Sales Force Effectiveness Manager [Thailand]

 

With a unique legacy in dermatology as well as decades of cutting-edge innovation, Galderma is the pure-play dermatology category leader, present in approximately 90 countries. We deliver an innovative, science-based portfolio of premium flagship brands and services that spans the full spectrum of the fast-growing dermatology market through Injectable Aesthetics, Dermo-cosmetics, and Therapeutic Dermatology. Since our foundation in 1981, we have dedicated our focus and passion to the human body’s largest organ – the skin – meeting individual consumer and patient needs with superior outcomes in partnership with healthcare professionals. Because we understand that the skin we’re in shapes our lives, we are advancing dermatology for every skin story.

We look for people who focus on getting results, embrace learning and bring a positive energy. They must combine initiative with a sense of teamwork and collaboration. Above all, they must be passionate about doing something meaningful for consumers, patients, and the healthcare professionals we serve every day. We aim to empower each employee and promote their personal growth while ensuring business needs are met now and into the future. Across our company, we embrace diversity and respect the dignity, privacy, and personal rights of every employee.

At Galderma, we actively give our teams reasons to believe in our bold ambition to become the leading dermatology company in the world. With us, you have the ultimate opportunity to gain new and challenging work experiences and create an unparalleled, direct impact.

Job Title: Sales Force Effectiveness Manager

Location: Bangkok, Thailand: 20% travel or mobility is required.

Job Description:
Sales Force Effectiveness (SFE) Manager is responsible in the following to increase sales productivity, achieve top line sales plan, EBIT growth and excellent in execution across all BU in Thailand.

To drive Commercial Excellence Roadmap for Thailand to be the best in industry class sales execution through design and build fundamentals in process, system, and people. Driving Sales Force Effectiveness drivers, strengthening sales capabilities through implementation of Galderma JPAC Sales Academy, Salesforce Onboarding and sustaining best practices through consistent performance management and country best practice sharing on sales initiatives aligning to Integrated Dermatology Strategy. Partner with the BUD and Head of Sales to identify gaps and opportunity in the sales operation plan, and to provide solutions and tools to drive best in class execution. For example, Customer Segmentation and Targeting, Sales Force Sizing & Structure, Territory Target Setting and Deployment, Sales Incentive Assessment and Design, Sales and Sales Manager’s Capability Building and Implementation of Sales Automation and Learning Management System (e.g., Veeva CRM and PATH) to analyse business performance through Channel, HCP coverage and SFE KPIs tracking.

.

Key Responsibilities:

Overall, this role will be work closely in alignment with JPAC Commercial Excellence Manager and showing strong leadership and commitment to drive Go BEST! journey through improvement of process, system, and people across all Business Units in Thailand.

• Lead Sales Force Effectiveness (SFE) strategy and levers for Thailand, including
  • Customer Segmentation & Targeting, Pharmacy, Aesthetics and Medical Detailing.
  • Sales Force Design (Size, Structure & Resource Allocation) and Territory Alignment including KAM.
  • Developing Job Descriptions, Training, and Coaching of the Salesforces establishing consistent training formats that enhance the ability to deliver improved commercial outcomes and aligning to Sales Competency Model (Project SHINE) across countries.
  • Sales Incentive Assessment, SIP Design, Rewards and Recognitions.
  • Sales Automation (Veeva CRM/CLM/PATH): Customer Relationship Management System and support an internal Learning Management System and Commercial Business Intelligence tool.
  • Establishment of KPIs of Sales developing metrics and scorecards. Implement and lead the country-by-country business performance.
• Maximize Brand Value in Store: Enable Sales Force Effectiveness (SFE) analysis for key categories and connect with SFE experts to identify the right coverage strategy and supports investments for growth aligned to Sales strategies, including field and account selling sufficiency to deliver leading Share of Voice (SOV).
  • Optimize assortment to improve NNS/su and mix profitability (providing consultancy to Cx/OTC BU)
  • Optimise AVR, pricing & margin relative to channel dynamics (providing Strategic Revenue Management – SRM – consultancy to Cx/OTC BU)
  • Optimize Channel Trade Spending effectiveness by category and for total channel (in partnership with Channel finance manager and local Market teams)
• Drive Sales Academy across different sales roles including Salesforce Onboarding, Basic Training, Level I, Level II, and Train the Trainer classes for Front-line Sales Representatives, Sales Managers and Key Account Managers across all BU based on training needs and sales competency gap.
• Collaborate with various departments in Sales, Marketing, Human Resources, Medical and SFE in the region and global to provide a balanced and integrated sales training program. For example, Situational Leadership, Disease and Product Knowledge, Customer Segmentation and Targeting, Veeva Engage Orchestrate, Coaching and Leading High-Performance team.
• Other duties as assigned.

Skills & Qualifications:

• Bachelor's degree in Science, Business, Education, Psychology, or a related field, required
• Five or more years of previous Sales Training Manager, Corporate SFE/Training Manager, or related experience within a regional/cluster matrix environment preferred
• Previous extensive sales experience is must (e.g., Sales Rep/Medical or Medical Device Rep, Key Account Manager, Territory Manager/District Sales Manager, etc.)
• Proficient in MS Office; especially Word, Excel, and PowerPoint; experience working with sales tracking and reporting software
• Ability to demonstrate excellent presentation/facilitation skills
• Ability to demonstrate leadership abilities (e.g., team lead, project lead, and/or people management)
• Ability to demonstrate high level of Passion for Purpose, Accountability, Collaboration, and External Focus.
• Ability to work in a cross functional team environment.

 

.