Sales Force Effectiveness Manager

Thornton Tomasetti; Australia; On-site; AUD 140,000 - 190,000; Full time

Job summary

Abbott is seeking a Manager, Field & Sales Effectiveness to drive commercial excellence across the ANZ Nutrition business. You will lead SFE initiatives, design territory strategies, and optimize field productivity using SQL and Power BI.

The role partners with Sales, Marketing, Finance, and Leadership to translate data into actionable insights and influence resource allocation. A strong analytics and CRM background is essential for success.

Qualifications

• Significant experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations, or a related commercial function.
• Advanced SQL skills with the ability to manipulate, analyze, and integrate large datasets.
• Power BI capability, including data modelling, dashboards, and DAX calculations.
• Exposure to Databricks, Azure data platforms, cloud analytics environments, or modern data engineering solutions.

Responsibilities

• Lead SFE initiatives including territory alignment, customer segmentation, targeting, customer lists, call planning, and field force optimization.
• Develop and maintain advanced analytics solutions, dashboards, and reporting tools using Power BI and other BI platforms.
• Extract, transform, and analyze data from multiple sources using SQL and modern data platforms to generate actionable commercial insights.
• Act as the CRM subject matter expert, driving system adoption, governance, training, data quality, and continuous improvement.
• Support incentive compensation, target setting, performance measurement, and operating plan execution.
• Integrate customer, sales, market, and operational data sources to provide a unified view of business performance.
• Deliver executive-ready insights and recommendations that influence strategic decisions and resource allocation.
• Champion data-driven decision making and foster a culture of continuous improvement.

Skills

Sales Force Effectiveness

Commercial Excellence

Sales Operations

Business Analytics

CRM leadership

Advanced SQL

Power BI

Databricks

Azure data platforms

Territory design

Territory optimization

Customer segmentation

Targeting

Resource allocation

Stakeholder management

Data-driven decision making

Tools

Power BI

SQL

Databricks

Azure

Job description

## **JOB DESCRIPTION:****Manager, Field & Sales Effectiveness****Working at Abbott**At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:* Career development with an international company where you can grow the career you dream of .* A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune 500* A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including PediaSure, Ensure, Glucerna – to help get the nutrients they need to live their healthiest life.**About the Role**The Manager, Field & Sales Effectiveness is responsible for driving commercial excellence through advanced analytics, sales force effectiveness, CRM leadership, customer targeting, and business performance insights.This role partners closely with Sales, Marketing, Finance, and Commercial Leadership teams to optimize field force productivity, customer engagement, and business growth across the ANZ Nutrition business.The successful candidate will combine strong technical expertise with strategic business partnering capabilities, turning complex data into actionable recommendations that support commercial decision-making and execution excellence.**Key Responsibilities*** Lead Sales Force Effectiveness (SFE) initiatives including territory alignment, customer segmentation, targeting, customer lists, call planning, and field force optimization.* Develop and maintain advanced analytics solutions, dashboards, and reporting tools using Power BI and other business intelligence platforms.* Extract, transform, and analyse data from multiple sources using SQL and modern data platforms to generate meaningful commercial insights.* Act as the CRM subject matter expert, driving system adoption, governance, training, data quality, and continuous improvement.* Support incentive compensation, target setting, performance measurement, and operating plan execution.* Integrate customer, sales, market, and operational data sources to provide a unified view of business performance.* Deliver executive-ready insights and recommendations that influence strategic decisions and resource allocation.* Champion data-driven decision making and foster a culture of continuous improvement across the organization.**Who You Are*** Significant experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations, Business Analytics, or a related commercial function.* Advanced SQL skills with the ability to manipulate, analyse, and integrate large and complex datasets.* Power BI capability, including data modelling, dashboard development, DAX calculations, and data visualization best practices.* Exposure to Databricks, Azure data platforms, cloud analytics environments, or modern data engineering solutions.* Knowledge of territory design, territory optimization, customer segmentation, targeting, and resource allocation methodologies.* Good understanding of sales force performance management, incentive programs, and commercial effectiveness metrics.* Experience managing CRM platforms including user adoption, governance, process optimization, and data quality.* Ability to translate complex analysis into clear business recommendations and influence senior stakeholders.* Exceptional stakeholder management and business partnering skills with the ability to work effectively across cross-functional teams.* Strong commercial acumen with a passion for solving business problems through data and analytics.**Preferred Experience*** Experience within healthcare, pharmaceuticals, medical devices, consumer health, or FMCG industries.* Knowledge of HCP and HCO segmentation, profiling, and targeting methodologies.* Experience working with syndicated healthcare or market intelligence datasets including IQVIA and related data sources.* Exposure to geospatial analytics, territory mapping, and location-based commercial planning.**Success Measures*** Delivers operational excellence through effective management of commercial systems, processes, and analytics capabilities.* Drives continuous improvement and innovation in commercial planning, execution, and performance measurement.* Provides trusted strategic insights that influence business priorities and resource allocation.* Builds strong stakeholder partnerships and credibility across local, regional, and global teams.* Contributes to achievement of business objectives through improved commercial effectiveness and execution.