Sales Force Effectiveness (SFE) Manager

About the role

Company Overview Menarini is the world's largest Italian biopharmaceutical company with over 130 years of heritage and nearly 17,000 employees in 100+ countries. Menarini Asia-Pacific delivers healthcare brands across key therapeutic fields, driving improved patient outcomes in the region. Job Summary The Sales Force Effectiveness (SFE) Manager leads operational strategies to optimize sales productivity and organizational excellence. Partnering with commercial leadership, this role drives data-driven insights, CRM adoption, and change management to align sales activities with corporate goals and foster sustainable growth. Duties and Responsibilities include but are not limited to: 1. Strategic Insights & Decision Support: Lead the interpretation of market intelligence and performance data to drive business strategy and provide high-level decision support for commercial leadership: a. Be the expert contact to answer and/or direct all data-related questions from the sales teams; b. Synthesize complex data sets into actionable strategic insights that inform management decisions on resource utilization, market opportunities, and competitive positioning; c. Monitor the accuracy and efficiency distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports or assist in the development of new reporting tools as needed; d. Develop and present training to user groups on how to interpret the reporting to ensure that those who are making decisions have the required answers and know how to get them; e. Conduct proactive analysis (internal promotional data, competitive share of voice, doctor-level data) to help identify key drivers of sales performance and key areas of opportunity/challenge. Provide actionable recommendations to sales management on how to mobilise in response to opportunity/challenge; f. Establishes processes for monitoring company, promoted product and message recall to ascertain core message delivery and competitive share of voice/mind; g. Prepare and present appropriate monthly/quarterly and annual analysis of SFE implementation and results; h. Preparation of the Monthly Reports to Management; and 2. Operational Excellence & CRM Strategy: Leverage the corporate CRM as a strategic enabler of process excellence, driving stakeholder capability and field force effectiveness. a. Roll out the organisation's CRM system particularly focusing on sales planning, call planning and coaching of field staff in their usage of the system, actively seeking to drive adoption of tools and technology. b. Monitor the sales organization's competency and compliance with required standards for maintaining the system and database. c. Proactively conduct workshops to ensure input levels are effective and standards are maintained to enhance every relevant stakeholder's capabilities in lifting sales KPIs, delivering better sales outcomes with lower costs and increasing stakeholder confidence. d. Provide local management with a "common language" and approach to solving issues with sales effectiveness, thereby enhancing cross-functional cooperation. 3. Strategic Sales Force Effectiveness (SFE): Lead the development of a shared vision for SFE across the organization, partnering with sales and marketing leadership to drive strategic growth initiatives. Conduct deep-dive diagnostic activities to identify and execute process improvements that connect sales operations with broader commercial goals. Drive organizational change and employee awareness of SFE initiatives to foster a high-performance culture. 4. Organizational Design & Business Planning: Lead the annual business planning process for sales force structure and territory alignment. Formulate strategic recommendations for organizational design and resource allocation to maximize market coverage and realize brand objectives. 5. Segmentation: Assist sales management and other internal experts to profile the contacts/accounts that Menarini should focus on to gain the greatest potential for sales efforts, by using the data available by brand. Develop the necessary lists and information for population of suggested target lists into the corporate CRM system. 6. Sales Process Operation: Guide and develop Sales & SFE Coordinator to proactively identifies opportunities for sales process improvement by working closely with Sales & Marketing management. 7. Support HOD in designing and rolling out sales force incentive schemes in collaboration with the stakeholders in sales and marketing. 8. Ensure all training activities comply with country relevant Acts, Legislation and industry ethical standards/code of conduct; 9. Maintain communication with the regional SFE team on the progress and performance of SFE initiatives and manage and communicate potential improvements in the appropriate areas. 10. Give assistance and advice where possible and appropriate to other members of the R

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at A. MENARINI SINGAPORE PTE. LTD.? Share your experience