The role
The Manager Commercial Excellence & Sales Force Effectiveness plays a critical role in enhancing Salesforce Effectiveness (SFE) by optimizing territory structures, targeting strategies, and the efficient use of CRM and digital platforms. You will ensure that the field force has access to the necessary data to operate. Main responsibilities include monitoring and analyzing sales-related goals, supporting the design and evaluation of incentive and bonus schemes. Furthermore, you will be CRM administrator for field teams. Additionally, you will collaborate with team members to lead continuous improvements in operational processes and data quality.

Accountabilities

Sales Force Effectiveness (SFE)

• Manage sales incentives and sales awards for the sales team
• Manage the sales targeting process, including modelling and visualization
• Oversee territory agreement, ensuring accurate geographical visualization
• Research and make recommendations on use of third-party data for customer targeting
• Identify areas of improvement and create efficiency in business processes of customer segmentation, targeting, profiling, reporting and governance
• Develop and facilitate customer targeting / profiling workshops for cycle meetings and conferences

Manage the CRM system (YSURA)

• Administer CRM across all relevant field force modules and areas
• Create, manage and execute the CRM roadmap as a sales organization enabler in meeting the needs of our customers
• Represent the needs of German commercial team need to the regional sub-team for prioritization
• Identify areas for enhancement and improved efficiency
• Understand end-user needs and translate into technical requirements and solutions
• Provide guidance and training for Sales on the use of the CRM System to assist sales representatives to measure and plan sales activity to meet the commercial objective at a yearly and cycle basis

Reporting and Analytics

• Oversee SFE reporting and analytics
• Transform customer data into applicable insights, defining main KPIs, to track sales effectiveness, customer journeys and experience
• Use advanced spreadsheet functions and BI tools (e.g., Power BI) for data analysis
• Provide regular and ad-hoc market insights and KPI reports for management review
• Evaluate existing reports by assessing usage and relevance
• Develop 360° leadership team dashboards across departments

You will report to the Business Operations Manager.

Requirements

• University degree in Business, Science, IT or a related field
• 4+ years of experience in Business Analytics and managing CRM systems, training and project management
• Knowledge of the German healthcare environment and pharmaceutical industry (3+ years of experience)
• Recognized subject matter expert in CRM Systems and taking new programs from strategy to implementation
• Experience working with vendors and team members implementing CRM

Our Benefits

CSL Seqirus is committed to attracting and retaining world-class employees who are valued for their contributions to achieving business objectives. Learn more about some of the benefits you can participate in when you join CSL Seqirus.

About CSL Seqirus

CSL Seqirus is part of CSL Limited (ASX: CSL). As one of the largest influenza vaccine providers in the world, CSL Seqirus is a major contributor to the prevention of influenza globally and a transcontinental partner in pandemic preparedness. Learn more about CSL Seqirus.
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