Responsibilities:

MAIN PURPOSE OF JOB:

To provide analytical support to the Sales department by sourcing, creating, developing & implementing data collection & management tools to enhance the sales effectiveness of the field force, identify opportunities & improve sales strategies & outcomes. Providing analysis & insight of data collected to track & monitor performance.

MAIN ACCOUNTABILITIES:

 Maintain up-to-date & accurate knowledge & records of analytic tools and salesforce.com capabilities, along with management requirements, organizational policies & KPI’s

 Provide analysis & interpretation of reports to management team. Monthly & YTD Reports including & not limited to Coverage, Frequency, Time Spent, Sales Call rate, Time on Territory – published in ADC summary report

 Provide weekly reports to marketing associate outlining sales distribution by rep, by rolling quarter, monthly & YTD; Median retail orders; sales management field reports (not limited to these reports)

 Provide guidance in methodologies, processes & SOPs to enable creation & enhancement in the areas of:

o Market & sales reports; Period reports based in KPI’s, Adhoc sales & market analysis reports

o Activity Reports; Coverage, frequency, time spent, call rates, time on territory, sales management field reports

o Incentive Reporting; Target setting validation, Target vs achievement calculation

 Be proactive in planning, anticipate change & act in accordance; drive meticulous implementation of team goals & metrics

 Salesforce.com improvements & enhancements – launch new modules & functions to sales team

 Ability to translate business questions into usable reports supported by rigorous analysis

 Salesforce.com training on SFE parameters & dashboards, on-going support, also providing regular tips

 Territory alignment – provide brick lists & territory analysis to managers annually to assess territory alignment. Maintain master brick list of territories; assign territories & dashboards to new reps. Ensure account/territory assignment & territories stated in Salesforce.com correlate.

 Account segmentation – annually provide brick lists for managers & monitor changes throughout year. Annually upload new IMS data.

 Create & implement the Wholesaler, Retail & HCP account dashboards in Salesforce.com with 3rd party vendor. Maintain data integrity & ensure Wholesaler, Retail & HCP account dashboards.

 Management of Salesforce.com licenses, maintain a log of active users, & ensure annual license payments are made to SFDC. Add new users a license & Dashboard.

 Consistently cleanse database to maintain data integrity. Log cases to improve, change Salesforce.com parameters & abilities to keep in line with company objectives

 Invoice tracking, initial development to measure marketing campaign success

 Assist training department:- training documentation & programs, delivery of induction training modules including; Key Account Management, Clinical papers, Insulin pumps, Hospital documentation & proposals, biosensors, Hospital Account management (HCP who to see), Living with diabetes etc.

 Regular analysis of Wholesaler, HCP and Retail customer base to ensure we have the right number of FTE’s to drive to business outcomes. Also the right territory structure and size to make sure ADC’s reach and frequency is accommodating our customer needs.

GENERAL ACCOUNTABILITIES:

Sales Force Effectiveness

• Work with GM, Sales Directors & Commercial Director, to develop/enhance strategies, processes and systems to improve SFE (e.g., sales force targeting, sales force incentive compensation, sales force size/alignment)

• Refine, optimize and maintain performance metrics and dashboards across ADC Japan to reflect the changing business needs

• Ensure timely distribution and accuracy of KPI and sales reports

• Closely track KPIs and identify key issues and opportunities for improvement supported by the result from business analysis

• Lead and drive the automation of performance metrics reports by collaborating with IT and country field sales organization

Business Analytics

• Identify key business questions/issues, formulate hypotheses, collect qualitative and quantitative data necessary to evaluate the hypotheses, perform analysis and summarize conclusions/ recommendations with minimal guidance

• Perform complex business and financial analysis (e.g., customer segmentation, customer promotion responsiveness, etc.) that yields actionable insights that increase market share, sales and margin

Qualifications/ Experience:

BACKGROUND/EDUCATION

Qualifications:

 Preferred candidate would have a least 5+ years successful selling skills

 Education to degree level or equivalent

 Preferred candidate to have clear knowledge and proven experience in Sales Force Effectiveness, sales data analysis/analytics

Knowledge and experience:

 Sales experience in a healthcare company

 Prior experience and success in a Sales Force Effectiveness role

 Prior experience developing presentations and delivering to a varied audience



Skills:

 Experience of working with MS Office

 Successful candidate must have strong presentation and verbal skills

 Must have very high level selling skills

 Strong computer competencies including excel, strong knowledge of analytic tools and/or salesforce.com

 Demonstrated analytical skills

 Must be able to influence others

Personal qualities:

 Learning Agility

 Communication & Presentation skills

 Managing and prioritizing work

 Ability to Influence

 Engaging & Innovative

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com