At Astellas, we believe that nurturing exceptional relationships with our employees delivers exceptional business results.
Everyone at Astellas has a responsibility for creating a brighter future for patients around the world. From the first moment, Astellas will inspire you to put this ethos into practice with a positive, agile company culture and with well-defined ethical principles, values and systems.
Everything we do is led by our company values of integrity, being patient centric, taking ownership, delivering results and communicating openly. These values are essential to Astellas relationship with its employees and now is an exciting time to join us as we continue to evolve as a cutting-edge, value driven life sciences innovator.
Purpose of the position
Maximize commercial organizations effectiveness and efficiency by providing leadership for the organization&aposs planning, FTE management, Sales Force Effectiveness, incentive planning, data management and analysis. Support the organizational strategy and budgets planning in collaboration with relevant functions e.g. Sales & Marketing, Finance, HR, IT, Regional functions and General Manager.
What you will do includes:
Sales Force Effectiveness
- Plan and implement SFE strategy with the objective of increasing sales force effectiveness and productivity, taking into consideration the 4Rs Right Customers, Right Prioritization, Right Frequency and Right Messaging.
- Evaluate and support the implementation of quality and productivity opportunities such as segmentation and targeting, territory rightsizing and sales force organization
- Monitor and track CRM input and SFE result to ensure timely submission and SFE KPIs achievement.
- Identify areas of continuous improvement and implementing initiatives for SFE and sales operation processes.
- Training Sales employees on SFE systems (CRM, BI, field force data entry and reporting procedures)
- Finalize clear criteria of segmentation (adoption) with Sales and Marketing and allocate the appropriate number of targets into each segment
- Maintain the quality of master list data
- Build, shape, administer, implement target setting & incentive compensation plans and determine performance management metrics for the sales force in conjunction with the Sales Management.
- In partnership with regional Commex and BU Heads, identify team development opportunity & roll out development plan by utilizing all development methodologies e.g. coaching, workshop, on the job training, special assignment, and etc.
Omnichannel Implementation
- Responsible in specific project related to digital channel for customer engagement in coordination with Regional/ Global and other stakeholders
- Monitor, analyse and ensure related digital KPI implementation on field and give preliminary recommendation to positively influence delivering sales targets
- Recommend methods and techniques to improve analytical procedures for SFE KPIs within the department.
Business Analysis
- Provide business analytics focusing on sales performance, sales capabilities, and implement actions to drive the achievement to the target
- Assist in the preparation and analysis of Mid-term Plan and budget processes
- Provide sales performance analysis data for GM, Sales and Marketing.
- Perform strategic business analysis using internal (sales data, CRM data, FTE, etc.) and external data (IQVIA data, IPMG data, healthcare environment, industry data, government policies, etc.) to support business performance, identify trend and provide business insights to leadership team
Required Qualifications:
- Bachelor Degree in Computer Science, Mathematics, Statistics, Business, Finance or similar.
- Relevant experience of 5+ years in pharmaceutical sales/sales force excellence/commercial excellence/marketing or training
- Excellent knowledge of CRM systems, excel and digital engagement tools
- Preferably has prior experience in field sales.
- Fluent in English
Preferred Qualifications:
- Demonstrate a high level of resourcefulness and problem-solving skills
- Self-motivated proactive team layer with high degree of initiative and excellent follow-up skills
- Strong service orientation with also the ability and desire to challenge opinions and influence decision making
- Demonstrate successful change management experience
- Must have successful track record of managing projects and multi-tasking in a deadline intensive environment
- Experience of working with BI, CRM, and CLM systems
- Awareness of the dynamics of performance management of field teams
- Advanced Microsoft Office skills, especially MS Excel
Working Environment
- This position is based in Jakarta and will require on-site work minimum twice a week.
- At Astellas we recognize the importance of work/life balance, and we are proud to offer a hybrid working solution allowing time to connect with colleagues at the office with the flexibility to also work from home. We believe this will optimize the most productive work environment for all employees to succeed and deliver. Hybrid work from certain locations may be permitted in accordance with Astellas Responsible Flexibility Guidelines.
