邢台招聘

SUMMARY OF RESPONSIBILITIES

? Sales planning & analysis: Prepare and validate business information, scopes mainly focus on in-market sales raw data and sales force performance; create quality planning and analysis as business request; Topics mainly include actual PoV sales, Stocks, Sales Forecasting, Regional Sales Force Performance tracking, Productivity analysis and Sales Risks & Opportunities analysis
? Incentive Scheme Implementation: Based on validated sales flow information, implement Sales Force Incentive Schemes according to Company's Incentive Policies; moreover conduct Sales Force incentive planning and analysis, and new incentive scheme proposal and simulation
? Architect in-market channel sales data model: Architect data model and data warehouse to track channel sales and stocks along CDC systems down to POVs;
? Project management: As the key project leader for project development, defines business case, business and solution requirements, improve business process design for operational excellence.

KEY ACCOUNTABILITIES

? Business Reporting, Planning & Analysis (30%): Act as an interface between Business Information and Data Warehouse (BI); validate PoV Sales Information with related parties and Sales Team; then create sales analysis and planning report.
? Validate B-Sales Information with related parties and Sales Team, and complete the dimensional mapping particularly between PoV Sales and Sales Force representatives; then act as data owner, taking full responsibility of PoV Sales data and Sales Force performance information.
? Analyze and challenge B-Sales and Sales Force performance information at the early stage to improve the quality of data, and provide adequate explanation for internal clients in order to enhance information and knowledge sharing and avoid misunderstanding or inconsistency in reports.
? Work closely with Data Warehouse Manager as an interface between Business Information and Data Warehouse (BI), and ensure the quality of B-sales data and Sales Force performance information in Cognos.
? Timely prepare regular reports with accurate information and calculation, and communicate regularly across departments to guarantee correct information and understanding delivered through a smooth channel in daily works.
? Participate in Target stipulation, particularly review quarterly Sales Target down to Representative level, and examine the rationales of Target allocation.

? Incentive Scheme Implementation (30%): Implement Sales Force incentive schemes according to Company's policies; Review and analyze the incentive scheme during implementation for continuous improvement; furthermore contribute to new scheme recommendation and proposal.
? Communicate across departments to reach consensus on Incentive Scheme calculation and interpretation, and communicate with sales teams with full respect and in an objective attitude at same time.
? Implement Sales Force incentive schemes according to Company's incentive policies, and ensure timely release with accurate calculation.
? Review and analyze the incentive scheme during implementation for continuous improvement, and conduct full year incentive planning and projection for management decision and financial alignment.
? Propose and document new incentive scheme to reflect company's new business model or sales organization.

? Project Management(25%): Be responsible for project implementation for building a solid sales operation platform mainly architect channel sales database; play an active role to bridge between project development and requirements on daily sales team management; participate CRM project

? Be responsible for channel sales information collection organization and database; bridge between sales operation requirements and project development;
? Be responsible for establishing in-market sales and stock reporting system for BI reporting and analysis;
? Deliver BI reporting & Analysis training for sales team
? Participate Cognos training, and become a "black-belt" master on utilizing Cognos Reporting and Analysis tools, and play an active role in building sales report template in Cognos.
? Prepare and submit professional analyst's user-requirements to Data Warehouse manager to exploit Cognos functions to maximum level and still in cost-saving manner.
? Particularly at the beginning of launching period, check and monitor the quality of data in Cognos, as well as the format, then exchange ideas and recommendation closely with Data Warehouse manager.
? Learn new CRM system and business concepts related, assist in Sales Force Effective reporting, and make recommendation in order to correlate PoV Sales with SFE in a same report to track sales performance in a complete reporting structure.

? Business Case Study (15%): Conduct specific business analysis as management instruction and business request. Topics mainly include
? Sales forecasting and trend analysis
? Sales flow analysis and customer mapping;
? Regional Sales performance analysis down to Representatives
? Sales Force productivity and deployment analysis
? Sales Risks & Opportunities analysis
? Promotional activity tracking and ROI analysis

CONTEXT OF THE JOB/MAJOR CHALLENGES

? Understand Management and business priorities
? Cross-check large quantity of data, then challenge and make propositions
? Digitize variety of complex business cases against bench mark
? Understand Sales Force stakes
? Bridge between Management and Sales Force

DIMENSIONS/SCOPE

? Transversal role between different departments particularly on Sales Report & Analysis and Sales Force performance tracking. This involves mainly:
? General Management Dept.
? Sales Dept.
? Human Resources Dept.
? Finance Dept.
? Marketing Dept
? Scientific Affairs Dept.
? Partnering with all of other teams, i.e. Commercial, CRM, Data Warehouse and Training within SBS department to provide high quality business support service for GM, Sales and Marketing.


REQUIREMENTS

? Bachelor degree or above (major in marketing or business is preferable);
? Working experience with multinational companies is a competitive advantage;
? Strong business sense, pharmaceutical background is a plus;
? Good interpersonal & communication skills, able to work across functions;
? Creative, diligent and strong analytical thinking;
? Illustrate business case clearly in Data and Chart;
? Be responsible to deliver accurate numbers under stress;
? Database management is a plus;
? Excellent skills of MS Office especially Excel and PPT requested;
? Fluent in English (oral and written);

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