Regional SFE & CRM Lead

ZUELLIG PHARMA HOLDINGS PTE. LIMITED; Singapore; On-site; SGD 120,000 - 190,000; Full time

Job summary

Zuellig Pharma is a leading healthcare solutions company in Asia, delivering world-class distribution, digital and commercial services to support growing healthcare needs.

The Regional SFE & CRM role oversees APAC Sales Force Effectiveness and CRM across Commercialization and Distribution, defining regional standards and governance, and leading market design and data-enabled insights to improve performance. You will collaborate with cross-functional teams to execute scalable regional solutions.

Qualifications

• Bachelor's degree in business, statistics, science or a related discipline.
• Minimum 10 years in Sales Force Effectiveness, commercial operations or CRM in th

Responsibilities

• Define and maintain the regional SFE framework covering field force sizing and structure, territory design and targeting.
• Set regional segmentation, targeting and call-plan design principles, including channel mix and reach across markets.
• Set the regional sales target-setting and incentive-compensation design principles and governance.

Skills

Sales Force Effectiveness

CRM

Commercial operations

Education

Bachelor's degree

Tools

Veeva

EZ Engage

Job description

Zuellig Pharma is a leading healthcare solutions company in Asia, and our purpose is to make healthcare more accessible to the communities we serve. We provide world‑class distribution, digital, and commercial services to support the growing healthcare needs in this region.

The company was started a hundred years ago and has grown to become a multibillion‑dollar business covering 17 markets with over12,000 employees. Our people serve more than 200,000 medical facilities and work with over 450 clients, including the top 20 pharmaceutical companies in the world.

Purpose of the Role:

The Regional SFE & CRM runs the APAC Sales Force Effectiveness and CRM across both Zuellig Pharma's commercial businesses, Commercialization and Distribution.

What You'll Do:

• Regional SFE framework, standards and governanceDefine and maintain the regional SFE framework covering field force sizing and structure, territory design, segmentation and targeting, call planning, target setting, incentives, recognition, KPIs and field governance. Set common methodologies, templates, definitions and minimum standards, approve justified exceptions, and prevent country‑specific variants becoming parallel processes. Run the regional SFE governance rhythm and benchmark markets against it. Own the regional TBP/ABP methodology and planning standards.
• Field force design, targeting and call‑plan standardsLead or quality‑assure complex cross‑market and launch‑related field force sizing, structure, territory and deployment analyses. Set regional segmentation, targeting and call‑plan design principles, including channel mix and frequency guardrails, and assessing effectiveness across markets. Maintain regional benchmarks for field productivity, coverage, call‑plan adherence and resource utilization.
• Target setting and incentive design principlesSet the regional sales target‑setting and incentive‑compensation design principles, governance and review cadence. Review achievement and payout patterns across markets and adjust the principles where they distort behaviour. Markets calculate and execute within the approved rules and fund their own incentive pools.
• Trade investment and distribution supportSet the regional trade spend allocation framework and ROI logic with Distribution leadership and govern how markets apply it. Set the standards for trade promotion investment‑mix review using BI's ROI reporting, and the methodology for distribution network design analysis. The Distribution business owns the investment and network decisions.
• Customer engagement and omnichannel designOwn the regional customer‑engagement model and channel‑mix design standards across field, digital and remote channels, under the Regional Head's omnichannel agenda. Set the guardrails for engagement frequency, channel sequencing and reach across segments, and assess engagement effectiveness across markets. Translate engagement‑model decisions into CRM and platform requirements.
• CRM operating model, roadmap and release governanceOwn the regional CRM operating model and business standards for Veeva, EZ Engage and related sales technology, aligned with Group/Global and IT platform direction. Translate commercial requirements into a prioritized regional roadmap and backlog. Govern regional releases, major enhancements, data requirements, testing, rollout readiness and adoption. Set call and activity master‑data standards and adoption measures; sales master‑data standards remain with BI.
• Cross‑functional enablementPartner with Regional BI on data feeds, analytics, dashboards and confirmed performance data, avoiding duplicate reporting capability inside SFE/CRM. Partner with Regional Training on CRM adoption, SFE onboarding, manager capability and field‑governance follow‑through. Support regional launches, new‑business proposals and transformation programmes with integrated SFE design and CRM enablement.
• Team and market leadershipLead, coach and develop the Regional SFE Manager, Regional CRM Manager and analysts in scope; set goals, review performance and build succession. Act as the regional functional counterpart for market SFE and CRM Leads and Managers, providing standards, coaching, quality challenge and escalation support. Escalate cross‑market and cross‑function trade‑offs to the Regional Head of Commercial Excellence with a recommendation.

What will make you successful:

Must‑Have:

• Bachelor's degree in business, statistics, science or a related discipline.
• Minimum 10 years in Sales Force Effectiveness, commercial operations or CRM in th