Regional SFE & Data Analytics Lead (APAC)

Zuellig Pharma is a leading healthcare solutions company in Asia, and our purpose is to make healthcare more accessible to the communities we serve. We provide world-class distribution, digital, and commercial services to support the growing healthcare needs in this region.

The company was started a hundred years ago and has grown to become a multibillion-dollar business covering 17 markets with over 12,000 employees. Our people serve more than 200,000 medical facilities and work with over 450 clients, including the top 20 pharmaceutical companies in the world.

Purpose of the Role:

The Regional SFE & Data Analytics runs the APAC Sales Force Effectiveness and CRM across both Zuellig Pharma's commercial businesses, Commercialization and Distribution.

The role sets the standards for how markets size, structure, target, measure and reward their field forces, for how customers are engaged across field and digital channels, and for how the CRM and sales technology backbone supports those processes. It owns regional direction, governance and quality; market SFE and CRM teams remain responsible for local execution within the standard.

What You’ll Do:

Regional SFE framework, standards and governance

• Define and maintain the regional SFE framework covering field force sizing and structure, territory design, segmentation and targeting, call planning, target setting, incentives, recognition, KPIs and field governance. Set common methodologies, templates, definitions and minimum standards, approve justified exceptions, and prevent country-specific variants becoming parallel processes. Run the regional SFE governance rhythm and benchmark markets against it. Own the regional TBP/ABP methodology and planning standards.

Field force design, targeting and call-plan standards

• Lead or quality-assure complex cross-market and launch-related field force sizing, structure, territory and deployment analyses. Set regional segmentation, targeting and call-plan design principles, including channel mix and frequency guardrails, and assessing effectiveness across markets. Maintain regional benchmarks for field productivity, coverage, call-plan adherence and resource utilization.

Target setting and incentive design principles

• Set the regional sales target-setting and incentive-compensation design principles, governance and review cadence. Review achievement and payout patterns across markets and adjust the principles where they distort behaviour. Markets calculate and execute within the approved rules and fund their own incentive pools.

Trade investment and distribution support

• Set the regional trade spend allocation framework and ROI logic with Distribution leadership and govern how markets apply it. Set the standards for trade promotion investment-mix review using BI's ROI reporting, and the methodology for distribution network design analysis. The Distribution business owns the investment and network decisions.

Customer engagement and omnichannel design

• Own the regional customer-engagement model and channel-mix design standards across field, digital and remote channels, under the Regional Head's omnichannel agenda. Set the guardrails for engagement frequency, channel sequencing and reach across segments, and assess engagement effectiveness across markets. Translate engagement-model decisions into CRM and platform requirements.

CRM operating model, roadmap and release governance

• Own the regional CRM operating model and business standards for Veeva, EZ Engage and related sales technology, aligned with Group/Global and IT platform direction. Translate commercial requirements into a prioritized regional roadmap and backlog. Govern regional releases, major enhancements, data requirements, testing, rollout readiness and adoption. Set call and activity master-data standards and adoption measures; sales master-data standards remain with BI.

Cross-functional enablement

• Partner with Regional BI on data feeds, analytics, dashboards and confirmed performance data, avoiding duplicate reporting capability inside SFE/CRM. Partner with Regional Training on CRM adoption, SFE onboarding, manager capability and field-governance follow-through. Support regional launches, new-business proposals and transformation programmes with integrated SFE design and CRM enablement.

Team and market leadership

• Lead, coach and develop the Regional SFE Manager, Regional CRM Manager and analysts in scope; set goals, review performance and build succession. Act as the regional functional counterpart for market SFE and CRM Leads and Managers, providing standards, coaching, quality challenge and escalation support. Escalate cross-market and cross-function trade-offs to the Regional Head of Commercial Excellence with a recommendation.

What will make you successful:

Must-Have:

• Bachelor's degree in business, statistics, science or a related discipline.
• Minimum 10 years in Sales Force Effectiveness, commercial operations or CRM in the pharmaceutical or consumer healthcare industry, including at least 3 years leading people, programmes or multi-market work.
• Demonstrated depth in SFE and working command of CRM and sales technology. Hands-on experience of field force sizing, territory design, segmentation and targeting, target setting, incentive design and CRM governance is expected.
• Experience working across multiple countries at regional or multi-market level, and influencing market leaders without direct authority.

Advantage to Have:

• Advanced SFE design: field force sizing, territory alignment, segmentation, targeting, call planning, target setting and incentive design.
• Veeva CRM and CRM operating models, release governance and adoption.
• Advanced Excel; strong command of Power BI or Tableau for analysis and quality assurance.
• Project and change management across multiple markets and platform dependencies.
• Experience across both promotional and distribution business models; exposure to omnichannel or customer-engagement transformation.

What we offer:

• We are committed to fostering an inclusive environment where our employees can learn, grow, and achieve shared success.
• We champion diversity, equity, and inclusion, ensuring every individual feels valued, respected, and treated fairly.
• As a leading multi-market healthcare solutions provider, we empower our employees to gain comprehensive knowledge and expertise in the dynamic healthcare industry across the region.
• Enjoy the flexibility to effectively balance your work and personal life while taking charge of your career journey through our empowering growth opportunities.
• Our Total Rewards program is designed to support your overall well-being in every aspect.