Sfe Manager

**JOB TITLE**

**SFE Manager**

**ABOUT ASTRAZENECA**

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development, and commercialisation of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.

**ROLE SUMMARY**

**Job purpose**:
The position consists in leading the Sales Force Effectiveness (SFE) activities for the GCC area by ensuring that methodologies, processes, and tools are in place to support business units and commercial organizations to drive performance, take right business decisions and ensure territory action planning execution.

As a member of the Commercial Operations department, you will have the opportunity and the responsibility to transform, harmonize and continuously improve the processes and the way insights are created, by leveraging on innovative data platforms.

The position will have exposure to leadership teams through the presentation of analysis, recommendations, and the facilitation of regular committees.

The position reports to the head of SFE in GCC and requires a solid experience in executive stakeholder management as well as leadership, accountability, reliability, and collaborative abilities.

**What you’ll do**

**Segmentation & Targeting**:

- Lead segmentation and targeting exercises to analyse territories’ potential and support business units in preparing new market entry / brand launches and expand reach of current establish portfolio.
- Measure and benchmark the effectiveness of the organization (e.g., optimal size & structure) across GCC while closely collaborating with CD, BUD, marketing, finance, and HR.
- Partner with commercial teams and enabling functions to proactively provide analytical expertise and insights to identify the needs and challenges of the business focusing on salesforce execution.
- Deliver SFE trainings including but not limited to Veeva functionalities usage for sales reps, managers, marketing, medial teams, sales cycle plan generation, incentive calculation methodology, S&T process
- Ensure that the sales force KPIs are seamlessly and transparently implemented across the region.

**Target Setting & Sales Incentive Calculation**:

- Manage all target setting and incentive calculation related processes to deliver on time the pay-outs of the entire incentive eligible employees of the GCC region across all TA.
- Proactively come up with enhancement projects related to the target setting and incentive calculation across all therapeutic area and GCC countries.
- Coordinate the execution of the company guidelines and policies related to the Sales Incentive Plan for GCC
- Lead the design and implementation of performance tracking and incentive programs.
- Coordinate with the business teams to document and prepare the arbitration for exceptional cases.

**Automation of reporting tools and business analysis**:

- Collaborate with cross-functional teams to develop and roll out innovative digital tools and insightful activity dashboards to analyse large datasets, provide in depth analytics, and deliver meaningful SFE recommendations.
- Leverage on digital tools to monitor, analyse and link CRM and sales reports to identify areas of high and low performance, examines impact of various marketing mix, measure the effectiveness of sales resource allocation and provide recommendations to enhance the productivity and effectiveness of the field force.
- Set up, deploy, lead project to explore new Veeva capabilities, expand the CRM functionalities and come up with enhancement initiatives to improve AZ GCC commercial processes.
- Manage all commercial and medical teams related Veeva activities including data base management, customer profile updating, sales cycles, call list optimization, execution excellence reporting, E2E process and monitoring.

**Corporate responsibility**:

- Maintain highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies.
- Ensure that all conducted activities are done in accordance with local legislation and corporate standards.
- Timely report (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest.

**Essential for the role**

Internally:

- 3 to 4 years of experience in the pharmaceutical industry.
- Strong communication skills and ability to deliver user training on Veeva functionalities, Bi-tools usage while engaging with sales, marketing.
- Excellent Interpersonal, organizational, Cross-functional cooperation and projects management skills.

Externally:

- Min 4 years of experience in the pharmaceutical industry in sales, sales data/ business analysis, commercial excellence, highly analytical role specifically focusing on sales excellence (and/or business operations)
- High level of compute