The Sales Force Effectiveness Analyst is accountable for the Sales Force Effectiveness activities and projects, performance dashboards, analysis and market data management, support for ad-hoc market research for the countries in scope: Romania, Czechia and Slovakia.

Opportunity in CEE, a key role in defining sales KPIs, creating effective reports and business excellence structure. Exposure to high-impact projects, direct senior leadership interaction, and the ability to drive meaningful, region-wide growth.

Main responsibilities:

-Identify KPIs and SFPIs for performance monitoring in coordination with the local Sales/ Commercial Managers (CM) (including Area sales managers (ASMs) and NKAM)

-Design of the deriving dashboard and development of the appropriate tools & databases allowing us to produce the report in an automatic, fast and reliable manner.

-Production of the databases, dashboards and deriving reports

-Monitoring KPIs and SFPIs, achievements according to the objectives fixed

-Monitor performance in each territory, share and discuss the results with ASMs, NKAM and CM.

-Propose proper actions to improve the quality of execution and goals achievement. SFE makes sure that the actions are well implemented & analyses the commercial impacts.

-Define KPI adapted to the territories aiming at measuring & optimising field resource allocation to maximise sales & ROI

-Designing tools & producing the deriving reports allowing to measure each Rep, KAM, ASM skills vs the target competency model & deduce the necessary action plans.

-Assessing & simulating the potential of territories, impact of sectorisation changes, sales force model reorganisations

-Management of existing CRM tools and ensures continuous improvement of usage and features. Project management of new CRM modules developments. Be the point of contact for external CRM management

-Definition in coordination with the leadership team of the KPIs & dashboards required to monitor the company’s CHC markets, Products (& Brands) as well as Operations performance

-Development of the appropriate tools

-Production of the deriving dashboard, ad-hoc analyses and coordination of their analyses and leverage by the appropriate members of the team in order to continuously improve operational effectiveness

-Assist in the development of excellence in the account management process

-Assist in the development of key customer interaction processes

-Production of various sales, commercial and commercial policy reports, aiming at following up the sales & commercial performance at all levels (National, accounts) and deriving the proper action plans

-Support the purchase of the required data and management of the relationship with providers

-Download market data from data provider BI (ex. Cegedim); build specific reports and dashboards aligned with business needs (market shares, prices)

-Provide the monthly reports by highlighting the main trends and variations

-Liaise with CRM database provider in order to ensure that local targeted customer lists are up-to-date

-Support representatives, ASM in the periodic targeting process by providing all support files

-Provide insights and competitive intelligence on activity and process. Benchmark competition best practices

-Create the mechanisms and process to capture, analyse and use market-level data to better understand the current competitive environment.

Knowledge, abilities & experience