Area Sales Force Effectiveness Manager – ANI MENAP

@Abbott Laboratories posted 2 weeks ago

Job Description

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

  • Career development with an international company where you can grow the career you dream of .
  • A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
  • A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.


Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure®, Glucerna® and ZonePerfect® – to help get the nutrients they need to live their healthiest life.


Supervises the team of sales force effectiveness specialists ensuring the development, implementation and improvements of operational processes to increase Business Managers' effectiveness and sales force productivity.

Role Description

  • Optimizes sales force efficiency and effectiveness through the development, delivery, and implementation of SFE activities across brands. This includes the integration, monitoring and analysis of performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance (and results).
  • Drives programming related to Sizing & structure, Territory design, alignment, Account management, segmentation, and targeting.
  • Integrate ethical, trade and CRM to develop SFE programs that drive business needs and support sales strategy in collaboration with cross-functional leadership and stakeholders
  • Evaluate and track sales force activities across all platforms (SFA and digital/remote); generate insights, inform reporting (with MIS/SFA), and monitor results against needs of key stakeholders, implementing corrective actions when gaps are identified
  • Design and deploy segmentation and targeting through the integration of appropriate data (leveraging digital data), adapting to customer mix, optimal call load and geographical needs by brand/team
  • Proactively assess and make recommendations in support of sales force development, supporting cross-functional collaboration and initiating development activities through the training team and other support functions
  • Collaborate with other functions to develop transparent, systematic and automatic tools to provide in-depth analytics and measurements, integrating insights across all platforms, to ensure standards are realistically set for all programs (including reports and dashboards)
  • Act in alignment with compliance and regulatory expectations

Business Outcomes

  • Optimal sales force structure, size and deployment; territory design, alignment, segmentation and targeting with cross-regional alignment to brand/channel strategy
  • Accurate real-time tracking of KPIs and metrics for digital/remote & F2F engagements
  • Customized programs by brand/channel to address unique opportunities and drive business results
  • Data integration across platforms to reflect end-to-end customer engagement and business results
  • Incentivised sales force for optimal efficiency and drive productivity
  • Timely address of Sales Force Performance Gaps
  • Objective perspective on performance strengths and opportunities of the field force linked to business outcomes

Key Business Challenges

  • Creating consistency across region, team, and role in competency and Performance standards, KPIs and measures.
  • Varying levels of digital and analytic knowledge/skill across the organization
  • Diversity & complexity of stakeholder influence and alignment cross-functionally and cross-regionally
  • Securing appropriate, reliable sales analytics (difficult-to-measure activities, non-compliance) & from multiple platforms (not originally designed together)
  • Identifying and implementing the right processes for both current and future/anticipated business needs/trends/opportunities, in a rapidly evolving and digitized healthcare environment
  • Managing change and navigating ambiguity by influencing key decision-makers and stakeholders to lead and manage change results
  • Mobilizing data and analytics that connects performance and development to business impact and insights

Key Success Factors

  • Evaluation and measurement mindset and Expertise.
  • Strong Commercial Knowledge and Experience.
  • Strong understanding of HCP sales environment & digital literacy with a systems-thinking approach to integrating digital as a core component of strategy
  • Effective negotiation and collaboration with stakeholders, managing differing priorities, styles, etc.
  • Strong data management & analytics expertise; ability to translate data into behavior for non-experts
  • Knowledge of salesforce automation and ability to translate desired results into appropriate processes
  • Relationship building and social savvy

Education & Qualifications

  • Bachelor’s degree with Medical or science related background.
  • Minimum of 10 years of experience in the pharmaceutical/Nutrition industry.
  • Thorough Knowledge of SFE and Sales Force Training and Development Principles is required.
  • Experience as sales representative in the healthcare or consumer packaged goods industries is preferred
  • Project management expertise.
  • Advanced command on analytical tools (e.g., MS Excel, Power BI)
  • Strong analytical, strategic thinking and collaboration skills required.
  • Demonstrated experience in working in multinational companies and cross-functional environments
  • Drives Results: Ensuring accountability and consistently achieving results, even under tough circumstances.
  • People Management expertise is an advantage

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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