Sales Force Effectiveness (SFE) Manager

Company Overview

Menarini is the world’s largest Italian biopharmaceutical company with over 130 years of heritage and nearly 17,000 employees in 100+ countries. Menarini Asia-Pacific delivers healthcare brands across key therapeutic fields, driving improved patient outcomes in the region.

Job Summary

The Sales Force Effectiveness (SFE) Manager leads operational strategies to optimize sales productivity and organizational excellence. Partnering with commercial leadership, this role drives data-driven insights, CRM adoption, and change management to align sales activities with corporate goals and foster sustainable growth.

Duties and Responsibilities include but are not limited to:

1. Strategic Insights & Decision Support: Lead the interpretation of market intelligence and performance data to drive business strategy and provide high-level decision support for commercial leadership:

a. Be the expert contact to answer and/or direct all data-related questions from the sales teams;

b. Synthesize complex data sets into actionable strategic insights that inform management decisions on resource utilization, market opportunities, and competitive positioning;

c. Monitor the accuracy and efficiency distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports or assist in the development of new reporting tools as needed;

d. Develop and present training to user groups on how to interpret the reporting to ensure that those who are making decisions have the required answers and know how to get them;

e. Conduct proactive analysis (internal promotional data, competitive share of voice, doctor-level data) to help identify key drivers of sales performance and key areas of opportunity/challenge. Provide actionable recommendations to sales management on how to mobilise in response to opportunity/challenge;

f. Establishes processes for monitoring company, promoted product and message recall to ascertain core message delivery and competitive share of voice/mind;

g. Prepare and present appropriate monthly/quarterly and annual analysis of SFE implementation and results;

h. Preparation of the Monthly Reports to Management; and

2. Operational Excellence & CRM Strategy: Leverage the corporate CRM as a strategic enabler of process excellence, driving stakeholder capability and field force effectiveness.

a. Roll out the organisation’s CRM system particularly focusing on sales planning, call planning and coaching of field staff in their usage of the system, actively seeking to drive adoption of tools and technology.

b. Monitor the sales organization’s competency and compliance with required standards for maintaining the system and database.

c. Proactively conduct workshops to ensure input levels are effective and standards are maintained to enhance every relevant stakeholder’s capabilities in lifting sales KPIs, delivering better sales outcomes with lower costs and increasing stakeholder confidence.

d. Provide local management with a “common language” and approach to solving issues with sales effectiveness, thereby enhancing cross-functional cooperation.

3. Strategic Sales Force Effectiveness (SFE): Lead the development of a shared vision for SFE across the organization, partnering with sales and marketing leadership to drive strategic growth initiatives. Conduct deep-dive diagnostic activities to identify and execute process improvements that connect sales operations with broader commercial goals. Drive organizational change and employee awareness of SFE initiatives to foster a high-performance culture.

4. Organizational Design & Business Planning: Lead the annual business planning process for sales force structure and territory alignment. Formulate strategic recommendations for organizational design and resource allocation to maximize market coverage and realize brand objectives.

5. Segmentation: Assist sales management and other internal experts to profile the contacts/accounts that Menarini should focus on to gain the greatest potential for sales efforts, by using the data available by brand. Develop the necessary lists and information for population of suggested target lists into the corporate CRM system.

6. Sales Process Operation: Guide and develop Sales & SFE Coordinator to proactively identifies opportunities for sales process improvement by working closely with Sales & Marketing management.

7. Support HOD in designing and rolling out sales force incentive schemes in collaboration with the stakeholders in sales and marketing.

8. Ensure all training activities comply with country relevant Acts, Legislation and industry ethical standards/code of conduct;

9. Maintain communication with the regional SFE team on the progress and performance of SFE initiatives and manage and communicate potential improvements in the appropriate areas.

10. Give assistance and advice where possible and appropriate to other members of the Regional SFE Management Group.

11. Perform any other delegated responsibilities as instructed by the regional SFE Management Group within appropriate timeframe specified to meet business requirements.

12. Actively participate in partner interaction opportunities when required;

13. Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks and participate in professional organisations.

14. Perform all work in a safe manner that ensures your health and safety and that of all other employees.

15. Maintain collaborative working relationship with customers, peers and other departments.

16. Identification of continuous improvement within your areas of responsibility; and

17. Perform related responsibilities or duties as assigned by your manager.

Required competencies and certifications

• Appropriate tertiary qualifications
• Minimum 5 years’ experience in sales, sales force effectiveness, or mid-level marketing/sales management or decision support roles
• Proven track record of sales force effectiveness implementation and success
• Experience in Sales, Sales Management, Learning & Development, or healthcare analytics/services within the pharmaceutical industry

Preferred competencies and qualifications

• Proficiency in Microsoft Suite and strong computer skills
• Experience with sales CRM systems or relational database development
• Knowledge of current sales force effectiveness needs and market best practices
• Strong communication skills, both verbal and written
• Ability to build effective partnerships with cross-functional teams
• Problem-solving and decision-making skills with attention to detail and strategic perspective
• Understanding of integrated data analysis, data modeling, and ad hoc analysis
• Familiarity with primary market research and syndicated market research methodologies for pharmaceuticals is an asset
• High interpersonal skills with a collaborative approach
• Commitment to professional ethical standards in a diverse workplace
• Ability to challenge and debate organizational issues constructively
• Capacity to consider multiple perspectives and present persuasive, fact-based arguments
• Enthusiasm, motivation, and passion for working with Menarini

ABOUT MENARINI ASIA-PACIFIC

We are a global, family-owned healthcare company where our people are our priority. Present across 13 markets in Asia-Pacific, here’s why you should join us:

• Local Market Expertise, Global Footprint: As a global family-owned company, we value local knowledge and expertise to invigorate the lives of patients, people and partners
• Inclusive Flexible Workplace: We are committed to foster a culture of respect and inclusive teamwork to ensure equal opportunities in a flexible workplace
• Versatile Learning and Vibrant Opportunities: Our diverse portfolio of products in varied therapeutic areas across prescription and consumer health presents opportunities for you to take ownership of your career
• Empowered to be Entrepreneurial: We operate in a dynamic, low-bureaucracy environment where swift decision-making allows us to make a real impact
• Sustainability and Care: Be part of a company that cares. Together, commit to sustainable workplaces