Job Description

• Drive sales productivity and efficiency across our HEC organization through ComEx and SFE processes.
• Enable decision support tools and playbook to optimize Sales Force sizing, structure and allocation and implement across markets.
• Lead the implementation of regional SFE strategies and initiatives ensuring consistent process, methodology, tool and alignment with business objectives.

Essential Responsibilities:

Customer Segmentation and Targeting:

• Develop and refine customer segmentation and targeting models based on key criteria (e.g., revenue potential, product adoption, industry).

• Establish clear targeting strategies and guidelines to prioritize customer engagement.

• Design and implement effective go-to-market models tailored to different customer segments and market dynamics.

• Provide guidance on the process, ensuring consistency and alignment with the framework.

• Analyze customer data to identify trends and opportunities for improvement.

• Collaborate with Sales to optimize customer segmentation and targeting processes and workflows.

• Evaluate and improve sales coverage models to maximize market penetration.

Field Force Sizing & Optimization:

• Develop a robust field force sizing methodology based on market potential, go-to-market design, field force workload, and business strategy.

• Provide guidance on field force structure, territory alignment, and resource allocation to ensure field force sizing aligns with strategic objectives.

• Analyze sales performance data to identify areas for resource optimization and efficiency gains.

• Leverage MCQ channel performance map to optimize F2F + digital channels mix in the GTM optimization.

Territory Alignment:

• Standardized territory alignment process and methodology with including internal and external factors such as
• Opportunity distribution and potential.
• Field force workload and service requirements.
• Travel time and geographic considerations.
• Territory size and density.
• Provide guidance and support markets on the territory alignment process, ensuring consistency and alignment with the framework.
• Ensure territories are balanced to optimize sales rep productivity and customer coverage.
• Develop and maintain reporting on territory alignment effectiveness.

Sales Performance Analysis and Reporting:

• Collaborate with SFE market lead to provide sales performance data.

• Develop and generate comprehensive sales performance analysis reports, identifying key trends, opportunities, risks, and areas for improvement.

• Develop and maintain key performance indicators (KPIs) and dashboards to track sales effectiveness on quantity, targeting and quality (QTQ).

• Prepare regular reports and presentations for senior management, providing insights and recommendations based on data analysis.

Leadership Responsibilities:

• Manage and oversee team’s delivery of team/function goals to drive execution against goals set
• Drive and manage learning and development of team in the area of Client Management and DKSH behaviors to achieve team/function goals
• Role model development, planning, communication and monitoring of ComEx HEC priorities.
• Self-awareness and learning agility: take the lead to learn and understand the implication DKSH HEC commercial data has on its business model.
• Drive self-learning in the area of commercial operation concerning DKSH HEC unique challenges and the DKSH way of working.
• Ability to work in a highly matrixed environment

Functional Skills:

• Subject matter expert in ComEx, special focus on SFE.
• Entrepreneurial spirit, open-minded, passionate about teamwork/winning together.
• Strategic thinking and strong communication skills.
• Passionate about digital transformation in healthcare
• Demonstrate fluency in English, both written and spoken

Education:

• Background education in Pharmacy or Health Sciences or IT or Computer Science.
• Proficiency in English.
• Master’s degree in business or related field is a plus.

Work Experience:

• Minimum five to eight years’ experience in a similar role
• Experience at the commercial management level (sales and / or marketing) is highly recommended.
• Proven track record of delivering SFE initiatives at scale in mid – large size organizations and / or in relevant markets.