Field Force Effectiveness and Incentive Manager

3 days ago

Thành phố Hồ Chí Minh, Vietnam GSK Full time

**Site Name**: Vietnam - Ho Chi Minh City
**Posted Date**: Jan 23 2025
**Field Force Effectiveness and Incentive Manager**

Job Description Summary

Job Category - Sales Force Effectiveness: Responsible for designing strategies, training and analytical capability to enable sales associates to leverage customer and business insights to provide effective solutions and drive organizational performance. Job Family - Sales Force Effectiveness: Responsible for developing and delivering sales force and marketing competencies, capabilities, skills, selling processes and tools. Includes territory resource allocation Job Family Group - Commercial Operations: Commercial Operations representatives in administrative areas such as order processing, sales information management, sales training, sales effectiveness and customer service. Tracks transactions and prepares reports regarding information such as order status, sales results, leads, sales quotas and sales representative earnings.

**Job Description**:
As Field Force Effectiveness and Incentive Manager, you will be accountable for
- Align with EM customer engagement & Com Eff team to help GSK to have best quality in customer engagement and field force effectiveness to support profitable growth agenda of Local
- Ensure deployment of Local al F2F channels to support single customer journey in GSK digital ecosystem
- Determine areas for improvement in accordance with performance analysis reporting tools, and organize development actions with assigned business units and provide support / follow up actions
- Responsibility for deployment and efficient sales force resource (SRO), customer targeting and segmentation (S&T)
- Support Commercial to propose innovative business solutions in right investment, right target segmentation, sales resource optimization and performance management

This role will provide YOU the opportunity to lead key activities to progress YOUR career. These responsibilities include some of the following:
**1. Field Force Effectiveness (SFE)**:

- Deployment the strategy development in call strategy/priority brands
- Conduct support on right target segmentation and sales resource optimization (SRO) to create commercial efficiency and effectiveness.
- Alignment with CRM team for multichannel plan and Segmentation & Targeting (S&T), sales resource optimization (SRO) deployment readiness
- Carrying trainings related to commercial effectiveness at Local level.
- Support and collaborate EM and Local BI in F2F customer insight analytic, KPI definitions and performance tracking systems support commercial profitable growth agenda.
- Support Monitoring and Management (MM) in Field Force Effectiveness areas.

2.**Business partnering for Performance management**:

- Provide business partnering in internal sales analyst and reporting, supporting to business planning and brand/channel strategy.
- Ensure performance management system, update and analysis territory performance by BU for business solutions.
- Provide daily performance tracking, Key account forecast, Sales force incentive dashboards for Field Force and marketing to support business planning and operation across commercial.

**3. Sales force Incentive management**:

- Manage target al Local action by channel, by accounts and Territory of Rep level.
- Working with regional agency for Sales force incentive dashboard management to ensure FF engagement and budget utilization.

**4.Ensure Commercial effectiveness process**:

- Support for the overall commercial effectiveness related processes, budget management and provide required approvals to ensure that all deliverables are executed accurately and timely.

**_ Why you?_**

Basic Qualifications:
We are looking for professionals with these required skills to achieve our goals:

- Min 5-7 years experience in business intelligence/commercial effectiveness (SFE) or related area
- Pharma experience is an asset
- Commercial experience is an asset
- Good in analytical and business solutions
- Good in project management
- Fluency in English writing an speaking
- People management experience is required
- Capable of working across boundaries and functional areas
- High resilience and agility
- Strategic mindset
- Full project lifecycle appreciation
- Creative in problem solving
- Experience SFE/BI/CRM knowledge and capabilities

**Why GSK?**

**Uniting science, technology and talent to get ahead of disease together.**

GSK is a global biopharma company with a special purpose - to unite science, technology and talent to get ahead of disease together - so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns - as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/

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