting and proposing clear and realistic target setting
·  Communicating to sales force awards programs clearly and timely manner including performance tracking
·  Calculating and announcing the winner timely based on the plans
·  Closing collaboration with Comms team on how to communicate the programs in most effective ways across sales force to ensure they feel in incentives
·  Ensuring all the programs are properly recorded and signed-off for audit purpose from relevant bonus committees

3. Manage the Customer Value Management (CVM)

·  Manage CVM program (Pharmacy & HCP), to increase the visibility and right customer segmentation profile
·  Properly manage and assign the customer to the Rep’s level with sales managers
·  Support and work with Trade Marketing to seizing the opportunity of each customers through segment strategy
·  Hold the monthly meeting with Sales and Trade Marketing to review the customers segment and performance, and propose actions plan to management team

4. Drive, challenge and facilitate resource allocation decisions. Consistently review:

·  Lead the FTE allocation and all productivity matters analysis and submit to Controlling team for brand P&L purposes every Budget / F1 / F2 review
·  Analyze on resource allocation / territory ballance of the sales force including sales force sizing and structure …every half-year, and recommend and translate analysis into actions
·  Work with Marketing team on the Promotional Grid for the sales team, with timely and clearly communicate to sales
·  Challenge the commercial organization to close the loop between Productivity analysis across different channels of promotion, sizing and SF design and setup

5. Sales Data and Commercial Dashboard (Vaccine and CHC) 

·  Maintain the existing Centric sales dashboard and update on regular basis to field force team
·  Develop and seek for more advanced sales dashboard to be more friendly functions / visibility for users
·  Interpret data to business insight by channel / customers / territories on monthly basis to management
·  Support to provide and report all commercial data once needed

Support roll- out of cross-functional sales force related initiatives which improve productivity

CONTACT WITH OTHERS:

With line management:

·  Business Operations and Communications Lead: report and get instructions

Within the company:

·  Other functions: support & align activities, process (such as Medical, Marketing, and sales team)

Outside the company (customers, suppliers, organizations):

JOBHOLDER REQUIREMENTS:

 Essential Experiences:
o    At least 2-3 years in sales and business analysis or related field 
o    Experiences developing the contents or KPI for sales team 
o    Experiences in sales reporting and sales targeting setting 
o    Experiences in dashboard development for sales 

 Knowledge:

o    English and Khmer proficiency is a must
o    Computer: Ms. Office Application and Advanced Excel is very compulsory 

Core Competencies:

·  Analytical thinking
·  Strong business acumen
·  Presentation and facilitation skills
·  Strong Communication skills
·  Self-development and starter
·  Interpersonal skills

At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.