JOB PURPOSE: 

The FFE Sr. Manager facilitates decision-making of GBU/BU Heads in terms of field force strategy and execution excellence. This is achieved through creating and delivering data-driven analytical solutions, solving business problems and providing high impact end-to-end statistical approaches. 

• Be an analytical engine and advisor to GBU/Franchise to jointly improve field force execution excellence and productivity improvement 

• Provide insights and recommendations on GBU/BU execution planning, and build an effective execution tracking system 

• Manage field force planning process for GBU/BU 

• Drive continuous customer engagement transition by leveraging digital and new technology 

• Collaborate with GBU/BU, other CE teams and supporting functions to drive continuous improvement of FFE processes and activities 

ORGANIZATIONAL CONTEXT: 

Supervise several direct reports 

KEY ACCOUNTABILITIES: 

Field Force Planning 

• Support business team on the field force sizing and deployment plan following business objectives 

• Provide methodologies, templates, tools and analytical support to business on field force territory management (including target hospital identification and potential analysis), workload estimation, territory alignment, target setting, and listing planning 

• Bring insights and experience to ensure the field force planning fits to the business nature of in China and align with business strategy 

• Lead the quarterly and yearly field force planning cycle (territory alignment and target setting) with business and ensure timely delivery with quality 

• Act as a key coordinator between Business team and FFE Incentive team on the incentive design to ensure strong alignment between business priority and incentive design 

Execution Planning 

• Closely work with business to support execution framework design and continuous improvement for customer profiling, segmentation and targeting, customer interaction planning (calls, remote engagement, and events) and objective setting 

• Design execution tracking mechanisms/report and closely monitor the tracking the executions with business management team 

• Provide insights and recommendations to business management on the execution status, gaps and suggestions 

• Drive the continuous execution model transition with business and work closely with digital and Omni-channel excellence teams 

Analysis and Insight Generation 

• Manage FFE related dashboard for GBU/BU, including design, data collection, production and delivery 

• Work closely with marketing and field force teams to understand and translate business needs into analytic requirements 

• Provide both routine and ad-hoc analysis for GBU/BU management on execution excellence, productivity improvement and resource allocation 

Operation and Data management 

• Lead/Coordinate key FFE projects with GBU/BU (such as customer segmentation, field force sizing and etc.) 

• Manage day to day FFE related operation supports to GBU/BU 

• Coordinate with GBU/BU and other teams to fine-tune system of field force operation for better efficiency and effectiveness 

FFE BA Team Management 

• Manage FFE BA Team to ensure quality support to HQ and Field 

• Be responsible for the people development of the FFE BA team 

JOB-HOLDER ENTRY REQUIREMENTS: 

Education: 

• Minimum bachelor degree 

• Advanced degree (such as Master, PhD, or MBA) is preferred 

Experience & knowledge: 

• Rich FFE/Field force management/business consulting work experience in healthcare, pharmaceutical or healthcare related industries with minimum 6+ years experience in MNC, specialty care experience is strongly preferred 

• Project management experience is must, change management with FFE transformation or evolution experience is preferred 

• Good knowledge of pharmaceutical field force model, territory alignment principles, target setting guidelines 

• Solid knowledge in FFE tools, processes, performance tracking methodologies and analytical frameworks and in-depth understanding in the environment and operation of field team in the China pharmaceutical industry 

Core competencies: 

• Strong communication skills to influence the key stakeholders and collaborate with partner departments 

• Strong business sense and judgment capability to identify the priority performance bottleneck 

• Result oriented and willingness to take initiatives to challenge the status quo and optimize 

• Strong analytical skills to drive a wide range of analysis, both independently and with teamwork 

• Intellectual capacity to drive solutions within the constraints of complex business environment and processes 

• Ability to navigate through cross-team dynamics and drive influences and impacts 

• Good capability to learn and adapt to a rapidly changing industry environment and practices 

• Ability to work under pressure and potential overtime to deliver high-quality work on a timely basis 

• Good command of both written and oral English 

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