Sales Force Effectiveness Manager

Thornton Tomasetti; Sydney; On-site; AUD 160,000 - 210,000; Full time

Job summary

Abbott is seeking a Manager, Field & Sales Effectiveness to drive commercial excellence across ANZ Nutrition. You will lead SFE initiatives, build analytics dashboards, and partner with Sales, Marketing, Finance, and leadership to optimize field force productivity and customer engagement.

The role emphasizes data-driven decisions, cross-functional collaboration, and delivering actionable insights to support growth and execution excellence in a global nutrition business.

Qualifications

• Significant experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations, or related
• Advanced SQL skills to manipulate and analyze large datasets
• Power BI capability with data modelling and dashboard development
• Exposure to Databricks, Azure data platforms, cloud analytics environments
• Knowledge of territory design, segmentation, targeting, and resource allocation
• Understanding of sales force performance metrics and incentive programs
• Experience managing CRM platforms including adoption, governance, and data quality
• Ability to translate complex analysis into clear business recommendations and influence leaders

Responsibilities

• Lead SFE initiatives including territory alignment, segmentation, targeting, and field optimization
• Develop and maintain analytics dashboards and reporting tools using Power BI
• Extract, transform, and analyze data from multiple sources using SQL
• Act as CRM subject matter expert, driving adoption, governance, and training
• Support incentive compensation, target setting, and performance measurement
• Integrate customer, sales, market, and operational data for a unified view
• Deliver executive-ready insights and recommendations to influence decisions
• Champion data-driven decision making and continuous improvement across the org

Skills

SFE initiatives

Commercial analytics

SQL

Power BI

Databricks/Azure

Territory design

CRM platforms

Stakeholder management

Tools

Power BI

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 relevant 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.

The base pay for this position is N/A In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Support & Administration

DIVISION: ANI International Nutrition

LOCATION: Australia > Macquarie Park : 299 Lane Cove Road

• ADDITIONAL LOCATIONS:
• WORK SHIFT: Standard
• TRAVEL: Not specified
• MEDICAL SURVEILLANCE: Not Applicable
• SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions across the spectrum of health, around the world, for all stages of life. Whether it's next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life's greatest health challenges.

We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings.

An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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