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09 December 2019
Job ID: BK-164907
Commercial Effectiveness/Sales Force Effectiveness Manager

Purpose of the job

Ensure commercial excellence focus by building effective strategies with clear objectives and actions. Optimise resource allocation across the Business Area CE processes, drive the integration of CE principles effectively across the Business Area, support decision making by providing value adding insights on current market trend and dynamics in the Business Area. Ensure effective execution of sales training initiatives across Business Area

Key accountabilities with regard to:

  • Secure effective integration of  the CE processes across the BA
  • Coordinate and implement the CE assessment across the BA
  • Manage the implementation of CE projects within the BA
  • Drive implementation of sales training initiatives across the BA

Nature and scope of Main accountabilities

Secure effective integration of  the CE processes across the BA

  • Ensure that all affiliates understand and apply CE processes appropriately
  • Ensure compliance with the CE Framework and CE Fundamentals across the BA
  • Support affiliates in their tactical & strategic CE activities with a sales focus including: profiling, targeting, clustering, segmentation, territory alignment, sales force structure & deployment, target setting, operational call planning and short term incentive design.
  • Periodically monitor the realization of CE KPIs in BA and affiliate level and ensure that necessary actions are taken by the affiliates.
  • Identify CE competency needs and secure relevant trainings by working with other stakeholders such as Sales management and P&O management.
  • Ensure effective and efficient implementation and utilization of CRM tools.
  • Establish the tools to track and monitor the implementation of the brand strategies in the affiliates (through reports, CE assessments and CE visits). Accordingly suggest corrective action & follow up on the same.

Coordinate and implement the CE assessments in the affiliates

  • Plan and implement the CE assessment in the affiliates by collaborating with the affiliate management team, aligned with the affiliate’s strategy and ambition.
  • Generate insights through data analysis and in-field interviews to support the initial hypothesis and provide recommendations to the affiliate.
  • Ensure follow up on CE assessment recommendations & review execution effectiveness

Manage the implementation of CE projects within the BA

  • Actively manage project implementation, including delivery of specific material and milestones in connection with IO CE management requests
  • Optimize resource allocation within the BA in order to minimize project deviations with BA affiliates, securing project closure with a clear communication of outcomes
  • Coordinate the development of the Sales Effectiveness and Marketing Effectiveness KPIs and follow-up the results
  • Support decision making in the BA by driving value added insight generation Support and facilitate CE strategy implementation and better practice sharing in the BA.

Drive implementation of sales training initiatives across the BA

  • Plan and implement sales training initiatives in the affiliates by collaborating with the affiliate management and sales training team, aligned with the IO / AAMEO sales training ambition.
  • Work with affiliate sales training to generate insights on development gaps and execution excellence through post training analysis to support effective implementation follow up.

Purpose and subject of interaction with internal/external customers and key contacts

  • Build systematic and strategic relations with key stakeholders: Sales Directors Network and Sales Training Network
  • Train and develop affiliate CE team members and encourage the sharing of best practices
  • Act as an anchor point and point of reference for the affiliates within the BA and point of contact for AAMEO / IO

Challenges with regard to innovation and change

  • Ensure changes in the functional level are communicated and implemented clearly and constructively across the Business Areas organization
  • Develop and encourage an environment where ideas from all functional reports / network are welcomed and open for objective discussion.
  • Continuously look for new ways to improve Novo Nordisk´s competitive position within the BA.

Qualifications:

Education requirements   

  • Relevant academic degree within medical or business
  • MBA is a plus
  • English proficiency, both written and spoken
  • Expert level of MS office suite

Work experience

  • Minimum of 3-5 years of relevant experience within CE, sales or marketing areas, preferable in the Pharmaceutical/Healthcare industry with international exposure

Interested person, please send your resume to

Novo Nordisk Pharma (Thailand) Ltd.

98 Sathorn Square Office Tower, Unit 2101-2105, 21st floor, North Sathorn Road,

Silom, Bangrak, Bangkok 10500 Tel. 02-2379263-4

Apply Now

Job Details:

Benefits:
  • Five-day work week
  • Performance bonus
  • Flexible working hours
  • Travel allowance
  • Medical insurance
  • Dental insurance
  • Life insurance

Novo Nordisk Pharma (Thailand) Ltd.
Novo Nordisk Pharma (Thailand) Ltd. is a global healthcare company with 90 years of innovation and leadership in diabetes care. The company also has leading positions within haemophilia care, growth hormone therapy and hormone replacement therapy. Headquartered in Denmark, Novo Nordisk employs approximately 40,000 employees in 75 countries, and markets its products in more than 180 countries. Our company is ranked among the top 25 Best Multinational Workplaces, according to the Great Place to Work  Institute. We are looking to expand our team with…

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