Nhsc - Sales Force Effectiveness Manager

2 months ago

Dubai, United Arab Emirates Nestle Full time

**POSITION SNAPSHOT**

Company: Nestle Health Sciences

Location: Dubai HO

***

The Sales-Force Effectiveness Manager at Nestle Health Science will play a pivotal role in developing and implementing a top-notch commercial execution framework for our NHSc business. You will have the opportunity to drive initiatives that enhance the efficiency and effectiveness of our Sales Force operating model, while aligning with the unique needs and expectations of each market. Leveraging data and digitalization, you will have a crucial impact on our sales performance.

As a trusted strategic partner to our commercial managers, marketing, HR, MA, and field team, you will serve as an advisor, translating global and cluster strategies into actionable development plans. Your focus will be on cultivating a highly motivated, ethical, and successful medical field force. Staying ahead of industry trends, you will actively engage with the MENA customer engagement community, ensuring we anticipate and meet the evolving needs and preferences of our customers.

**A DAY IN THE LIFE **

Develop the MENA CE (Customer Experience) strategy and framework within the ICP/MBS framework to enhance sales force execution and deliver exceptional customer experience for healthcare professionals (HCPs).
- **CRM Management**: Regularly review business needs and recommend enhancements to the CRM system, including developing a formal document outlining the strategy and policy for CRM system usage.
- Collaborate with sales leads to ensure sales force members create cycle call plans in advance, which are reviewed and discussed by their managers. Monitor call objectives and accurate post-call notes recorded after each call.
- Monitor and analyze CRM reports, translating them into actionable business insights that inform CM, Marketing, and Medical Field Force strategies and plans.
- **Sales Force Effectiveness**: Enhance sales team performance in terms of efficiency and effectiveness by adapting and executing global/in-market best practices for customer profiling, segmentation, targeting, field force sizing, structure and territory alignment, target setting, KPI definition, competitive compensation, and incentive plans.
- Identify and track sales force operations KPIs, implementing analytics solutions to support data-driven decision-making.
- Develop and implement quantitative and qualitative KPIs related to efficiency and effectiveness, aligning with the overall business and marketing strategy.
- Support the Marketing team in ensuring consistency with need-based detailing, approving all detailing materials, and supporting brand launches and post-launch activities throughout the product life cycle.
- Drive the implementation of an omnichannel customer engagement strategy across all product categories.
- **Functional Competencies and Capability Building**: Initiate the development plan for NHSc (Nestle Health Science) First Line Managers and Medical Sales Representatives (MSRs).
- Identify developmental gaps and propose necessary tools for addressing them in collaboration with CM, HRBP, and L&D teams.
- Implement global training programs and continuously improve the functional training curriculum by collaborating with Field Managers, Marketing, Medical, HR, and MA teams.
- Conduct coaching sessions with the team, assess the implementation of functional competencies, and support skill development.
- Manage NHSc Training Budget, including planning and execution.
- **Assessment, Recognition and Promotion**: Develop and continuously adapt/improve the Sales Incentive Program criteria based on market needs.
- Participate in performance and talent calibrations for Medical Sales Representatives.
- Identify and develop field talents to increase the pool of successors for key positions within NHSc and/or across Nestle.
- Support new product launches by developing SFE (Sales Force Effectiveness) related materials and conducting training workshops.
- Independently demonstrate a high degree of initiative, autonomy, and self-motivation in achieving short and long-term goals.
- Monitor the execution of plans based on standard Customer Satisfaction Surveys and track progress year-on-year.

**What will make you successful**
- Prior experience in medical/pharmaceutical detailing is essential.
- Demonstrated expertise in team management, coaching, and development.
- Exposure or experience in group communication functions such as training, lectures, conferences, etc.
- Ability to independently manage and excel in challenging and demanding market environments, consistently achieving and exceeding goals.
- Proficiency in business analytics, with knowledge of tools like powerBI considered a plus.
- Familiarity with VEEVA or similar CRM systems.
- Strong knowledge of multichannel strategy and operations in the healthcare environment.
- Experience in SIP (Sales Incentive Plan) management.

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