Title:  Executive, Sales Force Effectiveness

Job Summary

Execute and monitor sales force effectiveness plans, data excellence, processes, tools and systems, etc., to drive sales growth and sales force productivity.

General Responsibilities

• Develop Sales Dashboard based on business’s requirements and regularly endorsement and communication to FF team. Highlight critical  sales gaps and work with key stakeholders to define solutions.
• Gather, compile and organize sales force effectiveness diagnosis data for salesforce needs/requirements analysis purposes.
• Collaborate with sales and marketing teams to understand their development needs and customize development solutions that will increase their competency levels.
• Support implementation of processes, tools, and systems (e.g. customer relationship management, field force management system, etc.) to support sales activities.
• Manage, develop /coordinate Incentive KPIs / Scheme with management, with payout analysis monthly/quarterly. Support to run the gaps analysis and propose action plans.
• Manage target setting and performance review with alignment with senior leaders on monthly and quarterly basis.
• Run the ROI and Workload Capacity Analysis of field force team – understand and support the S&T / CVM programs where biannual exercise to be executed.
• Guide users on the functionality of reporting platforms and assist in the generation of sales information/reports for decision-making purposes.
• Execute continuous improvement activities on sales force effectiveness framework, plans, training, processes, tools, systems, and reporting to effectively support sales teams.
• Work closely with sales teams and external vendors to ensure the timely and quality execution of sales force effectiveness plans/initiatives
• Be the expert in the system using by DKSH (SFA, Exceedra, BIBO, Pivot)
• System-related tasks (system error, system coaching…), Echo Plus function (trade inventory)
• Data analysis and recommend to the commercial for strategic plan.
• Do monthly report on SL, Return and support to run GTN analysis per required by manager.
• Other’s task assigns by manager.

Functional Skills and Knowledge

• Demonstrate sound knowledge and understanding of the industry/market/competitors/customers
• Demonstrate sound knowledge in the general principles of sales; Familiarity with the sales environment is a must
• Demonstrate advanced research and analytical skills
• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)
• Demonstrate fluency in English, both written and spoken

Education

Degree or professional qualification in Business Studies/Marketing/Economics or a related discipline