Career Category

Sales & Marketing Operations

Job Description

Job purpose:

Manage and improve all sales force effectiveness related processes including, Sales incentives, Resource allocation, field force activities, CRM/CLM systems, sales performance and sales tracking reports at regional and executive level
Main objective is to set proper controls and working mechanisms for SFE processes, continuously challenge and improve existing way of working to create an industry leading SFE department

Responsibilities & Outputs:

• Lead the sales force effectiveness team responsible from both Amgen and Gensenta

• Design and implement core SFE processes e.g. Segmentation & Targeting, Territory Alignment, Resource Allocation/Rightsizing, Line Structuring, Rewards & Incentive Calculation

• Identify improvement areas and generate recommendations on all core SFE processes in close collaboration with Business Units and field force representatives

• Rationalize, refine, and operationalize ongoing reporting needs (sales and engagement) for the company to focus on the most meaningful metrics and performance indicators

• Ensure BI tools provide required analytics in an efficient and comprehensive manner, lead BI tool integration efforts with the region

• Coordinates tender sales performance tracking

• Act as a single point of contact for related data vendors (e.g IMS)

• Maintain existing CRM system, setup and implement required changes

• Conduct ad-hoc business analysis based on the needs of Business Units to support commercial strategy

• Identify best practices and facilitate best practice sharing

Authority:

• Decision maker on reporting activities, field force activity tracking (segmentation, targeting, CRM rule implementation), sales incentive plan execution, supports decision making for line structuring, resource allocation, incentive mechanism set-up

• Responsible for IMS and Veeva budgets

Qualifications:

• Bachelor’s degree

• At least 7 years of relevant experience in the Pharmaceutical industry

• Min. 1-2 years of people management experience would be an asset

• Demonstrated experience in all areas related to Sales Force support: CRM, Incentive Schemes, Sales Force Activity, Objective Setting, Territory Alignment, BI Tools

• Experience that proves thorough understanding of the Key Sales Drivers in the Pharmaceutical Market

• Demonstrated experience in working in multinational companies and cross-functional environments with excellent interpersonal skills

• Analytical thinker

• Big picture oriented with attention to details

• Fluency in English and Turkish, both in oral and written communication

• Experience in working in strategic projects beyond SFE

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