Sales Force Effectiveness Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at https://www.jnj.com

Job Function:

Sales Enablement

Job Sub Function:

Sales Effectiveness

Job Category:

Professional

All Job Posting Locations:

Singapore, Singapore

Job Description:

General Summary

• This regional role is responsible for engaging with markets and functional teams to lead, shape and build Sales Force Effectiveness (SFE) capabilities and standards across Surgical Vision and Vision Care in APAC.
• Implement fact-based approaches to measure SFE capabilities in the areas of sales strategy, sales force design, customer engagement process, people & skills, motivation and operations.
• Design, develop and deliver intelligence and analytic solutions to support SFE improvements.
• Drive collaboration & alignment between region, markets and functions to continuously improve SFE capabilities & processes.
• Lead the CRM team to enhance user adoption among commercial team members through continuous improvement of usability and value, enabling effective collection of customer engagement data for insights that boost customer engagement.

Sales Force Effectiveness

• Co-create strategic SFE vision, strategies, and initiatives, in close collaboration with markets, to create a world class sales force.
• Create a framework for evaluating SFE performance standards, dashboards, key indicators, and metrics to assess execution and performance.
• SFE drivers include (but are not limited to) customer segmentation, growth priorities, sales team structure, territory design, account planning, sell-in to sell-out processes, sales tools, performance tracking, incentive design, reporting, analytics etc.
• Responsible for developing guiding principles and guidance for incentive design to develop compliant, accelerated growth by motivating the sales team.
• Analyze and interpret both internal and external factors that affect sales performance.
• Develop SFE consultation toolkits, designed to drive SFE improvement in the markets.
• Provides insights to market commercial teams on SFE; shares and drives best practices; provides suggestions for continuous improvement; provides counsel and practical information.
• Turn strategy into execution. Partner to develop, prepare and implement SFE improvement projects. Prioritize and focus on the drivers that most impact the market’s current strategy. Establish clarity on improvement steps, expected outcomes and implementation schedule.
• Partner with markets to improve their commercial effectiveness by providing impactful tools, solutions & data insights that inspire & empower them.
• Develop and implement a system of monitoring and reporting progress on established strategic and tactical objectives.
• Leverage technology, data and external expertise to implement new business tools to meet evolving business and market needs.

Qualifications:

• Education Requirements: Bachelor’s degree or equivalent.
• Min 8 years of relevant commercial experience (sales/ marketing/ commercial excellence).
• Experience in project management. Experience in market research and/or consultancy will be an advantage.
• Analytical skills to link data to business performance to arrive at practical initiatives.
• Strong communication & presentation skills. Confidence to present findings to all levels of management.
• Good knowledge in MS PowerPoint, Excel.
• Knowledge of CRM.
• Mandarin fluency will be an advantage.