Role Title 职位名称 : SFE Manager
Report to 上司职位 SFE & RTM Director
Location 驻地 Shanghai
The position of SFE Manager is a key position to optimize resources to accelerate growth of GCH China, this role will be partner to Business Units to continue drive sales and operation efficiency through below pillars :
Recommendations on key sales effectiveness drivers Productivity Management (tools & report)Professional knowledge of channel & deeper understanding of GCH business to supports the sales structure reformSmart target setting logic & process to encourage & drive sales performanceRoute planning & Sales Call Effectiveness Optimization
Target Management Fine-tune to make target more reasonableAlign with sales team target management SOPTarget management system development
Market potential analysis
Customer profiling and segmentation
Key Accountabilities / Responsibilities 主要工作职责
Sales force effectiveness :
Provide subject matter expertise in Go To market models, Sales / Management Competency Development, Sales Sizing / Optimization, Segmentation, Territory Alignment, Targeting, Quota Setting, Sales Incentive Plans, FLM (First Line Manger) Dashboard, FLM expertise and other Field force effectiveness topics.
Should be to promote guiding principles, best practices and tools (developed by the SFE or by affiliates) to accelerate the improvement process and avoid repetition of similar mistakes.
Diagnose and draw conclusions of the relevant information about sales, including but not limited to, sales organization, processes, performance, productivity, in-field days, sales plan, target setting, training, KPI, measurement and incentives
Benchmark China sales force effectiveness SFE index with the relevant industries such as pharmaceutical and FMCG Identifying and Benchmarking in the development of SFE guiding principles and SFE approach with industry trends (across verticals)
Would demonstrate understanding of local market and business reality and adaptability to the local sales force maturity level, know-how and available resources.
Execution / Operations
To overall monitor and evaluate sales force productivity and improve sales force effectiveness through SFE optimization, and resources reallocation
To Lead China annual business planning execution Review cycle, Organize quarterly and ad-hoc business review of all sales channels with GM and related LT members
Regularly provide productivity analysis summary report to GM, Channel leads and other LTs, provide constructive suggestion in terms of how to improve sales efficiency
Partner with channel management, commercial and marketing teams to proactively identify opportunities to enhance SFE
Design and implement sales force effectiveness program for all channels, based on channel characteristics
Conduct channel visits in the field and conduct SFE Review Meetings, identifying the strengths, the areas for improvement and the priorities (in line with the local market reality and available resources)
Develop appropriate support (external or internal) to the local Sales, Marketing (BU’s) and Area Sales Excellence Directors in order for them to have the right skills to implement the improvement plan
Collaborate closely with the China commercial team members and with other strategic / support corporate functions (FIN, HR, IT, BI )
Develop strong partnership with the channel leads to create / maintain willingness to welcome the SFE recommendations
Provide insights on performance management and improve sales motivation
Monitors performance of commercial process and coaches staff
Provide input in the development of sales force KPIs and incentive schemes in collaboration with sales & commercial heads and HR
Create clear and measurable goals for the team that support execution of organization’s over-arching operational roadmap.
Mentor and provide on-going guidance and support to direct staff, appropriately allocate workload, provide cross-training opportunities to growth through stretch goals.
Identify resource competency gaps and employ creative strategies to fill those capability gaps.
Focus on employee development, succession planning and motivational tactics.
Be the SPA for Commercially Important SFE Engagements with Global and Regional team.
Education / Experience :
University graduate with qualification in Finance, Marketing, Business or similar fields MBA preferred
Working Experience :
At least 10+ years’ experience in Sales, Sales Excellence, Commercial operation, and / or Strategy, e related roles with particular emphasis on sales strategy development and SFE background
Special Knowledge :
Strategic Agility Broad knowledge & learning agility to develop clear perspectives on the business opportunities and challenges;
Articulately paint credible pictures and visions of possibilities and likelihood; Analytical Skill Excellent ability to review and use data to develop insights and support decisions
Customer Focus : Strong customer focus with the ability to adapt to internal client needs and expectations
Innovative Think out of box with ability to turn new ideas into tangible solutions; effectively challenge the status quo and bring different perspectives to the commercial team
Dealing with Ambiguity Effectively cope with changes; Make decision and act without complete information; Comfortable with risk and uncertainty
Leadership Proven ability to effectively manage team
Strong business acumen;
Strategic and logical thinking;
Very good communication and interpersonal skills
Good command of English preferred
Our goal is to be one of the world’s most innovative, best performing and trusted healthcare companies. We believe that we all bring something unique to GSK and when we combine our knowledge, experiences and styles together, the impact is incredible.
Come join our adventure at GSK where you will be inspired to do your best work for our patients and consumers. A place where you can be you, feel good and keep growing.
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