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Sales Force Effectiveness Analyst

Company

Sanofi (Cambodia) Co., Ltd   

type

Private Limited Company

Function

Medical/Pharmaceutical

employees

Location

Phnom Penh

Level

Middle

Term

Full Time

Year of Exp.

3

Function

Sales

Hiring

1

Industry

Medical/Pharmaceutical

Salary

Negotiable

Qualification

Bachelor Degree

Sex

Male/Female

Language

English-- Good   

Age

~

Location

Phnom Penh;

Publish Date

May-10-2019

Closing Date

May-20-2019

Job Description

  ** Job Purpose

To ensure improvement of sales force productivity by establishing objective assessment of sales force size, structure and allocation together with other channels of promotion leading productivity focused initiatives and driving execution of the sales and activity objectives.


KEY ACCOUNTABILITIES:
1. Drive sales force excellence operations supporting processes and ensure they are aligned with organizational priorities, being done in an objective manner and are regularly reviewed to foster constant improvement. Processes include:
o Sales Target Setting – setting ambitious but realistic targets, using a consistent approach, striving for growth, allocating targets fairly, ensuring alignment with organizational objectives.
o Set and lead relevant sales target process per team by week 1 as well as communicate sales per reps by week 2 of the quarter and aligned with company budget and objectives.
o Develop contents and strategy on Sales Force Core Incentive Scheme to ensure a proper incentive key performance indicator meet business’s needs, strategy and objectives.
o Provide monthly forecast on Incentive Payout Analysis to Finance team and report actual quarterly incentive analysis to relevant head of functions – to ensure the budget plan and actual payout are well track for budgeting reserve purpose as well as actions.
o Report sales rep achievement to make sure the alignment with their KPIs and corrective data to communicate their achievement once/week and every day by Week 4 end of quarter
o Calculate the accuracy of incentive payouts, corresponding to the actual performance and the budget for incentive, every quarter before 15th of the month with proper record management after signed-off
o Ensure the incentive guideline is in place and be more practical and aligned with Global standards
2. Manage sales awards programs – lead the awards processes from beginning to end including Aspire Awards (Quarterly) , Local Hero Awards, Making The Difference Awards, Business Contest Programs, Additional Distribution Program. Processes include:
o Developing content and strategy (monthly / quarterly as assigned from head of department)
o Setting and proposing clear and realistic target setting
o Communicating to sales force awards programs clearly and timely manner including performance tracking
o Calculating and announcing the winner timely based on the plans
o Closing collaboration with Com team on how to communicate the programs in most effective ways across sales force to ensure they feel in incentives
o Ensuring all the programs are properly recorded and signed-off from relevant bonus committees
3. Manage the Customer Valued Management (CVM)
o Lead and manage CVM list (Pharmacy & HCP)
o Properly manage and assign the customer to the Rep’s level with sales managers
o Support and work with Trade Marketing to seizing the opportunity of each customers
o Hold the monthly meeting with Sales and Trade to review the customers segment and performance
Selection Process / Appendix 1 ”Job description”
4. Drive, challenge and facilitate resource allocation decisions. Consistently review:
o Lead the FTE allocation and all productivity matters analysis and submit to Controlling team for brand P&L purposes every Budget / F1 / F2 review
o Analyze on resource allocation of the sales force including sales force sizing and structure …every half-year, and recommend and translate analysis into actions
o Work with Marketing team on the Promotional Grid for the sales team, with timely and clearly communicate to sales and work with System and Sales Reporting Analyst to track it every quarter vs. plan
o Challenge the commercial organization to close the loop between Productivity analysis across different channels of promotion, sizing and SF design and setup
o Facilitate development of customer segmentation and targeting approach. Hold validation steps to ensure segmentation quality and alignment with business objectives.
5. Projects
o Support head of department to develop / create new channel for Cambodia to capture the untapped opportunities in non-covered customers
Support roll-out of cross-functional sales force related initiatives which improve productivity
Corporate compliance responsibilities:
 Every staff of Sanofi is accountable for assuring compliance’s rules & ethic code when working with Health Care Professional to strengthen the company’s image.
 Ensure all the activities of the sales force unit comply with relevant acts, legal demand and ethical standards and in line with marketing plan

Job Requirements

  - Bachelor’s qualifications are essential, preferably Business Management, Management Information system, Economic or relevant
- At least 2 year experiences in sales /system analysis and sales reporting
- Familiar with database, dashboard development and project & data management
- Good in communication & negotiation
- Good command in English



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Contact Information

Contact Person

Tuyen Lam (Ms)

Phone

8490 4560 620

Website

Address

#5AE1-5BE1, Kramoun Sar Street (114), Sangkat Phsar Thmey I, Khan Daun Penh, Phnom Penh

Company Profile

Service hot line :

023 969 088 / 023 91 90 86 / 023 91 90 87 / 02391 90 89

Operating Hours : Mon-Fri (8:00 am to 5:00 pm)

Email : jobs@camhr.com.kh

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