Responsibilities:

Strategic Leadership:

• Develop and lead the strategies to improve sales force effectiveness and enhance sales productivity, efficiency, and overall performance
• Stay abreast of industry best practices, emerging trends, and technological advancements in sales effectiveness and CRM
• Identify opportunities for process enhancements and implement innovative solutions to optimize sales performance and CRM efficiency

Sales Incentive Programs:

• Design and roll out Sales Incentive Programs including Reward and Recognition Program that motivate and reward high-performing sales representatives. Ensure that incentive programs align with the organization's sales objectives and provide incentives that drive desired sales behaviors. Review of incentive schemes (annually/quarterly)
• Work closely with Agency for Target setting and Sales Incentive Analysis to align with regional guidance, company strategy and ensure consistency across all Business Units
• Manage and monitor incentive plan within budget to support achievement of operational plan and ensure 100% compliance

Performance Metrics and Analytics:

• Structure target setting process and bring in the fairness element with respective potential mapping in target setting to sales representative level
• Develop and track key performance metrics to evaluate the sales team's performance, productivity, effectiveness and identify areas for improvement

Sales Tools, Data Analysis, and Reporting:

• Develop and deliver regular reports to senior management, highlighting key findings, performance trends, and opportunities for improvement
• Analyze and conduct comprehensive analysis of both internal & external sales data, CRM usage and market trends to provide actionable insights and strategic recommendations
• Evaluate and implement sales tools and technologies that enable the commercial team to be more efficient and effective. This includes CRM systems, sales automation tools, and analytics platforms that support sales force effectiveness
• Collaborate with relevance function e.g. AP Digital & Data Analytics and IT to create internal analytics dashboards e.g. internal sales report, market data, Digital engagement persona, OCE Dashboard
• Implement data-driven strategies to refine sales processes and drive business growth

Customer Relation Management:

• Partner with BU Leads, PMs and Sales Team to generate the proper Targeting and Segmentation (T&S analysis) including HCO/HCP/HCC Persona which aligned with business strategy
• Support and drive strategic and operational excellence in the field force by working with sales teams and other functions to lead field force effectiveness initiatives
• Work with commercial team to design and implement sales force model / structure and related territory alignment

SFE & CRM Training:

• Design and provide sales training programs, tools, and processes to ensure the sales team is equipped to meet targets (both qualitative and quantitative) and drive business growth

Qualifications:

• Bachelor’s Degree in Pharm / Science, Business Administration, Marketing, Engineering, Data Analytics or a related field. MBA is preferable
• Able to communicate in both Thai and English effectively, both verbally and in writing
• Minimum 2-3 years in pharma industry or a similar business intelligence role, together with well-developed business analytics, market research, project management skills is preferable