黄山招聘

工作职责:

PCH is No.1 multi-national OTC company in China, a market which is the 2nd largest in the world and expected to continue making great contribution to the growth of the global PCH going forward. 

The position of Associate Sales Operation Mgr  is a key position to optimize resources to accelerate growth of PCH China, this role will partner to Business Units to drive efficiency through below pillars:

Recommendations on key sales effectiveness driversProductivity Management

Assists and supports the Business Units in planning sales force structure

Manager’s span of control management

Sales Call Effectiveness Optimization

Target ManagementFine-tune to make target more reasonable

Align with sales team target management  SOP

Target management system development

Market potential analysis

Customer profiling and segmentation

This role reports directly to Pfizer Consumer Healthcare Business Analysis Manager

KEY RESULT AREAS & JOB ACTIVITIES /TASKS

(Please list the main job responsibilities, tasks and key deliverables)

Sales force effectiveness:

Strategy

Provide subject matter expertise in Go To market models, Sales/Management Competency Development, Sales Sizing/Optimization, Segmentation, Territory Alignment, Targeting, Quota Setting, Sales Incentive Plans, FLM ( First Line Manger) Dashboard, FLM expertise and other Field force effectiveness topics.

Should be to promote guiding principles, best practices and tools (developed by the SFE or by affiliates) to accelerate the improvement process and avoid repetition of similar mistakes.

Diagnose and draw conclusions of the relevant information about sales, including but not limited to, sales organization, processes, performance, productivity, in-field days, sales plan, target setting, training, KPI, measurement and incentives

Benchmark China sales force effectiveness “SFE” index with the relevant industries such as pharmaceutical and FMCG Identifying  and Benchmarking in the development of SFE guiding principles and SFE approach with industry trends (across verticals)

Would demonstrate understanding of local market and business reality and adaptability to the local sales force maturity level, know-how and available resources.

Execution/Operations

To overall monitor and evaluate sales force productivity and improve sales force effectiveness through SFE optimization, and resources real"location"

To Lead China annual business planning – execution –Review cycle, Organize quarterly and ad-hoc business review of all sales channels with GM and related LT members

Regularly provide productivity analysis summary report to GM, Channel leads and other LTs, provide constructive suggestion in terms of how to improve sales efficiency

Partner with channel management, commercial and marketing teams to proactively identify opportunities to enhance SFE

Design and implement sales force effectiveness program for all channels, based on channel characteristics

Conduct channel visits in the field and conduct SFE Review Meetings, identifying the strengths, the areas for improvement and the priorities (in line with the local market reality and available resources)

Develop  appropriate support (external or internal) to the local Sales, Marketing (BU’s) and Area Sales Excellence  Directors in order for them to have the right skills to implement the improvement plan

Collaborate closely with the China commercial team members and with other strategic/support corporate functions (FIN, HR, IT,  BI …)

Develop strong partnership with the channel leads to create/maintain willingness to welcome the SFE recommendations

Performance intelligence

Provide insights on performance management and improve sales motivation

Monitors performance of commercial process and coaches staff

Provide input in the development of sales force KPIs and incentive schemes in collaboration with sales & commercial heads and HR

People Leadership

Create clear and measurable goals for the team that support execution of organization’s over-arching operational roadmap.

Mentor and provide on-going guidance and support to direct staff, appropriately allocate workload, provide cross-training opportunities to growth through stretch goals.

Identify resource competency gaps and employ creative strategies to fill those capability gaps.

Focus on employee development, succession planning and motivational tactics.

Others

Be the SPA for Commercially Important SFE Engagements with Global and Regional team.

任职资格:

Education/Experience

University graduate with qualification in Finance, Marketing, Business or similar fields – MBA preferred

Working Experience

At least 10 years’ experience in Sales, Sales Excellence, Commercial operation, and/or Strategy, e related roles – with particular emphasis on sales strategy development and SFE background

Special Knowledge

Strategic Agility – Broad knowledge & learning agility to develop clear perspectives on the business opportunities and challenges; Articulately paint credible pictures and visions of possibilities and likelihood; Analytical Skill – Excellent ability to review and use data to develop insights and support decisions

Customer Focus: Strong customer focus with the ability to adapt to internal client needs and expectations

Innovative – Think out of box with ability to turn new ideas into tangible solutions ; effectively challenge the status quo and bring different perspectives to the commercial team

Dealing with Ambiguity – Effectively cope with changes; Make decision and act without complete information; Comfortable with risk and uncertainty

Leadership – Proven ability to effectively manage a mid-sized team and develop talent within an organization

Skills

Strong business acumen;

Strategic and logical thinking;

Very good communication and interpersonal skills

Self-drive;

Good command of English preferred

GSK is an equal/opportunity affirmative action employer. All qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.
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