DKSH

Job Summary

The (Sr.) Salesforce Effectiveness Manager is responsible for developing, implementing, and continuously optimizing strategies, processes, tools, and systems that enhance sales force productivity and support sustainable business growth. This role partners closely with commercial teams to deliver data-driven insights and tailored solutions that drive strategic decision-making. As a people manager, the role also involves leading and developing an SFE team to ensure high performance and capability growth. All activities are conducted in full compliance with the IRPMA Code of Conduct, DKSH IHCP Manual, and relevant healthcare industry regulations.

General Responsibilities

• SFE Framework & Governance: Design, implement, and continuously enhance a comprehensive sales force effectiveness framework that supports commercial excellence and field productivity.
• Process & System Enablement: Lead the development and deployment of SFE tools and systems to support sales planning, execution, and performance tracking.
• CRM Utilization & Customer Insights: Drive effective use of CRM systems to monitor customer interactions, manage data, and support segmentation and targeting strategies.
• Performance Monitoring & Reporting: Oversee the development of a robust reporting platform to provide accurate, timely insights for internal sales performance reviews and strategic planning.
• Incentive Design & Target Setting: Collaborate with commercial teams to design incentive schemes and define sales targets that align with business objectives and drive motivation.
• Cross-functional Collaboration: Partner with sales, marketing, and other stakeholders to understand commercial needs and deliver tailored SFE solutions that enhance field execution.
• Team Leadership & Development: Lead, coach, and develop the SFE team to ensure high performance, continuous learning, and alignment with organizational goals.
• Compliance & Governance: Ensure all SFE activities adhere to internal policies and external regulations, including the IRPMA Code of Conduct and DKSH IHCP Manual.
• Training Framework (if applicable): Formulate and enhance an integrated sales force training framework to support capability development and elevate performance.

Functional Skills and Knowledge

• Sales Force Effectiveness Expertise: Deep understanding of SFE frameworks, KPI setting, territory alignment, and performance management.
• Data Analysis & Insight Generation: Ability to analyze complex sales data and deliver actionable, strategic insights.
• CRM & Digital Tools: Proficiency in CRM platforms and related field force systems to drive execution and visibility.
• Incentive Scheme & Target Setting: Strong experience in designing fair, motivating, and business-aligned incentive programs.
• Cross-functional Collaboration: Strong stakeholder management skills to align with Sales, Marketing, and Commercial leadership.

Soft Skills

• Analytical & Problem-Solving: Strong ability to interpret data, identify trends, and develop practical, data-driven solutions.
• Communication & Collaboration: Excellent interpersonal and presentation skills, with the ability to influence cross-functional stakeholders and engage senior leadership effectively.
• Adaptability & Strategic Thinking: Comfortable working in dynamic environments, with a strategic mindset to align SFE initiatives to business goals.
• English Proficiency: Strong written and verbal English communication skills for business reporting, collaboration, and presentations.
• MS Office Skills: Advanced Excel (data analysis, pivot tables, dashboards), strong PowerPoint (executive presentations), and proficiency in Word and Outlook.
• People Leadership: Experience in leading and developing teams is an advantage, especially in driving high performance and capability growth.

Education

• Bachelor's Degree in Business Administration, Marketing, Economics, or a related field.
• Master's Degree (Preferred, but not required) in Business Administration (MBA), Marketing, Data Analytics, or a related advanced degree.
• Certifications in Sales Management, Data Analytics, CRM Systems (e.g., Salesforce certification), or Project Management (e.g., PMP) would be considered a plus.

Work experience

• Minimum 5 years in sales operations, sales effectiveness, or analytics roles, with a strong focus on improving sales productivity.
• Hands-on experience with CRM systems (e.g., Salesforce) and sales performance analysis.
• Experience in incentive design, sales targeting, and territory management to drive business growth.
• Healthcare or pharmaceutical industry experience is a plus, with knowledge of relevant compliance regulations.