Ast. Manager - Field Force Effectiveness

Job Purpose

The Ast. Manager – Field Force Effectiveness (FFE) is responsible for maximizing commercial productivity, sales force effectiveness, and customers data mangagement through CRM excellence, data governance, advanced analytics, performance management, and business insights.He/She also acts as a strategic business partner to Sales and Marketing leaders team by translating data into actionable recommendations, ensuring effective CRM adoption, optimizing customer targeting and segmentation, and driving data-based decision making to accelerate sustainable business growth.

Job Function

1. Commercial Excellence and Business Partnership
   • Strategic Business Partnering
     - Partner closely with Sales, Marketing, Product Management, Customer Service, Finance... to support business planning and execution.
     - Develop a deep understanding of healthcare market dynamics, customer journeys, sales processes, tender business, and channel performance.
     - Provide actionable insights and recommendations to improve sales productivity, resource allocation, and market penetration.
     - Participate in periodic business reviews and identify risks, opportunities, and growth drivers via analyzing sales and market data.
   • Field Force Effectiveness
     - Monitor and enhance field force productivity through activity tracking, performance measurement, and process optimization.
     - Evaluate sales force deployment, territory coverage, call effectiveness, customer reach, and customer engagement quality.
     - Recommend initiatives to improve sales excellence and customer-facing effectiveness.
2. CRM Governance & Digital Excellence
   • CRM Ownership
     - Serve as the business owner of CRM platforms (Salesforce and future digital solutions).
     - Ensure data accuracy, completeness, compliance, and governance across customer, account, opportunity, activity, and campaign databases.
     - Act as the primary liaison between Vietnam commercial teams and regional/global CRM teams.
   • User Adoption & Capability Building
     - Drive CRM utilization and compliance across the commercial organization.
     - Develop and conduct training programs for new and existing users.
     - Establish best practices, SOPs, user guides, and governance processes.
     - Support continuous improvement and enhancement of CRM capabilities.
   • Digital Transformation
     - Support commercial digitalization initiatives including CRM, Power BI, customer engagement platforms, and advanced analytics solutions.
     - Identify opportunities to automate reporting and streamline business processes.
3. Business Intelligence, Analytics & Insights
   • Performance Analytics
     - Build and maintain commercial dashboards, reports, and analytical tools.
     - Analyze sales performance, customer engagement, product performance, market trends, and commercial KPIs.
     - Provide regular insights to support management decision-making.
   • Customer Targeting & Segmentation
     - Lead customer segmentation, profiling, and targeting initiatives.
     - Define customer prioritization frameworks based on business potential, behavior, and engagement history.
     - Collaborate with Sales and Marketing to optimize targeting strategies and resource deployment.
   • Data Integration & Market Intelligence
     - Consolidate internal and external data sources to create a single source of truth.
     - Integrate third-party market data into commercial analytics frameworks.
     - Generate market intelligence reports and competitive insights.
4. Sales Operations & Incentive Management
   • Incentive Administration
     - Manage sales incentive databases and performance calculation processes.
     - Ensure transparency, consistency, and accuracy of incentive reporting.
     - Collaborate with CSR, HR, Finance, and Sales leadership on incentive plan execution.
   • Secondary Sales & Inventory Analytics
     - Develop and standardize secondary sales and inventory data management processes.
     - Consolidate distributor and dealer sales information into actionable business reporting.
     - Monitor inventory trends and support demand planning discussions.
   • Reporting Excellence
     - Deliver accurate and timely monthly, quarterly, and annual reports.
     - Continuously improve report automation, standardization, and data visualization.

Qualification Requirement

1. Education
   • Must have: Bachelor Degree in Business Administration, Statistics, Economics, Data Analytics, Biomedical Sciences, Pharmacy, or related fields.
   • Nice to have: Master's degree (MBA or equivalent). Certification in Salesforce, Power BI, Data Analytics, or Commercial Excellence.
2. Experience
   • Must have:

- 1-3+ years of experience in Commercial Excellence, Sales Operations, Business Analytics, CRM, Sales Force Effectiveness, or related functions AND/OR 1-3+ years of experience in healthcare, pharmaceutical, medical device, or multinational organizations.
- Proven experience in CRM administration and commercial analytics.

1. • Nice to have: Experience managing teams and cross-functional projects.
     - Experience working with regional and global stakeholders.
     - Experience implementing CRM or digital transformation initiatives.
2. Skills
   • Commercial and business acumen, understanding sales channel nature via reports
   • Strong analytical skills, can provide data analytic report.
   • Effective communication skills in both Vietnamese and English for user training, relationship building and daily business communication.
   • Good organizational skills, ability to work independently and as part of a team, critical thinking, problem-solving abilities, ability to work under pressure.
   • Professional level with Microsoft Office, PowerBI, CRM system, database management and alike