Primary Function:

• Optimizes sales force efficiency and effectiveness through the development, delivery, and implementation of SFE activities across brands. This includes the integration, monitoring and analysis of performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance (and results).

• Design, implement, test, launch, and track SFA activities and campaigns (F2F and digital/remote), in collaboration with cross-functional team members and the SFE to ensure strategic alignment.

• Provide training and education to business stakeholders and users, to ensure use, adoption, and process compliance.

• Collaborates with other functional teams to deploy segmentation and targeting programs across channels and platforms to optimize business outcomes and successfully achieve strategy.

Responsibilities:

• Integrate ethical, trade and CRM to develop SFE programs that drive business needs and support sales strategy in collaboration with cross-functional leadership and stakeholders (e.g., sales/ business unit directors, regional/district/territory sales managers)

• Acts as system administrator to the SFA system, including managing all account, hierarchy, contact, opportunity, etc. management

• Develop complex macros, algorithms, and other automation processes to facilitate data mining and analysis to summarize key insights/system information for leadership (e.g., improving/automatic MIS reporting, incentive computation, customer classification, etc.)

• Modify SFA system as required to optimize processes and ensure ideal impact to the sales force

• Customize processes to facilitate use by multiple stakeholder and user groups, with varying business needs, view access, and functional expertise

• Collaborate with CommEx Lead to create mapping, hierarchies, and supporting processes in alignment with territory definition, segmentation, and targeting programs

• Assist CommEx Lead in creating processes in the SFA system to help monitor activities, in-field KPIs, sales, and leads; and to identify neglected contacts, leads, and opportunities

• Expand the proper use of the SFA and other digital/remote platforms through on-going training and education, customized to the target user group, including training related to changes to the SFA system

• Ensure data integrity through frequent data review and cleaning (e.g., merging duplicate leads/contacts/accounts, performing mass uploads/data updates, removing unnecessary/unused fields and/or data, ensuring accurate naming of screens, fields, and views to reflect current/desired workflows)

• Respond to ad hoc reporting requests

• Set and track targets and KPIs at various levels and across platforms (includes ethical, trade, CRM), employing a structured approach to problem-solving to identify and recommend solutions to the root cause(s) of problems

• Manage stakeholder expectations, balancing requests with what is possible/realistic and in alignment with SFE objectives/programming

• Leveraging data warehouse and BI tools (e.g., PowerBI, Olikview, Pentaho, Cube) to extract data and provide appropriate reporting/data visualization for MIS/SFE

• Act in alignment with compliance and regulatory expectations

Requirements:

• Bachelor's Degree in Business Administration, Finance, Statistics, Marketing or in a closely related field in marketing, sales, quantitative analysis with Information Technology knowledge; Master's Degree in Marketing or IT desirable

• Minimum 3-5 years of experience in business analysis, major computer system implementations, and/or major analytical or research studies

• Good understanding and knowledge about SFE and Healthcare/Pharma industry is preferred

• Advanced ability on the following visualization/data analysis tools: DAX Power BI (preferred), Qlikview

• Strong business acumen and understanding of sales/marketing dynamics with ability to identify business opportunities through analyses and data visualization

• Strong understanding of HCP sales environment (Public, Private, Tenders) and high digital literacy and systems-thinking approach to integrating digital as a core component of strategy

• Effective negotiation with stakeholders, managing differing priorities, personalities, styles, etc.

• Strong data management and analytics expertise

• Project management expertise and ability to foster collaboration and accountability

• Good understanding of sales skills/activities and customer relationship management

• Effective communication and training expertise to enable tool use and compliance

","industry":"Healthcare","title":"Commercial Excellence AnalystDivision: ANI International Nutrition
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)