SFE Manager

Division

Department

Sub Department 1

Job Purpose

To provide support for field force incentive design and management, track field force performance and analytics for field force improvement across Emerging Markets

Key Accountabilities (1/6)

Field force incentive design and management

• Support field force incentive design based on inputs from Global SFE team and Country manager
• Prepare flyers detailing incentive plans
• Prepare simulators for field force to understand incentive plans
• Prepare monthly dashboards tracking FTE level performance vs incentive and expected payouts

Key Accountabilities (2/6)

Field force performance tracking

• Facilitate alignment on field force KPIs to track based on inputs from Global SFE team and country managers
• Liaise with CFTs/third-party data providers to collect and analyse required data for performance tracking
• Design and maintain monthly dashboards to monitor field force performance across agreed KPIs

Key Accountabilities (3/6)

Analytics to support SFE initiatives

• Provide ad-hoc analytics support on ongoing SFE initiatives incl.:
• Tracking of market performance (share, growth etc.) of sales force driven products across geography
• Support to review/refine segmentation and targeting and HCP/Pharmacists lists
• Support to analyse and optimise key field force targets (e.g. share of virtual/f2f visit, visit frequency etc.)

Core Skill Sets

1. Sales Force Effectiveness (SFE) Process Expertise

2. Ability to implement and monitor SFE processes, ensuring compliance and consistency across teams.

3. Deep understanding of customer engagement frameworks like CCE.

4. Analytical & Data-Driven Decision Making

5. Strong capability in data interpretation, KPI tracking, and deriving actionable insights to optimize field performance.

6. Familiarity with data lakes, CRM systems, and reporting dashboards for performance governance.

7. Process Audit & Governance

8. Skills in conducting systematic audits of SFE processes and ensuring adherence to governance standards.

9. Knowledge of compliance frameworks and ability to enforce process discipline.

10. Training & Change Management

11. Ability to design and deliver SFE training programs for field teams and first-line managers (FLMs).

12. Strong communication and facilitation skills to drive adoption of new processes and tools.

13. Campaign KPI Design & Tracking

14. Competence in defining campaign objectives, setting measurable KPIs, and tracking performance against goals.

Experience in leveraging digital engagement tools for campaign execution and monitoring

Key Accountabilities (5/6)

Key Accountabilities (6/6)

Major Challenges

• Fragmented systems, datasets, and approaches across each DTM to best fit country's go-to-market strategy
• Stakeholder management – need alignment across multiple functions and stakeholders (CM, EM leadership, Global SFE, local Finance, HR)

Key Interactions (1/2)

• DTM stakeholders (country managers, field force leads)
• EM leadership team
• Global SFE teams

Key Interactions (2/2)

Third-party vendors (light-touch, likely only for Germany) providing field-force data

Dimensions (1/2)

• Monthly dashboard summarising rep-level performance vs incentive plan
• Monthly dashboard summarising field-force performance at country level vs agreed KPIs & target

Monthly/Quarterly dashboard showcasing field-force driven performance vs market

Dimensions (2/2)

Key Decisions (1/2)

Key Decisions (2/2)

Education Qualification

Graduate in any field with commercial background

Relevant Work Experience

• 5 - 8 years of experience in relevant SFE roles
• Good analytical and hands-on excel skills

Good communication skills