Sales Force Effectiveness (SFE) Manager

Job Description & Requirements

The Sales Force Effectiveness (SFE) Manager will be responsible for driving field force effectiveness through data-driven insights, territory planning, sales performance monitoring, incentive design, and CRM optimization. This role plays a critical part in enabling commercial excellence and supporting strategic business decisions across the pharmaceutical sales teams.

Primary duties and responsibilities:

1. Sales Performance Analytics & Insights

   • Analyze sales data (IQVIA, in-house CRM, distributor data) to provide actionable insights to the sales and marketing teams.

   • Develop dashboards and reports to monitor KPIs, territory performance, and salesforce productivity.

   • Partner with cross-functional teams (e.g., marketing, medical, finance) to support business planning.

2. Incentive Scheme Design & Management

   • Design and implement fair, motivating, and compliant sales incentive schemes.

   • Conduct regular review and simulations to assess scheme effectiveness and ensure alignment with business goals.

   • Manage quarterly incentive payout processes and communication.

3. Territory Alignment & Resource Allocation

   • Lead territory alignment and segmentation projects to optimize coverage and resource deployment.

   • Support field force sizing and call activity planning.

   • Coordinate with HR and Sales Leadership on headcount tracking and hiring recommendations.

4. CRM and Digital Tool Optimization

   • Drive CRM utilization and adoption across the field force.

   • Ensure accuracy of HCP segmentation and targeting.

   • Train and support sales teams on CRM and reporting tools.

5. Field Force Capability & Commercial Excellence

   • Identify gaps in field force capabilities and propose training or coaching needs.

   • Support commercial planning processes such as cycle meetings, business reviews, and sales forecasting.

   • Champion a data-driven, performance-oriented sales culture.

   • Perform any other ad-hoc duties as and when assigned by the Company.

Job Specification:

• Bachelor’s degree in Business, Life Sciences, Statistics, or related field. MBA is a plus.

• Minimum 5 years’ experience in Sales Operations, SFE, or Commercial Excellence in the pharmaceutical/healthcare industry.

• Strong analytical skills with proficiency in Excel, Power BI/Tableau, and CRM systems (e.g., Veeva, Salesforce).

• Solid understanding of pharmaceutical commercial models and Singapore market access dynamics.

• Excellent communication and stakeholder management skills.

• Ability to translate data into strategic insights for senior leadership.

• Strong project management and change management capabilities.