Area SFE Manager - MENAP

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Abbott is a global healthcare leader, creating breakthrough science to improve
people 's health. We're always looking towards the future, anticipating
changes in medical science and technology.
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* Career development with an international company where you can grow the career you dream of.
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Nutrition
Our nutrition business develops science-based nutrition products for people of
all ages, from helping babies and children grow, to keeping adult bodies
strong and active. Millions of people around the world count on our leading
brands - including Similac®, PediaSure®, Pedialyte®, Ensure®, and Glucerna® -
to help get the nutrients they need to live their healthiest life.
Area SFE Manager-MENAP
ROLE DESCRIPTION
* Optimizes sales force efficiency and effectiveness through the development, delivery, and implementation of SFE activities across brands. This includes the integration, monitoring and analysis of performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance (and results).
* Drives programming related to Sizing & structure, Territory design, alignment, Account management, segmentation, and targeting.
* Collaborates with other functional teams to deploy segmentation and targeting programs across channels and platforms to optimize business outcomes and successfully achieve strategy.
BUSINESS OUTCOMES
* Optimal sales force structure, size and deployment; territory design, alignment, segmentation and targeting
* Cross-regional alignment to brand/channel strategy
* Standardized, insights-based performance excellence across region/roles/teams
* Accurately tracked, real-time results through appropriate KPIs and metrics for both digital/remote and F2F engagements
* Customized programs by brand/channel to address unique opportunities and drive business results
* Data integration across platforms to reflect end-to-end customer engagement and business results
* Incentivised sales force for optimal efficiency and drive productivity
KEY RESPONSIBILITIES & ACTIVITIES
* Integrate ethical, trade and CRM to develop SFE programs that drive business needs and support sales strategy in collaboration with cross-functional leadership and stakeholders (e.g., sales/ business unit directors, regional/district/territory sales managers)
* Deliver customized programs, reporting, and supporting dashboards for territory design and alignment by brand/channel
* Set and gain buy-in to KPIs and metrics in accordance with regional and affiliate SFE plans/programming
* Evaluate and track sales force activities across all platforms (SFA and digital/remote); generate insights, inform reporting (with MIS/SFA), and monitor results against needs of key stakeholders, implementing corrective actions when gaps are identified
* Develop, implement, and monitor incentive/compensation programs in support of sales objectives across brands
* Design and deploy segmentation and targeting through the integration of appropriate data (leveraging digital data), adapting to customer mix, optimal call load and geographical needs by brand/team
* Proactively assess and make recommendations in support of sales force development, supporting cross-functional collaboration and initiating development activities through the training team and other support functions
* Identify and monitor key territory levers (internal, external, environmental, etc.) across all platforms to proactively manage their impacts on the business (positively or negatively)
* Set and track targets and KPIs at various levels and across platforms (includes ethical, trade, CRM), employing a structured approach to problem-solving to identify and recommend solutions to the root cause(s) of problems
* Lead governance of all internal SFE projects
* Collaborate with other functions to develop transparent, systematic and automatic tools to provide in-depth analytics and measurements, integrating insights across all platforms, to ensure standards are realistically set for all programs (including reports and dashboards)
* Project manage SFE initiatives, and proactively address barriers to execution (e.g., conflict, risk, non-compliance, etc.)
* Build strategic partnership and communications across the organization, as required, to gain buy-in and support for SFE initiatives
* Align with cross-functional stakeholders to balance individual/team needs with business priorities and realistic deliverables
* Lead and facilitate effective, timely decision-making to ensure quick action in response to opportunities and threats to the business
* Setting performance management metrics and regular performance tracking of sales teams with pre-planned meetings with HR
* Act in alignment with compliance and regulatory expectations
KEY BUSINESS CHALLENGES
* Competing priorities and challenges impacting various teams within the scope of responsibility of the SFE
* Ensuring nationwide/ cross-regional compliance with SFE programming
* Varying levels of digital and analytic knowledge/skill across the organization (required for sales/customer optimization in a digital ecosystem)
* Diversity and complexity of channels, brands, teams, and customers
* Complexity of stakeholder influence and alignment cross-functionally and cross-regionally
* Securing appropriate, reliable sales analytics (especially for difficult-to-measure activities, and due to non-compliance) and integrating insights from multiple platforms (not originally designed together)
* Identifying and implementing the right processes for both current and future/anticipated business needs/trends/opportunities, in a rapidly evolving and digitized healthcare environment
* Insufficient/inaccurate/inadequate data (including misalignment between sources/systems and processes for collecting, analyzing and interpreting different forms of data)
KEY SUCCESS FACTORS
* Strong understanding of HCP sales environment (Public, Private, Tenders) and high digital literacy and systems-thinking approach to integrating digital as a core component of strategy
* High digital literacy and systems-thinking approach to integrating digital as a core component of strategy
* Ability to influence without authority, in all directions, to be consultative
* Effective negotiation and collaboration with stakeholders, managing differing priorities, personalities, styles, etc.
* Very strong data management and analytics expertise
* Ability to translate data into human behavior, and communicate insights to non-experts
* Knowledge of salesforce automation and ability to translate desired results into appropriate processes
* Relationship building and social savvy
QUALIFICATIONS
Functional Competencies
* Strategic Planning
* Analytical Skills
* Project Management
* Business & Financial Acumen
* Effective Communication & Collaboration
* Executional Excellence
Education & Qualifications
* Bachelor's degree with Pharmaceutical, Medical or science related background.
* Minimum of ‎10 years of experience in the pharmaceutical/Nutrition industry.
* Experience as SFE Manager or a similar role for minimum ‎5 years is required.
* Sales Force Training and Development Principles experience is required.
* Project management expertise is required.
* Advanced command on analytical tools is required (e.g., MS Excel, Power BI)
* Strong analytical, strategic thinking and collaboration skills required.
* Demonstrated experience in working in multinational companies and cross-functional environments
* Drives Results: Ensuring accountability and consistently achieving results, even under tough circumstances.
* People Management expertise is an advantage
Follow your career aspirations to Abbott for diverse opportunities with a
company that can help you build your future and live your best life. Abbott is
an Equal Opportunity Employer, committed to employee diversity.
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