Sales Force Effectiveness Manager, French West Africa

Ivory Coast, Middle East, Turkey, and Africa

Acino is a Swiss pharmaceutical company, leader in advanced drug delivery technologies. We have a clear focus on selected emerging markets in the Middle East, Africa, the CIS Region and Latin America, and operate in some of the most dynamic countries of the world.  We value courage, commitment, trust and empathy and provide an environment that supports initiative and effort. We are proud to be action-oriented and open-minded, with a strong focus on quality and product availability, even in remote and hard to reach areas of the world.

This position is based in Cote D’Ivoire (Ivory Coast) and will report directly to the Cluster Head, French West Africa (FWA).  This role will  be responsible for driving the commercial direction across FWA cluster by acting as a guiding partner to Sales, Marketing and HR functions. The main purpose of this function is to direct, manage and oversee the key processes, resources and systems used to support the administrative, operative and regulatory needs of the Field Sales force in the FWA Cluster. Develop a systematic approach to monitor measure and track implement the overall sales performance related projects that ensure Sales Force Effectiveness.

Your Responsibilities will be  :

• Build, lead and execute all Sales Force Effectiveness initiatives within FWA Cluster, coordinating with both regional and local country leadership to build a high-performing sales organization.
• Implement and optimize SFE methodologies in the region, in alignment with the global approaches and the specific needs in the region through : (a) Segmentation, targeting, call planning, alignment, sizing, incentive & compensation. (b) Selling skills and SFE capabilities, incl. coordination of training delivery (internal or through third parties).  (c)  Sales Force Engagement Projects.  (d) KAM planning and monitoring support
• Define goals and develop performance metrics to drive faster revenue growth and increased sales productivity. Generate actionable insights and engage leadership to support changes.
• Proactively collect, monitor, analyze and communicate targeted, relevant sales information to facilitate understanding of business performance across segments, accounts and geographies to make informed decisions regarding opportunities and performance.
• Establish and drive efficient sales process and tool improvements to maximize the effectiveness and efficiency of the sales team.
• Lead sales improvement projects in line with business priorities. Coordinate, share and align activities and projects.
• Partner with the sales and marketing teams, support development of strategic go-to-market plans with clear priorities to facilitate successful implementation of new programs and foster a culture of continuous improvement.
• Recommend and manage sales force sizing and deployment to ensure right coverage models while maintaining a productive and effective sales organization.
• Lead the process for segmentation and targeting, territory/account planning, and target setting based on appropriate data sources (e.g. IMS/OneKey/IQVIA)
• Manage the CRM and Multichannel execution.
• Run SFE KPI dashboard to monitor relevant metrics and KPIs, ensuring commercial team has visibility and meaningful insights to their progress versus identified goals and metrics.
• Work closely with HR and the Regional Commercial Excellence function to establish a sales force training plan focused on developing and reinforcing critical sales competencies.
• Assess the Sales Force Competencies and lead the development plan process in coordination with sales leaders.
• Oversee the delivery of training to the Sales team. Monitor and provide insightful reports on Coaching Effectiveness.
• Lead the implementation, monitoring and reporting of incentive schemes as well as coordinate market research for the country.

Your Profile :

• Minimum Bachelor’s degree or equivalent with emphasis on Business, Statistics, Mathematics, or other highly analytical oriented subjects with good medical / scientific knowledge will be an advantage.
• 5+ years experience in Sales and Commercial Excellence functions within pharmaceutical company. Solid Business and Sales acumen, Strong Leadership skills with a strong reputation.
• Strong analytical skills to identify business issues and formulate actionable recommendations.
• Ability to articulate, communicate and deliver on a defined strategy. Ability to identify and implement process improvement changes.
• Ability to influence cross-functional teams in a matrix environment- Good interpersonal skills including communication, presentation, persuasion, and influence.
• Demonstrated abilities to coordinate multi-stakeholder projects.
• Good team player with Growth mindset. Can-do” attitude and customer-service orientation.
• Ability to manage internal & external stakeholders with patience and appropriate assertiveness.
• Ability to coach, mentor and develop colleagues.  Flexibility; ability to adapt to changing priorities and objectives.
• Required: Working knowledge of Advanced Microsoft Excel, PowerPoint and in-depth knowledge of pharmaceuticals audits and information sources.
• Strongly Recommended: Proficiency and familiarity with analytics/data tools (e.g. Power BI, Access, Tableau, SQL, CRM).
• Fluent and excellent command of English and French (spoken and written)

This is the opportunity to join a very dynamic organization, where decisions are taken fast and where you can actively participate in shaping our future. If this sounds exciting, we would love to hear more about you!.

Please note only direct applications via our HR system will be considered.