Summary

-Act as a Sales Force Effectiveness business partner to the sales leaders by designing & implementing Sales Force Effectiveness deliverables including measuring product access and sales performance, segmentation & Targeting, account planning, incentive calculation, CRM system management & creating insights through market analytics. Contribute to the definition of a roadmap on how to excel through sales effectiveness and efficiency in the future. Track all relevant KPIs and sales performance in a standardized manner and be able to comply with future requirements of the market.

About the Role

Major accountabilities:

• Manage the Sales Force Effectiveness & CRM processes
• Setup infrastructure and systems in close alignment with Regional Commercial Excellence team (CRM, Analytics, Dashboards, Insights, etc.) and ensure high data quality and utilization
• Implement standardized Sales Force Effectiveness systems, tools, analytics, performance dashboards and quantitative and qualitative KPIs
• Manage Field Force productivity and improve quality and transparency of resource allocation decision making by targeting and segmentation, territory design/ alignment, Field Force capacity planning, product allocation, call plan design and monitoring, account planning and customer acquisition strategies and action plans, performance measurement, monitoring and Field Force ROI analysis
• Maintenance of CRM system including data extraction and monitoring KAM standards
• Creation of ad hoc market, product and business analysis based on internal and external data
• Create presentations for the sales leadership team
• Develop, upgrade and monitor Field Force incentive systems
• Align strategic company and Business Unit objectives with sales and promotion plans and incentive schemes
• Support projects for the business unit that involve resource allocation (e.g. launch planning)
• Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt

• Timeline, quality and budget of projects
• Management of systems to ensure accurate reporting e.g. customer calls (CRM) and account planning activities and others
• Accurate implementation of the incentive scheme and payment calculations and "health checks" analysis
• Implementation & delivery of launch and post launch measurements

• Data analysis & work with customer-facing associates in Healthcare / Pharma / related business.
• Commercial experience and/or leadership experience in Healthcare
• Data Analysis

• Bi (Business Intelligence).
• Business Analysis.
• Business Dashboards.
• Capacity Planning.
• Cooling Systems.
• Customer Acquisition Strategies.
• Customer Retention.
• Customer Service.
• Data Extraction.
• Data Quality.
• Management Skills.
• Merchandising.
• Performance Measurement.
• Salesforce Crm.
• Security Policies.
• Self-Motivated.

• English (upper intermediate)
• Russian (fluent) - must