Head of in Field Team Effectiveness and Analytics

3 weeks ago

Sydney, Australia ABBVIE Full time

**JOB SUMMARY**:
Design, implement and track In field Team activity and performance, collaborating with sales, marketing, and AMI to drive achievement of strategic plans. Develop required tools to measure and track sales, at both high and granular level, product adoption, Sales Incentive Program management, innovative and customer centric Segmentation and Targeting strategies, Territory design, CRM adoption and business insights through analytics are the critical focus areas for this role. In partnership with Sales Lead, development of Sales Force Effectiveness strategies and enablement of executional excellence in line with brand and key account objectives.

**JOBS SUPERVISED**:
CRM Administrator

SFE Manager

Commercial Business Partners
- Analytics/Insights

**key duties & responsibilities**:

- Deep understanding the In-Field team roles and deliverables, to enable comprehensive knowledge and demonstrate understanding of the aesthetics marketplace (e.g. competitive landscape, treatment trends, marketing) to make recommendations that drive market share
- Think strategically about short
- and long-term plans
- Understand and deliver value-adding segmentation, resource allocation and incentives design solutions based on market and brand strategy insights
- Using robust analytics and sales incentive effectiveness health checks, securing business alignment to make changes towards efficient incentive plans
- Drive In-field team activity optimisation by developing sizing and territory deployment options
- Identify areas of high performance within the in-field team, and maximise opportunities to replicate across the business
- Development of analytics tools and dashboards to serve the strategic priorities of the business and enable comprehensive understanding and identification of opportunities
- Build a strong SFE and analytics team to drive commercial capability around data-driven insights

Driving In Field Team Effectiveness
- Ensure local IFT effectiveness initiatives align with local strategy and are consistent international or area strategy
- Address local environment strengths, weaknesses, opportunities, and threats in the ANZ In-Field team effectiveness strategy, gathering insights from cross functional stakeholders and taking a proactive role in working with the ANZ Commercial leadership team and Sales/Clinical Managers to shape and implement the ANZ strategy
- Proactively working with the ANZ commercial leadership team, making recommendations that help address the actual problems and obstacles limiting performance
- Working with stakeholders to define and refine performance measures that will drive success
- Support the brand planning process to ensure solid local strategy development
- Analyse HCP omnichannel engagement, identifying opportunities for improvement and impact

Securing Stakeholder Commitment
- Collaborate with local, regional, and international teams in similar and other functional areas to help prioritise and resource ANZ In Field Effectiveness objectives
- Ensure that differing stakeholder needs are addressed, to maintain ongoing initiative support
- Translate complex technical information into business-focused language to help other stakeholders understand

**JOB REQUIREMENTS**:
Education and Experience
- Tertiary qualification (preferred finance, data and analytics, business)
- Minimum 5 years SFE or similar experience in healthcare or related industries (Sales/In Field Team Effectiveness including Segmentation and Targeting, Sales Incentive programs, Analytics and Territory Design, CRM optimisation)
- People leadership experience is critical

Skills and Competencies
- Strong analytical skills, proficiency in Excel, PowerPoint, Power BI
- Comprehensive understanding of CRM processes and tools, preferably Veeva
- Excellent presentation skills with confidence presenting to both large and small groups
- Leadership skills/influence - Demonstrated ability in coaching and developing others
- Professional written communication skills with attention to detail
- Very structured mindset and systematic process management capability

**WAYS WE WORK**:
All for One AbbVie; We weigh all decisions against the common good. We inspire, share and create as a team. We solve problems for all rather than serving our immediate team.

Decide Smart & Sure; We make intelligent decisions to create the best outcomes. We act quickly, embrace experimentation, and learn what does not work and get on to what does.

Agile & Accountable; We streamline and eliminate unnecessary obstacles. We plan but adapt as we go. We delegate and make tough decisions to ensure focus on results, staying keenly aware of the urgency in all we do.

Clear & Courageous; Open, honest, candid dialogue is core to our work and how we act with each other. We share information freely and continuously to find solutions. We admit mistakes. We grow stronger by putting the courage of our conviction to the test.

Make Possibilities Real; We question

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