At Allergan Aesthetics, an AbbVie company, we develop, manufacture, and market a portfolio of leading aesthetics brands and products. Our aesthetics portfolio includes facial injectables, body contouring, plastics, skin care, and more. Our goal is to consistently provide our customers with innovation, education, exceptional service, and a commitment to excellence, all with a personal touch. For more information, visit https://global.allerganaesthetics.com/. Follow Allergan Aesthetics on LinkedIn.
Allergan Aesthetics | An AbbVie Company
Job Description
JOB SUMMARY
This role will be a key member of the commercial AA organization, working closely with other functional leaders and the General Manager to generate business insights, develop and implement commercial strategies, and ensure optimal deployment of sales resources. The Business Excellence Lead will be responsible for mentoring and managing the Business Excellence Analysts and Managers, and will work closely with the other countries business Excellence Leads to drive new initiatives and improve ways of working.
KEY ACCOUNTABILITIES
- Customer Segmentation and Territory Optimization
- Work with Sales Managers and GM to set a segmentation strategy that will ensure salesforce effort is targeted to highest value customers aligned with business strategy and that KPIs are identified to track sales team performance.
- Work with the head of sales to profile, segment and target Allergan’s customers
- Lead re-design of territory structures as required to ensure optimal coverage of key customers
- Assess impact of new sales processes, brand prioritiy and the value of deploying sales team in different ways.
- Develop the key metrics that are used to track sales team performance across the business working with BI and CRM teams to ensure systems and reports are in place to track metrics
- Maintain familiarity with current trends in salesforce deployment for the Aesthetics industry including understanding of how different models can deliver key business objectives.
Salesforce Incentive Design
- Work with the Region to shape and develop annual incentive schemes ensuring schemes are aligned to regional strategy and policy and are fair and motivational.
- Ensure local bonus policies are understood and paid correctly in country, providing support as needed to ensure correct management of sales bonus for accurate calculations and payments to be made.
- Set quarterly salest targets and work with the Business Excellence Analyst to calculate pay-out
Data analysis and reporting
- The role involves collecting and analyzing data related to customer sales and field force acativity to identify trends, patterns, and opportunities for improvement.
- Generating regular reports and providing insights and recommendations to senior management.
- Working with the Business Excellence Analyst to manage data quality in our Power BI dashboards and CRM system
Training
- Research and recommend training interventions to improve capability of sales teams and sales managers that will deliver improved selling and account management performance.
- Work with Training Manager to develop a capability development plan supported by the commercial leadership and sales management teams, and ensure effective implementation.
Qualifications
EXPERIENCE/KNOWLEDGE
- University degree or equivalent, further qualification an advantage
- Experience in senior/second line sales management preferred
- Minimum of 10 years of experience in business intelligence / salesforce effectiveness / operations / analytics, preferably within a Pharmaceutical or Healthcare company
- Fluent in Spanish and English, Portuguese will be considered as a Plus.
- Demonstrated high level of analytical skills
- Excellent communication and organizational skills
- Strategic thinking and ability to challenge conventional approaches and status-quo.
- Strong interpersonal and influencing skills across different levels and cultures (since the scope involves 3 countries)
- Preference for action and proactive problem-solving.
- Collaborative mindset and team development focus.
Additional Information
AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.
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