AA Sales Force Effectiveness

Company Description

At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.

Job Description


Job SUMMARY:

The position is responsible for sales force deployment, territory alignment, target setting, incentive programs, and business analysis and reporting systems. It's a critical support so that sales organization can operate efficiently and effectively.

KEY DUTIES AND RESPONSIBILITIES: Describe scope:


% of Time or


Importance

Resource allocation, including sales force sizing analysis, deployment with structure, and territory alignment.

10%

Segmentation & targeting, including development of customer segmentation and targeting strategy and process, communication plan for commercial team, customer profiling and potential survey, analysis and reporting.

30%

Sales incentive program management, including regular and special incentive scheme design/refinement, sales target setting and cascading, target payout simulation, quarterly payout calculation and confirmation, payout analysis and insights.

30%

Commercial analytics, including defining and leading sales efficiency indicators (KPIs) through appropriate analysis and suggestion to improve productivity and efficiency.

20%

SFE initiatives from global and local management to enhance SFE capability, to drive business strategy and to validate current performance.

10%

Qualifications


job QUALIFICATIONS (MINIMUM REQUIREMENTS):

The requirements described in this section are representative of those that must be met by an employee to successfully perform the essential functions of this job.  

Education and Experience

   Bachelor's degree in medical, pharmacy, healthcare, engineering, business and management. Masters’ Degree or MBA preferred.

   Minimum 3 years SFE experience in healthcare or related industries

   Prior Operations, Sales & Marketing and Consulting experience is preferred.

   Prior experience in management of CRM and Sales Information system preferred.

Essential Skills and Competencies (includes Licenses, Credentials)

   Strong business acumen, logic and strategic thinking & good interpersonal and cross-function communication

   Very structured mindset and systematic process management capability

   Knowledge about common scenarios in sales force target setting & achievement management

   Strong creative analytical skills in sales force analytics and business analysis area, and strong problem-solving skills required

   Good quantitative and analytical skills, proficiency in Excel, PowerPoint, Power BI

   Native in Japanese, Fluent in written and oral English

Grading Factors:

For this section, describe the nature of and scope of influence or skills required of the position.

Strategic Responsibility:    Describe if/how the position sets or influences the business strategy for the organization, and at what level (team, function, region, etc.)

Establish SFE operation related strategies and SOP

Develop proper sales performance monitoring process and platform based on business priorities

Support and drive global/international and regional SFE projects

Business Expertise: Describe the degree of business acumen required, including knowledge of how Allergan achieves its business objectives and that of the industry, commercial environment, and competitive products.

Understand pharmaceutical industry dynamics

Solid knowledge on various data sources, both internal and external

Well-rounded experience on pharma SFE

Strong background on managing business analytics technologies

Problem Solving: Describe the nature and complexity of problems encountered and level of innovation required.

Develop proper analytics solutions based on business requirements

Able to leverage various data sources/information to systematically generate insights

Nature and Area of Impact:    Describe the degree to which the position affects the business, and its breadth of impact.

This position is considered a critical position within BE team.

Interactions/Interpersonal Skills: Describe the nature and level of internal and external interactions this job has with others and any specific skills required (negotiation, communication, influencing, etc.).

Engage internal all cross functional stakeholders including Sales, Marketing, training, CRM, IT, Finance, Compliance and HR etc.

Strong communication skills with the ability to coach key stakeholders on operational procedures.

Solid project management skills, including the ability to influencing global project team members and generate customized local solutions.

Supervisory Responsibility: If applicable, describe authority to hire, promote, and manage performance of employees.

N/A

Revenue/P&L (if applicable) :  

Manage SFE operations related budget

Additional Information

AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion.  It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.