Posted by: Sanofi Co. Ltd.

Job Details
  • Location: Phnom Penh
  • Career Level: Middle Manager
  • Employment Type: Full Time
  • Salary Range: n/a
  • Start Date: Thu 09 May, 2019
  • Application Deadline: Tue 30 July, 2019
Job Description

JD - Sales Force Excellence Analyst 

1. Drive sales force excellence operations supporting processes and ensure they are aligned with organizational priorities, being done in an objective manner and are regularly reviewed to foster constant improvement. Processes include:

o   Sales Target Setting – setting ambitious but realistic targets, using a consistent approach, striving for growth, allocating targets fairly, ensuring alignment with organizational objectives.

o   Set and lead relevant sales target process per team by week 1 as well as communicate sales per reps by week 2 of the quarter and aligned with company budget and objectives.

o   Develop contents and strategy on Sales Force Core Incentive Scheme to ensure a proper incentive key performance indicator meet business’s needs, strategy and objectives.

o   Provide monthly forecast on Incentive Payout Analysis to Finance team for finance purpose and report actual quarterly incentive analysis to relevant head of functions – to ensure the budget plan and actual payout are well track for budgeting reserve purpose as well as actions.

o   Report sales rep achievement to make sure the alignment with their KPIs and corrective data to communicate their achievement once/week and every day by Week 4 end of quarter

o   Calculate the accuracy of incentive payouts, corresponding to the actual performance and the budget for incentive, every quarter before 15th of the month with proper record management after signed-off

o   Ensure the incentive guideline is in place and be more practical and aligned with Global standards

 

2. Manage sales awards programs – lead the awards processes from beginning to end including Aspire Awards (Quarterly) , Local Hero Awards, Making The Difference Awards, Business Contest Programs, Additional Distribution Program. Processes include:

o   Developing and proposing content and strategy (monthly / quarterly as aligned with business’s objective)

o   Setting and proposing clear and realistic target setting monthly / quarterly on relevant awards programs

o   Communicating to sales force awards programs clearly and timely manner including performance tracking

o   Calculating and announcing the winner timely based on the plans and promoting them in most effective way

o   Closing collaboration with Com team on how to communicate the programs in most effective ways across sales force to ensure they feel in incentives

o   Ensuring all the programs are properly recorded and signed-off from relevant bonus committees

 

3. Drive, challenge and facilitate resource allocation decisions. Consistently review:

 

o   Lead the FTE allocation and all productivity matters analysis and submit to Controlling team for brand P&L purposes every Budget / F1 / F2 review

o   Analyze on resource allocation of the sales force including sales force sizing and structure …every half-year, and recommend and translate analysis into actions

o   Work with Marketing team on the Promotional Grid for the sales team, with timely and clearly communicate to sales and work with Business Performance Analyst to track it every quarter vs. plan

o   Challenge the commercial organization to close the loop between Productivity analysis across different channels of promotion, sizing and SF design and setup

o   Facilitate development of customer segmentation and targeting approach. Hold validation steps to ensure segmentation quality and alignment with business objectives.

 

4. Manage the Customer Valued Management (CVM)

o    Lead and manage Customer Value Management list (Pharmacy & HCP)

o    Properly manage and assign the customer to the Rep’s level with sales managers with corrective segment

o    Propose and analyze the seizing the opportunity of each customers / segment, with support from HoTM

o    Hold the monthly meeting with Sales and Trade to review the customers segment and performance

 

5. Projects 

  •   Support head of department to develop / create new channel for Cambodia to capture the untapped opportunities in non-covered customers
  • Co-lead with Trade Marketing on the Win with Customers matters
  • Lead ‘ Detailing Management ‘ with the support from Marketing and Trade Marketing
Requirements

Education

o     Bachelor’s qualifications are essential, preferably in Business, Management, Economic, or Marketing

Experience and Knowledge

·         Essential Experiences:

o    At least 3 year in sales and business analysis or related field

o    Experiences developing the contents or KPI for sales team

o    Experiences in sales reporting and sales targeting setting

o    Experiences in dashboard development for sales

 

·         Knowledge:

 

o    English and Khmer proficiency is a must

o    Computer: Ms. Office Application and Advanced Excel is very compulsory

 

Core Competencies:

o      Analytical thinking

o      Strong business acumen

o      Presentation and facilitation skills

o      Strong Communication skills

o      Self-development and starter

o      Interpersonal skills

 

How to Apply

Applicants can apply via at chheangorn.lorn@sanofi.com