HAVE YOU EVER DREAM OF MAKING AN IMPACT ON THE WORLD?
The Sales Force Effectiveness Manager LATAM could be based in any LATAM countries with Abbott Nutritional Division.
Become a Sales Force Effectiveness Manager LATAM for our Nutrition Division. If you are inspired by our commitment to improving patient care, this role might well be what you have been looking for!
Primary Job Functions:
The Sales Force Effectiveness Manager LATAM position is responsible of:
Design sales force deployment that complies with SFE guidelines and optimizes investment of resources and sales force efficiency according to business potential and ROI
Establish SFE monitoring systems correlating potential for business, investment of activities & results achieved. This includes the integration, monitoring and analysis of performance data
Review SFE KPI metrics (F2F and Virtual) to ensure compliance with SFE guidelines and achievement of SFE targets. Defines remedial action required.
Designs salesforce incentive schemes, ensuring compliance with LATAM SFE guidelines and Abbott's Code of Conduct
Support and implement selected core capabilities which countries are expected to adopt or develop (e.g. Pitcher SFA & remote detailing)
Manage CRM and FF applications, maximizing and improving the value of teams. Partners with IT operations in order to ensure that the system is deployed in an effective and efficient manner. Acts as system administrator to the SFA system, including managing all account, hierarchy, contact, opportunity, etc.
Represents sales needs to establish new functionality for competitive advantage. Recommends changes and enhancements to the CRM, Dashboards and virtual technology platforms. Modifies SFA system as required to optimize processes and ensure ideal impact to the sales force
The LATAM SFE Manager is responsible for setting direction to affiliate SFE managers and delivering on LATAM SFE objectives
Core Job Responsibilities
Ensure availability of meaningful and accurate salesforce metrics across all platforms (includes ethical F2F and remote/e-detailing, CRM etc.) for management information and decision making. Communicates monthly SFE KPI metrics data (e.g. SFE "dashboards")
Proactively assess and make recommendations in support of sales force deployment, Sales force ROI ($63MM investment), SFE metric performance employing a structured approach to problem-solving to identify and recommend solutions to the root cause(s) of problems
Develops, implement, and monitors incentive/compensation programs ($9MM annually) in support of sales objectives across brands. Actively manage downstream adoption of Incentives Principles by Countries and support countries in closing gaps
Ensures affiliate HCP customer database is in place, it is updated and accurate in profiling customers against potential for business
Implements HCP customer segmentation & targeting through the integration of appropriate data (leveraging digital data), adapting to customer mix, optimal call load and geographical needs by brand/team
Evaluates and track sales force activities across all platforms (SFA and digital/remote); to generate insights, inform reporting (with MIS/SFA), and monitor results against needs of key stakeholders, implementing corrective actions when gaps are identified
Lead governance of all internal SFE projects. Project manage SFE initiatives, and proactively address barriers to execution (e.g., conflict, risk, non-compliance, etc.). Provide direction of SFE, undertake additional project work where cross-functional capabilities, expertise or data are required
Collaborates with training partners to drive collaboration of salesforce foundation training programs to ensure key behaviors/ competencies are developed and course delivery is in a timely fashion
Serves as SFE expert to other functions to ensure standards are realistically set for all programs (including reports and dashboards)
Work with region and affiliate SFE Teams to drive best-practices sharing in sales force excellence - demonstrate stepwise improvements in the efficiency and effectiveness of regional Sales resources
Ensure that each country actively manages call quality, both quantum and quality of coaching, CRM management & deployment, provide hands-on support in tactical deployment of Pitcher solution
Ensure an optimal balance between face-to-face and remote/e-detailing execution. Provides hands-on support for adoption of e-detailing solutions, leads Pitcher implementation across the region
Develop complex macros, algorithms, and other automation processes to facilitate data mining and analysis to summarize key insights/system information for leadership (e.g., improving/automatic MIS reporting, incentive computation, customer classification, etc.)
Respond to ad hoc reporting requests
Ensure data integrity through frequent data review and cleaning (e.g., merging duplicate leads/contacts/accounts, performing mass uploads/data updates, removing unnecessary/unused fields and/or data, ensuring accurate naming of screens, fields, and views to reflect current/desired workflows)
Expand the proper use of the SFA and other digital/remote platforms through on-going training and education, customized to the target user group, including training related to changes to the SFA system
Bachelor's degree, preferably in a Computer or Mathematics fields.
Minimum Experience/Training Required
8 years minimum experience working in a prior SSE.
Strong negotiation skills and decision making capabilities
Effective training capabilities and communication/presentation skills
Good computer skills in normal business software such as PPT, Word, Excel
English fluency required (written and oral)
Internal Number: ABLAUS31000322ENUSEXTERNAL
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.