Sales Force Effectiveness (SFE) Manager

RXILIENT MEDICAL PTE. LTD.; Singapore; On-site; SGD 80,000 - 120,000; Full time

Job summary

A healthcare company in Singapore is seeking a Sales Force Effectiveness (SFE) Manager to enhance field force effectiveness through data insights, territory planning, and CRM optimization. The role requires strong analytical skills and a background in sales operations within the pharmaceutical industry. Key responsibilities include analyzing sales data, designing incentive schemes, and optimizing resource allocation across teams.

Qualifications

• Minimum 5 years’ experience in Sales Operations or Commercial Excellence in the pharmaceutical industry.
• Solid understanding of pharmaceutical commercial models and Singapore market access dynamics.
• Ability to translate data into strategic insights for senior leadership.

Responsibilities

• Analyze sales data to provide actionable insights.
• Design and implement sales incentive schemes.
• Lead territory alignment projects to optimize resource deployment.
• Drive CRM utilization and support sales teams.
• Identify gaps in field force capabilities and propose training needs.

Skills

Analytical skills

Communication skills

Stakeholder management

Project management

Education

Bachelor’s degree in Business, Life Sciences, or related field

MBA

Tools

Excel

Power BI

Tableau

CRM systems (e.g., Veeva, Salesforce)

Job description

The Sales Force Effectiveness (SFE) Manager will be responsible for driving field force effectiveness through data-driven insights, territory planning, sales performance monitoring, incentive design, and CRM optimization. This role plays a critical part in enabling commercial excellence and supporting strategic business decisions across the pharmaceutical sales teams.

Primary duties and responsibilities

1. Sales Performance Analytics & Insights
   • Analyze sales data (IQVIA, in-house CRM, distributor data) to provide actionable insights to the sales and marketing teams.
   • Develop dashboards and reports to monitor KPIs, territory performance, and salesforce productivity.
   • Partner with cross-functional teams (e.g., marketing, medical, finance) to support business planning.
2. Incentive Scheme Design & Management
   • Design and implement fair, motivating, and compliant sales incentive schemes.
   • Conduct regular review and simulations to assess scheme effectiveness and ensure alignment with business goals.
   • Manage quarterly incentive payout processes and communication.
3. Territory Alignment & Resource Allocation
   • Lead territory alignment and segmentation projects to optimize coverage and resource deployment.
   • Support field force sizing and call activity planning.
   • Coordinate with HR and Sales Leadership on headcount tracking and hiring recommendations.
4. CRM and Digital Tool Optimization
   • Drive CRM utilization and adoption across the field force.
   • Ensure accuracy of HCP segmentation and targeting.
   • Train and support sales teams on CRM and reporting tools.
5. Field Force Capability & Commercial Excellence
   • Identify gaps in field force capabilities and propose training or coaching needs.
   • Support commercial planning processes such as cycle meetings, business reviews, and sales forecasting.
   • Champion a data-driven, performance-oriented sales culture.
   • Perform any other ad-hoc duties as and when assigned by the Company

Job Specification

• Bachelor’s degree in Business, Life Sciences, Statistics, or related field. MBA is a plus.
• Minimum 5 years’ experience in Sales Operations, SFE, or Commercial Excellence in the pharmaceutical/healthcare industry.
• Strong analytical skills with proficiency in Excel, Power BI/Tableau, and CRM systems (e.g., Veeva, Salesforce).
• Solid understanding of pharmaceutical commercial models and Singapore market access dynamics.
• Excellent communication and stakeholder management skills.
• Ability to translate data into strategic insights for senior leadership.
• Strong project management and change management capabilities.