SFE & CD Manager
MSD
Prague, CZ
před 23 dny

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Enter your email to apply Requisition ID : MAR006810

MSD is a global health care leader with a diversified portfolio of prescription medicines, vaccines and animal health products.

The difference between potential and achievement lies in the spark that fuels innovation and inventiveness; this is the space where MSD has codified its 125-

year legacy. MSD’s success is backed by ethical integrity, forward momentum, and an inspiring mission to achieve new milestones in global healthcare.

MSD’s Global Human Health (GHH) Division abides by a patient first, profits later ideology. Results-driven and ambitious, this team of individuals represents a functional balance between meeting company objectives and the needs of people around the world.

The division is comprised of sales and marketing professionals who are passionate about their role in bringing MSD's prescription medicines, vaccines, and other medical products to our customers worldwide.

Position Overview - Basic Functions & Responsibility

The incumbent is responsible to develop and implement MSD CZ Sales Force Effectiveness Plan and leading projects that increase Sales Force Capabilities.

The incumbent leads the development of sales force structures, call reporting, activity data gathering and analysis, segmentation, targeting, territory management tools, incentive and performance management systems.

The incumbent prepares sales performance analysis (IMS, SUKL data, DDS). The incumbent makes sure that MSD CZ processes, systems and activities are aligned with cluster and regional guidelines.

The incumbent develops and provides tools for sales force capability development, supports CRM and Digital Manager colleagues in improving our customer solutions and communications.

The incumbent provides data support and guidance so that sales force operations is fully in line with ethical business practices and company policies.

Sales Force Effectiveness

  • Sales Organization (Including sales managers, sales representatives, key account managers)
  • Makes sure sales force team structures are optimized according to organizational and business needs
  • Develops models and analysis tools to improve commercial effectiveness incl. structures
  • Benchmarks with other country organization and monitors competitor structures and proposes necessary improvements whenever relevant
  • Sales Operations
  • Runs on regular basis sales reports (national, team, individual) based on IMS, SUKL and DDS data
  • Runs performance dashboards and ad hoc analysis incl. correlation analysis
  • In close cooperation with CRM Specialist use KPIs dashboards to analyse and to identify best practices
  • Segmentation and Targeting
  • Identifies (in close cooperation with commercial teams) the optimal potential / loyalty / behavioral criteria to optimize segmentation and targeting in order to focus on high potential customers & runs the model
  • Territory Management
  • Develops and implements the effective territory management tools to help to improve commercial effectiveness within territories (reports, territory business plan templates )
  • Sales Incentive systems and Performance Measurement
  • Develops quota setting methods depending on market, product and business needs
  • Secures alignment among all sales teams in terms of balanced bonus pay-outs, fairness, achievability, transparency
  • Makes sure that all incentive systems are aligned with the cluster and regional guidance
  • Monitors and proposes periodic improvement in systems
  • Capability Development

  • In close cooperation with commercial teams and other relevant stakeholders identify the capability development needs
  • Develops and deploys the local Capability development plan for key marketing and sales positions (CSM, SM, KAMs, SRs )
  • Cooperates with CEE L&D and external trainers to ensure effective deployment of capability development plan

    Skills

  • Excellent at problem solving and analysis
  • Strong accountability and work ethic
  • Effective communication skills
  • Ability to work effectively in teams
  • Ability to learn fast
  • Computer proficiency, especially DataView, Excel (PowerPivot,PowerQuery), BI tools
  • Education

  • University degree, preferably in management.
  • Experience

  • Minimum 2 years experience in Sales or Marketing in Pharmaceuticals as advantage.
  • Pharma Sales Force Effectiveness experience as an advantage
  • Your role at MSD is integral to helping the world meet new breakthroughs that affect generations to come, and we’re counting on your skills and inventiveness to help make meaningful contributions to global medical advancement.

    At MSD, we’re inventing for life.

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