主要职能 Primary Function:
Through data-driven analysis to assess field force performance and effectiveness, identify issues/opportunities for improvement and deliver key findings to relevant stakeholders to drive improvement on sales force effectiveness. Develop metrics and trackers to provide timely performance diagnostics to assessment. Support internal sales performance and promotion activity data management and provide relevant reports. Lead the sales target setting and FTE deployment projects and provide the senior management team recommendations accordingly.
主要职责 Major Responsibilities and Duties:
Deliver insightful, actionable recommendations through data-driven analysis. Identify opportunities in sales force effectiveness and continually drive the improvement and address the business needs accurately
• Develop the right trackers/metrics to track the sales force performance. Can identify issues through data analysis and help the sales force to make improvement.
• Create the analytical tool/report
• Communicate with internal and external stakeholders to better leverage the data to address the business needs/improve
Lead the sales target setting and FTE deployment projects and provide management team recommendations
• Provide consistent methodologies, templates, tools and analytical support to the sales team on territory management
• Provide hospital and physician potential assessment
• Provide call planning and workload estimation
• Optimize sales force sizing and territory setting and FTE allocation
• Develop analytical report on field force productivity & resource allocation
• Manage territory setting and target allocation process
Work closely with marketing and sales teams to understand the business needs, and provide proposals on customer/hospital segmentation and targeting
• Work closely with business team on segmentation and targeting methodology to support business
• Responsible for process documentation, standard operation procedure development and training
