Mission

Sales Force Effectiveness (SFE) Manager will serve as a strategic partner of sales force in Companion Animal Business Segment (CA) and Livestock Business Segment (LS) being responsible for the development, execution, and continuous improvement of sales force effectiveness in line with global strategy and local requirements aiming for a high performing sales organization.

Basic Purpose of the job

• Lead, identify and implement SFE end-to-end processes, i.e., training & coaching for customer facing functions, customer segmentation & targeting, KPI tracking & analysis with insight, and sales incentive programs for the sales force.
• Lead the local implementation of the global & regional SFE initiatives.
• Manage SFE related changes and communicate with Leadership Team and marketing, sales, technical service teams of CA and LS
Communicate with local and global stakeholders in a timely manner concerning SFE.

Accountabilities

< Training & coaching >

• Provide training & coaching to sales force including first line managers to implement comprehensive and effective selling skill.

< Customer segmentation & targeting >

• Make an optimal customer segmentation jointly with CA and LS relevant functions in line with global Customer Value Management (CVM) and local business strategy.
• Make a guidance to specify target customers based on the potential, sales of Boehringer products, number of veterinarians (CA), number of sow (Swine) in line with global CVM.
• Propose sales organization an optimal resource for strategic planning of CA and LS.
• Propose a target number of visit to target customers and agree with CA and LS.

< KPI tracking & analysis with insight >

• Manage a sales performance framework incl. KPIs via internal (CRM) and third-party data.
• Set an effective KPI jointly with CA and LS, including those of distributors as far as possible, monitor the KPI, review the results, analyze deviation, if any, find root cause, and propose CA and LS actions to be taken for improvement in accordance with PDCA cycle.
• Participate to Sales Managers meeting or any other appropriate meetings to ensure sufficient communication to implement SFE and CRM and receive any feedback from CA and LS for continuous improvement of SFE tasks.
• Collect sales team’s requirements, provide hands-on support to sales team. Work with CRM Manager, Data Steward, and IT to ensure there is seamless reporting on CRM and DWH platform.

< Sales incentive programs for the field force (FFI) >
Contribute for making FFI in accordance with FFI SOP.

Required Capabilities (Skills, Experiences)

• SFE related, Sales and/or Marketing (Selling Process, Segmentation & Targeting, CRM, Sales Incentives, etc.) at least a few years ideally with experience in the field.
• Working in Animal Health or Human Pharma industry (ideally for more than 5 years)
• Strong leadership and results-oriented motivation
• Strategic thinking and logical thinking
• Good communication and speaking up, with Japanese and non-Japanese colleagues, local senior management and global SFE leaders.
• Good English skill (ideally TOEIC above 730)
• Leading cross-functional activities involving people, including project management
• Good documentation skill
• Good presentation skill
• Skill to analyze quantitatively and qualitatively, find root cause and propose data driven recommendation for improvement.
• Attention to detail and quality focused.
• Use MS Excel, MS Access and others for data management, ideally, statistics and modeling experience.
• Solid and proactive approach to problem solving.
• Understand global strategy and initiative and implement locally.
  

Required education

Bachelors Degree

Required software skills

Veeva, tableau, PPT, Excel & Excel VBA, MS Access, Microsoft Power BI

Base of working place

Osaki


Recruiter:K Nagai