Field Force Automation and Trade/ CHC Sales Force Effectiveness Manager

Field Force Automation and Trade/Consumer Healthcare Sales Force Effectiveness Manager

- Work location: District 4 - Ho Chi Minh City

- Report to: Commercial Excellent Head

MAIN DUTIES:

*A. Sales Force Effectiveness of Trade/CHC channel**

1. **Sizing** – ensures optimal number of Trade team, as well as appropriate span of control, are in each line/team, by utilizing/implementing the Sales Force Allocation.

2. **Structure** – ensures that territory deployment and accounts assignment are accurate and of optimal use of SF resource.

3. **Segmentation and Targeting** – lead pharmacy segmentation, classification and targeting, and set the right target customers for Trade/CHC Rep.

4. **Incentives Management** – develop incentives plan for Trade/CHC team are aligned with brand plan objectives and follow regional guidelines.

5. **Monitors and keeps track of Trade/CHC KPIs performance**. Conducts gap analysis, drives corrective and preventive POAs and changes to address performance issues.

*B. Sales Force Automation for All ZPT**

1. **Systems**: deploy Field Force Automation (FFA) platforms for Ethical and Trade business to drive consistency across functions and efficiency of field and marketing operation.

a. Develop system database SOPs and drive the process execution to manage full, clean, and updated data on the systems.

b. Build and conduct comprehensive user training and reinforcement programs. Optimize various training methods to achieve high level of user understanding and application.

c. Manage systems operation and users access including collaboration with IT and ZPT Operation for device equipment and installation.

d. Provide user helpdesk for troubleshooting including tracking duration of issues for FFE KPIs measurement.

2. **Systems Integration**

a. Develop capacity to consolidate data to enable consistency in report and insights working with Business Insights and Analytics where appropriate.

b. Collaborate with FFE, BI, Digital and IT to develop integration solution among internal/external systems (e.g. Veeva, eZTrade, eZFlow, eZRx, Sales 360, Trade Infrared, Tender, IQVIA, Euromonitor etc.).

3. **Reports and Analysis**: adhere to ZP Therapeutics reporting standards and governance procedures, providing meaningful reports, analysis, information, and insights in coordination with SFE, BI, Training and regional team.

a. Build summary report of FFE, MCE and activity KPIs for line managers and management team.

b. Develop, roll out and manage FFE, MCE and activity KPIs dashboard on system for users (e.g. Veeva and eZTrade).

c. Understand business priorities and challenges to provide analysis on KPIs performance and gaps that support for optimizing opportunities and addressing the gaps.

**4. Continuous Improvement**

a. Actively observe and seek feedback from users, identify business challenges and opportunities and propose solutions.

b. Effectively work with local and regional teams to develop solutions for local business requirements.

c. Develop strong relationships with key partners to ensure alignment across functions, working proactively and constructively with the relevant teams and supporting cross-functional collaboration.

d. Undertake evaluation of new commercial systems and technologies as applicable, ensuring compliance with ZP Therapeutics broader technology infrastructure, policies, and guidelines.

**5. Projects Involvement**

a. Lead deployment of new FFA initiative and/or platform into local markets ensuring successful implementation.

b. Actively participate in projects and/or initiatives assigned by line manager.

1. Education & Qualification

- University degrees. MBA is preferred.

- Knowledgeable of CRM, and Sales Force Excellence tools and systems.

2. Working Experience

- Minimum 3-5 years of experience in related roles including Sales, Marketing, System management, SFE.

- Experience in healthcare industry and knowledge of commercial aspects.

3.Skills

- Leadership and influencing.

- Strategic thinking and planning.

- Business acumen.

- Good at building data infrastructure and user interface design.

- Ability to analyze data and turn it into information and insights.

- Good at Excel. Tableau and/or Power BI is preferred.

- Ability to build dashboards and reports.

- English language proficiency verbally and in writing.

4. Other Specific Requirements

- Detail-oriented, accurate, and trustworthy.

- Persistent and industrious.