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Lead - Field Force Operations, Region Europe
Telangana (Sandoz)Posted Today
Full-timeonsite
Job Description
Job Description Summary
The Lead of Field Force Operations is responsible for development, implementation, adoption and governance of sales excellence/ sales force effectiveness strategy and processes across the European organization. He/she liaises with the RE, cluster and country commercial operations teams to implement initiatives. With the goal of simplifying and harmonising internal processes for best-in-class sales/field engagement and resource optimisation.Job Description
Position Purpose:
The Lead of Field Force Operations is responsible for development, implementation, adoption and governance of sales excellence/ sales force effectiveness strategy and processes across the European organization. He/she liaises with the RE, cluster and country commercial operations teams to implement initiatives. With the goal of simplifying and harmonising internal processes for best-in-class sales/field engagement and resource optimisation.
Your Key Responsibilities:
Your responsibilities include, but not limited to:
Best Practice Creation & Implementation in conjunction with Commercial Operations Hub: Establish best-in-class processes through core SFE projects/activities e.g. segmentation and targeting, field force capacity planning, call plan design and monitoring Facilitate and proactively manage best practice sharing and implementation across countries for pharmacy/substitution and tender topics Support in the process onboarding with global Hub counterparts to set and enforce the ‘Region Europe’ standards Business partner with countries and global Hub teams, to support and drive a strong onboarding and continual utilization of the Hub’s services. Ensuring it adds value to the business. Develop, upgrade and monitor FF incentive systems, TGT setting processes, implementation and execution of FF performance management Drive governance of ComOps Hub to ensure all mandatory tasks are leveraged, capacity is maximised and reprioritize efforts where needed
Sales Force Effectiveness health checks
Measure and provide solutions as to how to improve Field Force productivity through projects / activities around e.g. performance measurement and monitoring, Field Force ROI analysis, country-wise deep dive reviews. Support Business case / Resource Allocation decisions through data & insights-driven recommendations. Conduct regular Com Ex health checks with the markets and follow-up on execution of mitigation actions.
Create transparency on resource allocation across RE and offer solutions for improvement to GMs and Cluster leaders.
Ensure we keep an ‘external perspective’ by leading projects/activities to align our internal SFE activities with external benchmarks
Cross Functional Projects & Activities: Work collaboratively with the Head of digital infrastructure, the Head of Customer Engagement and Head of T&D to enable successful implementation of all digital initiatives impacting RE Sales capabilities, for example; Contribute to effective implementation of omni-channel tools and a culture of acceptance and utilization within the countries Collaborate with Training community in development of new training programs for customer facing functions. Provide oversight, best practices for Change Management and track ongoing field feedback for continual performance optimization, Ad hoc support for the Regional Commercial team in strategic projects.
What you’ll bring to the role:
Essential Requirements:
University degree in business administration, Master’s preferred
Background in consulting, pharmaceutical industry or FMCG 8 years +
Commercial Excellence or business leadership experience of min. 5 years
Profound knowledge of Sales Force Effectiveness and Analytics
Affinity to CRM and IT systems, digital experience desired
Sales experience of 2 years desired
Excellent project management capabilities, skills to create and roll out concrete projects
Strong analytical, presentation and communication skills, high learning agility
Superior ability to collaborate effectively with multiple styles / cultures / stakeholders, and push things through/across a global, matrixed
English fluent is a must
Why Sandoz?
Sandoz is the global leader in Biosimilar and Generic medicines, a segment of the healthcare industry that delivers 80% of the world’s medicines at 30% of the cost, touching the lives of more than 1 billion people across 100+ countries! While we are proud of our achievements, we have an ambition to do more so that everyone can achieve the basic human right of good health.
With investments in new development capabilities, production sites, new acquisitions, and partnerships, we have the opportunity to shape the future of Sandoz and help even more people gain access to low-cost, high-quality medicines, sustainably.
Our momentum is powered by an open, collaborative culture driven by our talented and ambitious colleagues, who, in return for applying their skills, experience an agile and collegiate environment with impactful careers, where diversity of thought is welcomed and where personal growth is supported!
Join us, help us make healthcare fairer and faster.
Commitment to Diversity & Inclusion:
We are committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.
Skills Desired
Agility, Cross-Functional Collaboration, Customer Engagement, Customer Experience, Customer Insights, Data Analytics, Data Strategy, Digital Marketing, Marketing Strategy, Media Campaigns, Product Marketing, Stakeholder Engagement, Stakeholder Management, Waterfall Project Management