Job Detail

JOB DESCRIPTION

Job Description

The Salesforce Effectiveness and Operations (SFEO) CoE is responsible for the enhancement of Sales Capabilities for Human Health’s selling headcount of over 14000 customer facing staff. The EUCAN Regional Salesforce Effectiveness Lead (RSFE) reports to the SFEO Lead and will be responsible for SFE for the EUCAN Region.  This role will work closely with the Commercial Operations Directors in the EUCAN Region to understand and meet the SFE needs of Countries in the EUCAN Region

• Work with the EUCAN Regional and Country CODs, and Country SFE Leads to drive best-practice in Sales Excellence - demonstrating stepwise improvements in the efficiency and effectiveness of EUCAN Sales resource. Specifically:

• Active Management of Agreed SFE KPIs

  
  
  
  

  • Monitor country performance against agreed Salesforce KPIs, and work with countries and the Region to identify opportunities for improvement.

  
  

• Sales Incentives (SIP)

  
  
  
  

  • Seek to realise both opportunities for Plan enhancement and efficiencies in the operational management of SIP

  
  

• Segmentation and Targeting

  
  
  
  

  • Drive differentiated investment (effort, messaging, channels) in high potential customer segments – ensuring that each country has a realistic short- and medium-term plan for improvement in targeting effectiveness

  
  

  • Have a high degree of visibility to opportunities which exist to improve the efficiency and accuracy of Countries in the process of target list construction (profiling, classification)

  
  

• Salesforce Capabilities

  
  
  
  

  • Support countries in the future transformation of the EUCAN Salesforce, having expert practical knowledge of current capabilities of current Country salesforces, and supporting countries where capability gaps exist.

  
  

  • Ensuring that each country actively manages call quality (measurement and action)

  
  

  • Ensuring that each country actively manages both quantum and quality of coaching (measurement and action)

  
  

• CRM/Cornerstone/CCP

  
  
  
  

  • Supporting the ongoing evolution of both the Cornerstone and CCP Veeva instances, and supporting analytical platforms

  
  

• Expert Consultancy

  
  
  
  

  • Provision of direct (or in conjunction with Data Science / Vendors) expert technical SFE consultancy to countries (e.g. Sales Response Modelling/Sizing, Territory Alignment, Salesforce GTM modelling, Salesforce Productivity)

  
  

• The RSFEL lead will be responsible for the line management of a Regional SFE analyst ensuring allocation of work which is aligned to CoE responsibilities and their personal development

Other key responsibilities include:

• Be aware of the importance of non-traditional customers and channels and their interplay with conventional sales representatives




• Under the direction of the CoE lead, undertake additional SFE project work where cross functional capabilities, expertise or data are required.




• Expected to spend at least 66% of time in region working with markets.

Skills/Capabilities:

• Ability to influence and manage individuals and teams without being the direct manager




• Superior empathy and collaborative skills, with an ability to work across cultures, geographic, and hierarchical boundaries




• Well-developed Stakeholder engagement skills with the ability to effectively communicate across a broad Stakeholder group including those at the executive level: BUDs, MDs & Regional Presidents




• Operational/executional credibility and influence (e.g., ability to appropriately influence regional and country staff on the need for change) and high learning ability




• Strong communication and presentation skills; ability to communicate in English, both orally and in writing.




• Salesforce excellence expertise in the areas of: Sales Strategy, Fieldforce design, Fieldforce sizing, Fieldforce deployment, Territory Alignment, Sales incentives, Salesforce KPIs, Sales Operations across a range of market types (reimbursed, payer, developed, developing)




• Ability to mentor/support Country teams in sales excellence




• Highly developed analytical skills; ability to synthesize and interpret Salesforce data/insights into recommendations/inputs.




• Excellent practical knowledge of the use of company call reporting systems




• Excellent technical capabilities in the use of MS Office

Leadership Standards

• Make Rapid, Disciplined Decisions




• Act with Courage and Candor




• Demonstrate Ethics and Integrity




• Drive Results




• Foster Collaboration

Personal Characteristics

• A self- starter, with motivation and drive to deliver a significant improvement in sales capabilities




• Customer-centric thinking (e.g., always acts with customers in mind)




• Superior interpersonal skills




• Willingness to travel




• Emotional/Social Intelligence - Is insightful regarding the needs, goals, demands, and problems of others.




• Optimistic and Passionate




• Resilient with an ability to deal with ambiguity and complex operating environments




• Open to feedback & learning




• Flawless time management skills with an ability to deliver despite competing priorities arising

Education level:

• University degree (BA/BSc or marketing equivalent) from accredited university, MBA preferred

Experience:

• Minimum: three years in an either above country role or in a major pharmaceutical country with responsibility for Commercial Excellence, and/or Salesforce Effectiveness




• Minimum: two years Sales experience (first line sales management experience advantageous)




• Understanding of cultures and health care systems in the EUCAN Region

Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Kenilworth, NJ, USA, also known as Merck Sharp & Dohme Corp., Kenilworth, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Regular

Relocation:

No relocation

VISA Sponsorship:

No

Travel Requirements:

50%

Flexible Work Arrangements:

Not Specified

Shift:

Not Indicated

Valid Driving License:

No

Hazardous Material(s):

Number of Openings:

1

Requisition ID:R89206