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Sales Force Effectiveness Manager (Pharma)

DevireWarszawa

6 days ago

Job description

Your future company

For our client, an international pharmaceutical company undergoing organizational growth, we are looking for Sales Force Effectiveness (SFE) Manager to drive field force excellence across our Rx and Consumer Healthcare (CHC) portfolios. This role is instrumental in optimizing resource allocation, customer targeting, performance monitoring, incentive design, and capability building — while acting as a key business partner to Sales and Marketing.

As a critical link between local operations and global initiatives, the SFE Manager will ensure consistent, data-driven execution to maximize engagement with healthcare professionals (HCPs) and pharmacy partners. The ideal candidate brings a strong analytical mindset, cross-functional leadership, and hands-on CRM expertise to implement global programs effectively at the local level.

Requirements

Minimum 5 years’ experience in Commercial, Sales Excellence, or Business Insights roles
Experience working in companies with integrated Rx and CHC portfolios
Successful execution of segmentation, targeting, and incentive strategies in mixed portfolios
Proven ability to support commercial transformation (e.g., go-to-market redesign, hybrid models)
Strong track record in field force optimization, CRM adoption, and commercial execution
Excellent communication, project management, and stakeholder engagement skills
Proven ability to support commercial transformation (e.g., go-to-market redesign, hybrid models)
University degree in Business, Life Sciences, Pharmacy, or a related field; MBA is a plus

Responsibilities

1. Targeting, Segmentation & Field Deployment

Design and manage call models and segmentation strategies tailored to GPs, Specialists, and Pharmacists

Develop targeting logic integrated with CRM systems

Optimize field force sizing and territory design in alignment with brand and channel strategies

2. Performance Monitoring & KPI Management

Define and analyze key field KPIs (e.g., coverage, frequency, call quality, share of voice, contribution to sell-out)

Deliver performance dashboards and actionable insights for business reviews

Identify gaps and support Sales Managers with improvement plans

3. Incentive Scheme Design

Design and manage field incentive schemes in collaboration with Finance and HR

Ensure alignment with portfolio strategies (Rx vs CHC) and compliance standards

Monitor motivation and ROI to adjust schemes as needed

4. Capability Building & Field Enablement

Partner with L&D to assess needs and deploy targeted training for field teams

Support coaching and knowledge-sharing best practices

Serve as a strategic advisor to District and National Sales Managers

5. CRM & Data Integration

Collaborate with CRM leads (e.g., Veeva) to ensure tools enable field execution and insight generation

Promote user adoption and data quality through continuous improvement

Define reporting requirements and support dashboard development in partnership with Insights and IT

The offer

Direct impact on the company’s development within your area of responsibility (including team building),

Attractive fixed and variable remuneration based on the achievement of defined objectives,

Essential work tools, including a company car,

Private medical care, group insurance, and additional benefits.

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