Sales Force Effectiveness & Training Manager
Giới thiệu về công ty
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DKSH Vietnam Co., Ltd. |
| Sơ lược về công ty: | DKSH is the No. 1 Market Expansion Services Group with focus on Asia. It enables and supports companies in expanding their businesses in existing markets and launching into new ones by offering sourcing, marketing, sales, distribution and after-sales services.
DKSH provides its partners with fundamental expertise and on-the-ground logistics with a comprehensive network of 610 business locations operated by 22,500 specialists. In Vietnam,we operate through four highly specialized business units: Healthcare, Consumer Goods,Performance Materials and Technology. Due to expansion of the business in Vietnam, we are looking for the qualified candidate for theposition: |
| Quy mô công ty: | 1.000 - 4.999 |
| Địa chỉ công ty: | 2nd Floor, E.town 2 Building, 364 Cong Hoa Street |
Công việc đã hết hạn đăng tuyển
Thông tin chung
| Chức danh: Sales Force Effectiveness & Training Manager | |||||||||||||||||||||||||||||
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Mô tả công việc
* Main Objectives of the Job:
- Assess & benchmark strengths and weaknesses of DKSH BU HEC SFE practices
- Plan, establish and execute local Sales Force Effectiveness (SFE) initiatives to enable the DKSH Vietnam sales force to be recognized as one of the most competitive sales teams in Vietnam
- Develop and maintain relevant sense of urgency among Business Line/Unit managers to strive for continuous SFE practices improvement, and relevant KPI monitoring.
- Ensure Sales Force Excellence and Training best practices and tools are implemented, shared, aligned and optimized across all business lines team in BU HEC
- Develop improvements in the quantity and quality of sales force behaviors and activities to positively influence customer’s prescribing behaviors: in particular ensure strong & common SFE KPI and Coaching practices among first and second line sales managers
- Contribute to the design of the regional Sales Force Excellence strategy and tools, and support implementation and alignment of BU HEC Vietnam sales force to global BU HEC SFE practices
* Customers:
- Internal Customers: Sales Representatives, First & Second Line Sales Managers; Business Line and Business Unit Managers, HR, Finance, HEC General Manager; VP Sales and Marketing Excellence
- External Customers: Local KOLs, Key Customers, Key Clients
* Duties and Responsibilities:
- Liaises closely with local and regional management to plan and drive the implementation of Sales Force training and SFE initiatives
- Assists in designing sales force organization & deployment that complies with SFE SOPs, and optimizes investment of resources according to business potential and ROI
- Ensure proper management, usage and development of Echo+ ETMS system to fully realize its full potential as an integrated, simple, accurate customer DB and sales force productivity management tool.
- Plan and review SFE KPI metrics to ensure compliance with SFE SOPs and engage the Business Line/Unit Head (BUH) and Sales Managers to implement remedial actions.
- Ensure generation of accurate SFE KPI reporting to relevant internal and external Clients
- Establish relevant Project Teams to develop, drive and monitor implementation of SFE initiatives
- Establish processes for monitoring company, promoted product and message recall to ensure core message delivery and competitive share of voice/mind.
- Design BU HEC simple functional sales competency framework (Sales Rep / First Line Manager (FLM) / Second Line Manager (SLM)) in cooperation with HR and HECA/Own Brand management
- Collate and prioritize sales force training needs. Design and implement with support of HR and other internal or external resources the Sales Force and Sales Managers training program
- Designs sales force incentive schemes in collaboration with the Country Manager and BUH, and ensures compliance with SFE guidelines and the Code of Conduct
- Ensures national Customers data base is in place and updated, with a robust profiling of customers against potential for business (level of Rx of our brands, potential of Rx in the segment)
- Conducts regular FLM’s in-field MR coaching to ensure key brand messages are well delivered
- Ensures availability of meaningful and accurate SF activity KPI data for Management information and action. Develops and communicates monthly SF activity KPIs metrics, including key gaps analysis and corrective actions agreed with Business Line or Business Unit Heads.
- Performs other tasks that may be assigned from time to time (i.e. BD presentations with Clients)
- Assess & benchmark strengths and weaknesses of DKSH BU HEC SFE practices
- Plan, establish and execute local Sales Force Effectiveness (SFE) initiatives to enable the DKSH Vietnam sales force to be recognized as one of the most competitive sales teams in Vietnam
- Develop and maintain relevant sense of urgency among Business Line/Unit managers to strive for continuous SFE practices improvement, and relevant KPI monitoring.
- Ensure Sales Force Excellence and Training best practices and tools are implemented, shared, aligned and optimized across all business lines team in BU HEC
- Develop improvements in the quantity and quality of sales force behaviors and activities to positively influence customer’s prescribing behaviors: in particular ensure strong & common SFE KPI and Coaching practices among first and second line sales managers
- Contribute to the design of the regional Sales Force Excellence strategy and tools, and support implementation and alignment of BU HEC Vietnam sales force to global BU HEC SFE practices
* Customers:
- Internal Customers: Sales Representatives, First & Second Line Sales Managers; Business Line and Business Unit Managers, HR, Finance, HEC General Manager; VP Sales and Marketing Excellence
- External Customers: Local KOLs, Key Customers, Key Clients
* Duties and Responsibilities:
- Liaises closely with local and regional management to plan and drive the implementation of Sales Force training and SFE initiatives
- Assists in designing sales force organization & deployment that complies with SFE SOPs, and optimizes investment of resources according to business potential and ROI
- Ensure proper management, usage and development of Echo+ ETMS system to fully realize its full potential as an integrated, simple, accurate customer DB and sales force productivity management tool.
- Plan and review SFE KPI metrics to ensure compliance with SFE SOPs and engage the Business Line/Unit Head (BUH) and Sales Managers to implement remedial actions.
- Ensure generation of accurate SFE KPI reporting to relevant internal and external Clients
- Establish relevant Project Teams to develop, drive and monitor implementation of SFE initiatives
- Establish processes for monitoring company, promoted product and message recall to ensure core message delivery and competitive share of voice/mind.
- Design BU HEC simple functional sales competency framework (Sales Rep / First Line Manager (FLM) / Second Line Manager (SLM)) in cooperation with HR and HECA/Own Brand management
- Collate and prioritize sales force training needs. Design and implement with support of HR and other internal or external resources the Sales Force and Sales Managers training program
- Designs sales force incentive schemes in collaboration with the Country Manager and BUH, and ensures compliance with SFE guidelines and the Code of Conduct
- Ensures national Customers data base is in place and updated, with a robust profiling of customers against potential for business (level of Rx of our brands, potential of Rx in the segment)
- Conducts regular FLM’s in-field MR coaching to ensure key brand messages are well delivered
- Ensures availability of meaningful and accurate SF activity KPI data for Management information and action. Develops and communicates monthly SF activity KPIs metrics, including key gaps analysis and corrective actions agreed with Business Line or Business Unit Heads.
- Performs other tasks that may be assigned from time to time (i.e. BD presentations with Clients)
Yêu cầu công việc
* Job Requirement
- Minimum 10 years of professional experience, including 7 years of successful track record in sales & sales management position (at least 3 years in sales management, including with Sales teams of 30 people or more)
- Strong interpersonal, communication, and people & change leadership skills
- Good analytical and conceptual capabilities
- Good command of English
- Has had a dedicated SFE responsibility experience or Sales Force Management training experience (if not applicable, has driven the implementation of strong SFE behaviors and practices in his teams in a previous job)
- Proactive more than reactive; like challenging status-quo but respectful of Authority
- NON-QUESTIONABLE INTEGRITY & STRAIGHTFORWARD
- Customer centric & Passionate
- The position report to GM Healthcare
- The incumbent is or has been a BU Manager, Sales Manager, at some point in his career, preferably in Pharmaceutical industry, if not in a healthcare related job.
- She/He has the potential and ambition to grow into a BU Head position, or GM role at one point in his career
- She/He understands the SF Excellence & Training Manager position as a useful mission for her/him to grow into more senior roles in Sales or GM
* Preferred language(For applications): English
- Minimum 10 years of professional experience, including 7 years of successful track record in sales & sales management position (at least 3 years in sales management, including with Sales teams of 30 people or more)
- Strong interpersonal, communication, and people & change leadership skills
- Good analytical and conceptual capabilities
- Good command of English
- Has had a dedicated SFE responsibility experience or Sales Force Management training experience (if not applicable, has driven the implementation of strong SFE behaviors and practices in his teams in a previous job)
- Proactive more than reactive; like challenging status-quo but respectful of Authority
- NON-QUESTIONABLE INTEGRITY & STRAIGHTFORWARD
- Customer centric & Passionate
- The position report to GM Healthcare
- The incumbent is or has been a BU Manager, Sales Manager, at some point in his career, preferably in Pharmaceutical industry, if not in a healthcare related job.
- She/He has the potential and ambition to grow into a BU Head position, or GM role at one point in his career
- She/He understands the SF Excellence & Training Manager position as a useful mission for her/him to grow into more senior roles in Sales or GM
* Preferred language(For applications): English
Thông tin liên hệ
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