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General Summary

• This regional role is responsible for engaging with markets and functional teams to lead, shape and build Sales Force Effectiveness (SFE) capabilities and standards across Surgical Vision and Vision Care in APAC

• Implement fact-based approaches to measure SFE capabilities in the areas of sales strategy, sales force design, customer engagement process, people & skills, motivation and operations.

• Design, develop and deliver intelligence and analytic solutions to support SFE improvements.

• Drive collaboration & alignment between region, markets and functions to continuously improve SFE capabilities & processes.

• Lead the CRM team to enhance user adoption among commercial team members through continuous improvement of usability and value, enabling effective collection of customer engagement data for insights that boost customer engagement

Sales Force Effectiveness

• Co-create strategic SFE vision, strategies, and initiatives, in close collaboration with markets, to create a world class sales force

• Create a framework for evaluating SFE performance standards, dashboards, key indicators, and metrics to assess execution and performance

• SFE drivers include (but is not limited to) customer segmentation, growth priorities, sales team structure, territory design, account planning, sell-in to sell-out processes, sales tools, performance tacking, incentive design, reporting, analytics etc.

• Responsible for developing guiding principles and guidance for incentive design to develop compliant, accelerated growth by motivating the sales team

• Analyze and interpret both internal and external factors that affect sales performance

• Develop SFE consultation toolkits, designed to drive SFE improvement in the markets.

• Provides insights to market commercial teams on SFE; Share and drive best practices; Provide suggestions for continuous improvement; Provide counsel and practical information

• Turn strategy into execution. Partner to develop, prepare and implement SFE improvement projects. Prioritizing and focusing on the drivers that most impacts the market’s current strategy. Establish clarity on improvement steps, expected outcomes and implementation schedule.

• Partner markets to improve their commercial effectiveness by providing impactful tools, solutions & data insights that inspires & empowers them

• Develop and implement a system of monitoring and reporting progress on established strategic and tactical objectives

• Leverage technology, data and external expertise to implements new business tools to meet evolving business and market needs

Qualifications:

• Education Requirements: Bachelor’s degree or equivalent

• Min 8 years of relevant commercial experience (sales/ marketing/ commercial excellence)

• Experience in project management. Experience in market research and/or consultancy will be an advantage

• Analytical skills to link data to business performance to arrive at practical initiatives

• Strong communication & presentation skills. Confidence to present findings to all levels of management

• Good knowledge in MS Powerpoint, Excel

• Knowledge of CRM

• Mandarin fluency will be an advantage