We are searching for a driven analytical SFE Manager to join our Commercial Operations Team. The SFE Manager will drive Sales Force Effectiveness (SFE) by creating strategic initiatives and developing commercial programs to increase quality and efficiency across the Sales Function (Field Sales and Key Accounts) as well as maintaining the CRM platform, Sales Incentive administration, and Reporting and analysis systems. We are searching for a driven analytical SFE Manager to join our Commercial Operations Team. Knowledge Skills and Abilities Active listener and effective communicator with a personable approach to building and managing strong internal and external partnerships with key stakeholders at all levels in a matrixed organisation Business professional with the capacity to grow and learn, self-aware, and emotionally intelligent. Demonstrates accountability; delivers on commitments and manages complex processes Uses rigorous logic and methods to solve difficult and complex problems Demonstrates courage: ability to challenge the status quo and offer analytical and strategic thinking that results in creative problem-solving A technical aptitude with the ability to learn & adapt to new technology quickly while being supportive of others in adapting to change Excellent communication skills both orally and in writing Collaborates, negotiates, and persuades others, both internally and externally Customer focus and commercial awareness, supporting delivery of business outcomes Work Environment Standard office environment/setting Prolonged sitting in front of a computer Virtual team collaboration between country and regional colleagues Prepared to work extended hours on occasion Experience Minimum 5 years experience in driving sales force effectiveness and business analytics Demonstrated experience in improving Days in Field and Calls per Day Demonstrated experience in designing and executing sales incentive programs Demonstrated experience in customer, product segmentation and appropriate segmentation analysis Deciphering & communicating insights from multiple data sources across several commercial functions Project management with the ability to manage multiple, simultaneous projects & data sources Identifying, building & maintaining trusted relationships with key business partners locally, regionally & globally Presentation, training & workshop facilitation Fluency in English, both written and verbal Minimum 3 years related experience with CRM technology - SFDC Minimum 3 years related experience with BI technologies - Tableau, COGNOS, Power BI Advanced Microsoft Excel & PowerPoint skills Minimum 3 years related experience with CRM technology - SFDC Minimum 3 years related experience with BI technologies - Tableau, COGNOS, Power BI Advanced Microsoft Excel & PowerPoint skills Fluency in English, both written and verbal Education Bachelor’s degree or above in Business, Marketing related area Completion of related technology training courses and/or up-to-date certification Sales Force Effectiveness Leadership and Business Partnering (60%) Review and update Sales Force optimization metrics (Sales Force size, Territory segmentation, Call optimization etc.) Drive sales team call planning, analysis, and tracking to optimize sales force deployment Seek efficiencies in sales practices and procedures, with key focus on maximizing calls per day Conduct cause/effect, gap root cause analysis to provide timely analytical feedback, business coaching, and market insights to enable execution of strategic objectives and seek new opportunities in the market. Apply insights from marketing, professional services, financial forecasting etc. to align with key sales initiatives and to seek category optimization, streamlined cross-departmental communication, and synergies across the business. Own Sales Capability Training by providing customized training modules to each sales team member Conduct SFDC usage training and drive best practice with key focus on compliant call input documentation Conduct Tableau and manual excel report usage training Conduct integrated team workshops and strategic projects as required Document training provided and track progress by sales team member Output: SFE implementation plan and roadmap in partnership with APAC Comm Ops Output: SFE metrics data repository (sales procedure, sales force size, territory segmentation, optimal call frequency etc.) Output: Product metrics data repository (product segmentation, survey data, market insights etc.) Output: Sales capability training material and training log or each sales team member (SFDC, Tableau, excel) Sales Incentive Plan (15%) Consult and design incentive schemes aligned with key sales KPIs and strategic objectives Create and update incentive trackers for analysis, forecasting, and communication to stakeholders Provide auditable incentive payout calculations to the Finance team Output: Incentive schemes aligned with Local and APAC stakeholders Output: Incentive trackers updated monthly Output: Incentive payout calculations CRM (SFDC) Management (15%) Maintain and update SFDC SOP manuals (Account contact maintenance process, call input procedures etc.) Enhance SFDC by implementing latest technological CRM applications and practices in partnership with APAC and IT Ensure SFDC practices meet legal and corporate governance standards (e.g. personal information collection) Engage and manage IQVIA for contact data maintenance and SFDC best practice Output: Comprehensive SFDC SOP Manual (Account contact maintenance process, call input procedures etc.) Output: SFDC legal and corporate governance documentation Output: IQVIA management plan Reporting and Analysis (10%) Optimize and maintain SFDC dashboards in partnership with APAC with APAC Comm Ops and Global IT Optimize and maintain CV Portal (Tableau) dashboards in partnership with APAC Comm Ops and Global IT Validate and utilize manual reporting tools (e.g. excel Cube reports) as required Output: SFDC dashboards Output: CV Portal dashboards Output: Customised manual reporting tools