Abbott - Head - Sales Force Effectiveness & Automation

Job role: Head SFE & SFA

- Responsible for Planning and Strategy Development, Coaching Team & alignment with Training & Customer Focus and Service

Planning and Strategy Development:

- Design sales force deployment that complies with SFE guidelines, and optimizes investment of resources according to business potential and ROI

- Establish SFE monitoring systems (including ETMS) correlating potential for business, investment of activities & results achieved

- Review SFE KPI metrics to ensure compliance with SFE guidelines and consult with respective BU Heads on remedial action required

- In consultation with the BU Heads, design the salesforce incentive scheme, ensuring compliance with SFE guidelines and the Code of Conduct

- Establish an SFE Project Team to develop SFE strategy and ensure comprehension and implementation of guidelines

- Establish processes for monitoring company, promoted product and message recall to ensure core message delivery and competitive share of voice/mind

Coaching Team & alignment with Training:

- Oversee coordination of sales force foundation training programs to ensure key behaviours/ competencies are developed and support Training Managers on course delivery

- Collaborate with marketing/Training to ensure the development of product distance learning materials

- Conduct semi-annual performance review for direct reports

Customer Focus and Service:

- Ensure a National customer database is in place profiling customers against potential for business

- Strong understanding of HCP & Trade sales environment & digital literacy with a systems-thinking approach to integrating digital as a core component of strategy

- Ensure an optimal level of National calling activity with key target customers

- Ensure that direct reports understand and disseminate (e.g. in Training) the Code of Conduct

- Ensure availability of meaningful and accurate salesforce metrics (e.g. ETMS summary reports, SFE "dashboards") for management information

- Communicate monthly SFE KPI metrics data

- Develop behaviours leading to enhanced effectiveness as outlined in key SFE practices in ANI

Experience Details:

- Minimum 10+ years of relevant experience.

- 10 + years' experience in Sales ( with managerial experience) and Marketing with 3 years as Manager/ SFE Manager

- Planning & Prioritizing

- Decision-making & problem solving

- Communication skills - written & verbal, Presentation skills

- Drive for Results & Customer Focus

- Developing People, Networking Ability

- Energy & Enthusiasm, Teamwork & Co-operation