regional sales manager.

sales capability building, field management guidelines as well as incentive & rewards.
ESSENTIAL DUTIES & RESPONSIBILITIES
• Engage with & support sales team to operationalize sales strategy in terms of: Understanding
sources of growth at territory, sales route & outlet levels; Understanding geographic & channel
dynamics; Executing customer segmentation, classification, prioritization & targeting.
• Optimize salesforce size, structure & deployment based on territory potential, customer
classification, customer facing time & span of control.
• Design, align, deploy & enable stakeholders in executing selling & sales operational processes
(target setting & allocation, customer master data management, Salesforce master data
management, guidelines on field management, execution & disciplines, etc.) including but not
limited to:
o Responsible for sales analysis to facilitate stakeholders to plan & forecast for each
account
o Establish the operational sales standard reporting system & early warning analysis
system of the indicators of each territory
o Responsible for data management, including data acquisition, calibration, matching &
system maintain.
o Monitor data accuracy, identify root causes & to finally improve data quality.
• Analyze & track sales results & salesforce activities across all platforms (SFDC & Power BI);
generate insights, provide reporting & monitor results against needs of key stakeholders,
implementing corrective actions when gaps are identified
• Act as a custodian for assigned selling & sales operation processes by tracking process execution
by stakeholders to ensure process compliance as well as process improvement & simplification
• Develop & implement sales management process tools & policies to improve or optimize the
sales effectiveness.
• Proactively assess & make recommendations in support of salesforce development, supporting
cross-functional collaboration & initiating development activities through the training team &
other support functions
• Work with sales leaders to design, review, communicate & calculate incentive & reward scheme
to support business priorities, manage sales behavior & results.
BUSINESS OUTCOMES
• Optimal salesforce structure, size & deployment; territory design, alignment, segmentation &
targeting with cross-regional alignment to Business Area/country strategy
• Accurate real-time tracking of KPIs & metrics for digital/remote & F2F engagements
• Customized SX programs by BA/countries/APAC to address unique opportunities & drive
business results
• Data integration across platforms to reflect end-to-end customer engagement & business results
• Motivated & well skilled salesforce for optimal efficiency & drive productivityKEY BUSINESS CHALLENGES
• Varying levels of digital & analytic knowledge/skill across the organization Job DescriptionPage 2 of 2• Diversity & complexity of stakeholder influence & alignment cross-functionally & cross-regionally
• Securing appropriate, reliable sales analytics (difficult-to-measure activities, non-compliance to
operational processes) & from multiple platforms (not originally designed together)
• Identifying & implementing the right processes for both current & future/anticipated business
needs/trends/opportunities, in a rapidly evolving & digitized healthcare environment
MINIMUM QUALIFICATION REQUIREMENTS
Education
Minimum bachelor’s degree in Business, statistics, mathematics & related majors.
Equivalent education & experience