External Team Performance Manager Vietnam

7 months ago


Ho Chi Minh City, Vietnam LABORATOIRES MAYOLY SPINDLER Full time

**Description entreprise**:
Founded in 1909, Mayoly is an independent French and international pharmaceutical company specialising in Gastroenterology and Dermo cosmetics.

Following the integration of Ipsen CHC, the combined company employs more than 2,200 people worldwide and has sales of over €500 million in 2022, 65% generated internationally over 100 countries. By 2027, the Mayoly Group aims to reach sales revenue of more than €600 million and to become a global benchmark in consumer healthcare.

At Mayoly, we place everyone's health first and foremost, and conduct our business in a pragmatic, responsible and caring way. We are committed to a CSR policy that also focuses on diversity and inclusion. The diversity of our employees is part of our corporate culture, One Mayoly, in which everyone can develop, grow and perform in an environment of equal opportunity.

A company where every employee is a player in his/her own future and where talent can develop, always promoting collaboration and collective intelligence to meet the needs of patients, consumers, and customers.

**Description du poste**:
Business promotion management
- Analyze market trends, competitive landscape, and consumer behavior to identify growth opportunities and adjust strategies accordingly.
- Enhancing the External Team front-line capabilities and execution proficiency, empowering the Organization to excel at the point of sale through exceptional in-store product assortment and display standards.
- CSO transversal management/indirect Leadership and Development:

- Work alongside External CSO management to co-create comprehensive training materials and frameworks that align with the specific needs of the sales team.
- Propose initiatives focused on the development of the sales team, emphasizing skills enhancement, product knowledge enrichment, and fostering a culture of continuous improvement.
- Lead Train the trainer initiatives for sales team upskilling
- Promote Perfect Store and execution standards through frequent field visits to gather feedback, assess detailing call performance, and serve as a catalyst for embedding execution excellence. Advocate for continuous improvements in Perfect Store metrics.
- Performance Monitoring and Analysis:

- Monitor and analyze sales performance metrics, KPIs, and trends to assess progress and identify areas for improvement.

In collaboration with the National Sales Manager, analyze reports, data, target list and appropriate territory information to focus sales efforts.
- With the support of the SFE manager, perform data analysis of sales performance for individual and team performance.
- Prepare regular sales reports and presentations for senior management, highlighting achievements, challenges, and action plans.
- Owner of the daily call reports, weekly work plans, and monthly and annual territory analysis before submitting to management with the help from the dedicated SFE hosted under the CSO.
- Take a leadership role in planning and executing Segmentation & Targeting (S&T), O, with the support of a dedicated SFE manager.
- Oversee the annual update/refresh of outlets segmentation and targeting exercise for Independent pharmacy channels on annual basis and in ensuring the sales route/personal journey plans of sales team are optimized post the segmentation.
- Assess Route-To-Market Model and develop the recommendation on right GTM design that provide a good balance between reach and cost-to-serve. Assess if there are further opportunities to simplify the current model; without significant compromise to weighted coverage.
- Challenge the National Sales Manager in Sales Force Effectiveness initiatives and ensure the implementation of the appropriate SFE framework in the External Team.
- Collaboration and Coordination:

- Collaborate closely with marketing, product development, and supply chain teams to align business promotion strategies with product launches, promotions, and inventory management.
- Provide valuable market feedback to contribute to product development and enhancement efforts.
- Collaborate with Marketing and Sales managers to utilize shopper insights in crafting a channel/customer picture of success, providing actionable guidance for sales teams to implement.
- Budget Management:

- Lead the redevelopment and roll out of the monthly Commercial Rolling Forecast model by brand
- Forecast Accuracy and Business Development:

- Contribute to the long-term growth foundation by identifying and capitalizing on business opportunities.
- Build confidence among contract sales organizations regarding product recommendations and designed products.
- Market Analysis and Competitive Intelligence:

- Work in close collaboration with the Strategic Planner and the Dedicated SFE to Monitor market trends and competitor activity for each region.
- Utilize Daily Sales database for preparing weekly & monthly working plans and resource allocation plans.
- Propose to the Head of Commercial and Gene



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