Sr Manager, Sales Force Effectiveness (SFE)

Fresenius Kabi; Lake Zurich (IL); Hybrid; USD 130,000 - 165,000; Full time

Job summary

Fresenius Kabi is seeking a Senior Manager, Sales Force Effectiveness to lead strategic SFE programs across the U.S. Region. The role drives segmentation, profiling, incentive design, and territory optimization to boost field execution and ROI.

It operates within a cross-functional matrix including Finance, HR, IT, Legal, and Marketing. The position is hybrid, requiring onsite presence in Lake Zurich, IL three days a week.

Responsibilities

• Lead the design, implementation, and governance of incentive compensation programs and monitor payout effectiveness.
• Analyze territory alignment and call planning to improve field productivity and coverage.
• Owner of the Sales Toolkit; define config, data quality, and adoption metrics for sales enablement.
• Define reporting priorities and develop dashboards for incentive performance and pipeline trends.
• Collaborate with Finance, HR, Legal, Marketing, and IT to align governance and business priorities.
• Identify cross-functional process improvements and implement scalable, user-friendly changes.

Job description

Job Summary

The Senior Manager, Sales Force Effectiveness (SFE) provides strategic and operational leadership for SFE programs across assigned U.S. Region business area(s). Within the Global Commercial Excellence framework, the position establishes and executes plans for segmentation and targeting, customer profiling and insights, incentive compensation, and territory and role design to strengthen field execution, sales productivity, and return on investment.

Serving as the senior functional subject matter expert for assigned business area(s), the role exercises independent judgment in evaluating complex commercial challenges, establishing governance standards, and recommending solutions to senior sales leadership. The position leads cross-functional initiatives involving Sales Leadership, Commercial Excellence, Finance/FP&A, IT/Data Engineering, HR/Total Rewards, Legal & Compliance, Marketing, Market Access, and Trade/Channel, with accountability for reliable data, effective controls, and actionable executive-level insights.

This is a hybrid position, and the selected candidate will be required to work onsite in the Lake Zurich, Illinois office 3 days a week.

Salary Range: $130,000 - $165,000 per year

Position is eligible to participate in a bonus plan with a target of 14% of the base salary. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.

Responsibilities

Incentive Compensation & Governance

• Lead the design, implementation, governance, and ongoing evaluation of incentive compensation programs across assigned business area(s), ensuring alignment with commercial priorities, competitive practices, applicable laws, internal policies, and financial objectives.
• Translate business objectives into incentive plan structures across sales channels; assess plan effectiveness through annual IC Health Checks, identify risks and trade-offs, and present recommendations for leadership decisions.
• Oversee IC performance monitoring, plan administration controls, issue resolution, and financial reconciliation in partnership with Finance; provide senior leadership with insights on payout trends, effectiveness, and spend.
• Develop and evaluate short-term incentive programs and contests, balancing commercial impact, financial considerations, and compliance requirements.

Sales Force Design & Territory Management

• Lead the assessment and optimization of territory alignment, sales resource deployment, and call planning to support evolving business priorities and field productivity.
• Direct geographic, customer segmentation, targeting, and coverage analyses; develop data-supported options and recommendations for sales leadership on deployment and territory structure.
• Establish governance for territory maps, alignment changes, and IC documentation through standardized Sales Toolkit processes, ensuring accuracy, transparency, and timely implementation.

Sales Toolkit Ownership & Enablement

• Serve as the accountable business owner of Sales Toolkit for assigned business area(s), establishing standards for configuration, data quality, controls, and operational performance.
• Set business priorities for platform enhancements and partner with IT and Commercial Excellence to define requirements, evaluate trade-offs, oversee implementation, and measure realized business value.
• Lead change management and adoption initiatives across field and leadership teams, including communication, training strategy, and stakeholder engagement.

Reporting & Insights

• Define reporting priorities and oversee the development and continuous improvement of dashboards and analytics for incentive performance, pipeline accuracy, and territory trends.
• Establish data governance and quality expectations; advance scalable, self-service reporting capabilities that enable timely and consistent commercial decisions.
• Synthesize complex analyses into executive-ready recommendations, clearly articulating business implications, risks, and proposed actions.

Cross-Functional Collaboration

• Provide functional leadership across Sales Leadership, Finance, HR, Legal & Compliance, Commercial Excellence, and Marketing to align incentive governance, business priorities, and implementation decisions; resolve cross-functional issues and elevate material risks as appropriate.
• Guide field enablement strategies and establish best practices for Sales Toolkit reporting, territory management, and adoption.

Continuous Improvement

• Identify and lead cross-functional process improvements, establish success measures, and oversee enhancements that strengthen efficiency, control, scalability, and user experience.
• Evaluate industry practices and emerging SFE capabilities; recommend operational standards and longer-term improvements that support comme