Commercial and Field Operations Leader

11月 27, 2024

摘要

The Commercial and Field Sales Operations Leader will be responsible for enhancing the efficiency and effectiveness of our field sales force. This role involves strategic planning and execution across targeting, segmentation, call planning, content delivery, and incentive management to ensure that our sales team reaches the right customers with the right message at the right frequency.

About the Role

Key Responsibilities:

Field Force Effectiveness:

Right Customer (Targeting & Segmentation):

Develop and implement customer targeting and segmentation strategies.

Analyze market data to identify key customer segments and opportunities.

Collaborate with marketing and sales teams to align on target customer profiles.

Right Frequency (Tiering & Call Planning):

Establish tiering strategies to prioritize customer engagement.

Design and manage call planning processes to optimize field force scheduling.

Monitor call plan adherence and adjust strategies based on performance metrics.

Right Delivery (Capabilities & OCE Orchestration):*

Enhance field force capabilities through training and development initiatives.

Oversee the implementation of OCE* (Omnichannel Customer Engagement) tools.

Ensure seamless integration of technology solutions to support sales activities.

Incentives:

Design and manage incentive programs to motivate and reward the sales team.

Align incentives with company objectives and sales targets.

Analyze the effectiveness of incentive schemes and make necessary adjustments.
Qualifications:
- Education:
- Bachelor’s degree in business, Marketing, or a related field; MBA preferred.
- Experience:
- Minimum of 8 years of experience in sales operations or commercial leadership roles.
- Proven track record in enhancing sales force effectiveness and productivity.
- Experience with OCE* tools and orchestrating customer engagement strategies.
- Skills:
- Strong analytical and strategic planning abilities.
- Excellent leadership and team management skills.
- Proficient in CRM systems and sales analytics tools.
- Exceptional communication and interpersonal skills.
- Ability to work cross-functionally with marketing, sales, and IT departments.
Competencies:
- Strategic thinker with the ability to translate data into actionable plans.
- Results-oriented with a focus on achieving sales targets and driving growth.
- Innovative mindset with a willingness to adopt new technologies and methodologies.
- Strong organizational skills with the ability to manage multiple projects simultaneously.

Why Novartis: Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? http://www.novartis.com/about/strategy/people-and-culture

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Benefits and Rewards: Read our handbook to learn about all the ways we’ll help you thrive personally and professionally: http://www.novartis.com/careers/benefits-rewards

Company / Legal Entity

SKA2 (FCRS = SK002) Novartis s.r.o

Novartis is committed to building an outstanding, inclusive work environment and diverse teams' representative of the patients and communities we serve.

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Job ID

REQ-10031508