Sales Force Effectiveness South Cone
hace 6 días


Incentives Management & Design :

  • Understands IC (Incentives and compensation) Design principles, ensuring proper approval and change management of the IC process
  • Ensures impactful communication linking pay-out and design of the IC with business objectives
  • Uses wide variety of structured methodologies too design elements of the IC
  • Calculates incentives leveraging automated systems and acts as train the trainers in the usage of incentives calculation tools
  • Analyzes incentives plans performance vis a vis business performance / variables
  • Establishes regular review and analysis of the IC healthiness to adjust and improve
  • Sales Target Management :

  • Understanding principles and elements of a comprehensive Sales Target setting framework
  • Ensures impactful communication of the sales targets, linking them with business objectives, resources and tactics
  • Uses wide variety of structured methodologies to design all elements and steps in target setting
  • Establishes regular review and analysis of the STS healthiness to adjust and improve accuracy, relevance and impact
  • SF Sizing; Targeting & Segmentation :

  • Understands and applies relevant approaches to define sales force structure maximizing business impact
  • Develops framework for defining optimal sales force size in different environmental scenarios
  • Builds models and approach to design and govern optimal sales force allocation by geographies and channels.
  • Challenges the organization to close the loop in tactical resource optimization (by channel, event, promotional tactics)
  • Conducts ROI analysis at country and SF territory level
  • Manages segmentation models and targeting. Deep understanding on medical visit levers, adoption matrix. Analyzes productivitiy, identifying and recommending actions to improve productivity
  • Is train the trainers in segmentation models and proposes go to market model optimization
  • Activity Planning & Performance Management :

  • Ensures optimal customer interactions planning (contacts per day, per channel, frequency of interaction, coverage)
  • Understands, systematically tracks and analyzes SF productivity indicators, providing recommendations for optimal performance, action plans development
  • CRM and CLM tools management, generating and tracking KPIs
  • JOB-HOLDER REQUIREMENTS : Minimal Education :

    Minimal Education :

  • Graduate in Science / Pharmacy / other appropriate discipline.
  • Graduate in Business Administration / Engineer / Economist
  • MBA or Marketing / other related Marster / Postgraduate degree highly desirable

    Technical Qualifications / Knowledge :

  • Communication and presentation skills
  • Interpersonal relations and skills to manage customer relations
  • Leadership and teamwork skills
  • Knowledge of computer applications (MS office)
  • Ability to work with database and data warehousing programs
  • Operational knowledge of code of ethics & compliance
  • Core competencies / skills :

  • Leads change and productivity improvement, challenging the status-quo and engaging and motivating people
  • Strong analytical skills - Enables quick insights identification, prioritization of efforts, looking for root causes.
  • Applies business acumen to build credibility, needs to understand how pharma / specialty / Consumer Health and different channels operate
  • Function assumes strong dive into analytics, coordination of different functions and systems, often facilitation or development of reporting, CRM, planning systems
  • Experience :

    3 to 5+ years of experience in Pharmaceutical MNCs

    Language :

  • English Medium / high level of fluency (written and oral), critical to communicate with Global colleagues in Sanofi and top management
  • Native speaker / fully fluent in Spanish
  • Sanofi is dedicated to supporting people through their health challenges. We are a global biopharmaceutical company focused on human health.

    We prevent illness with vaccines, provide innovative treatments to fight pain and ease suffering. We stand by the few who suffer from rare diseases and the millions with long-

    term chronic conditions.

    With more than 100,000 people in 100 countries, Sanofi is transforming scientific innovation into healthcare solutions around the globe.

    Sanofi, Empowering Life

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