Job Description

JOB PURPOSE:

The FFE Sr. Manager facilitates decision-making of GBU/BU Heads in terms of field force strategy and execution excellence. This is achieved through creating and delivering data-driven analytical solutions, solving business problems and providing high impact end-to-end statistical approaches.

• Be an analytical engine and advisor to GBU/Franchise to jointly improve field force execution excellence and productivity improvement
• Provide insights and recommendations on GBU/BU execution planning, and build an effective execution tracking system
• Manage field force planning process for GBU/BU
• Drive continuous customer engagement transition by leveraging digital and new technology
• Collaborate with GBU/BU, other CE teams and supporting functions to drive continuous improvement of FFE processes and activities

ORGANIZATIONAL CONTEXT:

Supervise several direct reports

KEY ACCOUNTABILITIES:

Field Force Planning

• Support business team on the field force sizing and deployment plan following business objectives
• Provide methodologies, templates, tools and analytical support to business on field force territory management (including target hospital identification and potential analysis), workload estimation, territory alignment, target setting, and listing planning
• Bring insights and experience to ensure the field force planning fits to the business nature of in China and align with business strategy
• Lead the quarterly and yearly field force planning cycle (territory alignment and target setting) with business and ensure timely delivery with quality
• Act as a key coordinator between Business team and FFE Incentive team on the incentive design to ensure strong alignment between business priority and incentive design

Execution Planning

• Closely work with business to support execution framework design and continuous improvement for customer profiling, segmentation and targeting, customer interaction planning (calls, remote engagement, and events) and objective setting
• Design execution tracking mechanisms/report and closely monitor the tracking the executions with business management team
• Provide insights and recommendations to business management on the execution status, gaps and suggestions
• Drive the continuous execution model transition with business and work closely with digital and Omni-channel excellence teams

Analysis and Insight Generation

• Manage FFE related dashboard for GBU/BU, including design, data collection, production and delivery
• Work closely with marketing and field force teams to understand and translate business needs into analytic requirements
• Provide both routine and ad-hoc analysis for GBU/BU management on execution excellence, productivity improvement and resource allocation

Operation and Data management

• Lead/Coordinate key FFE projects with GBU/BU (such as customer segmentation, field force sizing and etc.)
• Manage day to day FFE related operation supports to GBU/BU
• Coordinate with GBU/BU and other teams to fine-tune system of field force operation for better efficiency and effectiveness

FFE BA Team Management

• Manage FFE BA Team to ensure quality support to HQ and Field
• Be responsible for the people development of the FFE BA team

JOB-HOLDER ENTRY REQUIREMENTS:

Education:

• Minimum bachelor degree
• Advanced degree (such as Master, PhD, or MBA) is preferred

Experience & knowledge:

• Rich FFE/Field force management/business consulting work experience in healthcare, pharmaceutical or healthcare related industries with minimum 6+ years experience in MNC, specialty care experience is strongly preferred
• Project management experience is must, change management with FFE transformation or evolution experience is preferred
• Good knowledge of pharmaceutical field force model, territory alignment principles, target setting guidelines
• Solid knowledge in FFE tools, processes, performance tracking methodologies and analytical frameworks and in-depth understanding in the environment and operation of field team in the China pharmaceutical industry

Core competencies:

• Strong communication skills to influence the key stakeholders and collaborate with partner departments
• Strong business sense and judgment capability to identify the priority performance bottleneck
• Result oriented and willingness to take initiatives to challenge the status quo and optimize
• Strong analytical skills to drive a wide range of analysis, both independently and with teamwork
• Intellectual capacity to drive solutions within the constraints of complex business environment and processes
• Ability to navigate through cross-team dynamics and drive influences and impacts
• Good capability to learn and adapt to a rapidly changing industry environment and practices
• Ability to work under pressure and potential overtime to deliver high-quality work on a timely basis
• Good command of both written and oral English

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