25 days old

Commercial Effectiveness Executive

Pfizer
Mapletree Business City
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**POSITION SUMMARY**

Commercial Effectiveness Executive is fully accountable for development and execution of the market FFE strategic move which includes various field force effectiveness initiatives aligned to Global and the APAC region to support Pfizer Singapore's purpose, ambition, bold moves, behaviors and culture; and day to day execution of GCO services, including Incentive Compensation (IC), Sales Force Automation (SFA), Promotional and Sample Operations.



This person will act as market subject matter expert and go-to partner with commercial organization supporting deployment of FF excellence planning, based on BU strategy, industry regulations and Pfizer SOPs, such as Territory Alignment, SFA strategy, Customer Targeting and Segmentation, Budget Setting; deliver consulting for Incentive Compensation program and analysis to enhance FF motivation and productivity and efficiency in a transparent, fair, and competitive manner.



Responsibility will include providing the commercial organization better insights to address the ongoing process of the FF excellence projects based on business goals and needs. To enable this, this person needs to utilize and maximize the system/ application under GCO such as MI, PforceRx, and ICexcel in term of analysis perspective.



**POSITION RESPONSIBILITIES**

**B road responsibility :**



+ Being strategic partner with commercial for FFE program design and execution to improve efficacy and productivity as well as ensure all programs (e.g. Sales Incentive plan), Policies (e.g. Sample policies) and SOPs under the jurisdiction of Commercial Effectiveness in compliance with Global Compliance and Local Government laws

+ Define KPI of FF effectiveness aligned with business as well provide analysis and insights; and execute agreed plans of action

+ Work in partnership with commercial for new capabilities as local business needs arise

+ Collaboration with Compliance to ensure requirements are included in Commercial Effectiveness processes.

+ Builds and maintains strong partnerships with commercial colleagues, BAI, Business operation, BT, other Departments to ensure the implementation of FFE programs

+ Accountability and joint responsibility with Regional Commercial Excellence Team for scope, direction, priorities of FFE strategy in the market, aligned with global design guideline, - challenge status quo to drive both FF productivity improvement and customer value. Ensuring global strategies and policies are applied in the market



**Task responsibility** ::

**FF deployment and Territory Re-Alignment (TRA) and Sales Force Automation (SFA) :**



+ Execute Field Force structure deployments based on targeting and segmentation definitions and designs in alignment with the stakeholders and BAI

+ In charge of analysis, operations for Territory Re-alignment into PforceRx or MI systems

+ Develop proper guidelines, operation model, processes necessary with close collaboration with Sales, Legal, Compliance, HR, BT and Key BU Stakeholders ensuring governance and compliance

+ Provide analysis and recommendations on Resource Deployment/POA/Field Structure to commercial leaders

+ Manage territory quota setting based on sales structures

+ Develop territory sales targets template for commercial colleagues finding better ways to allocate sales budget utilizing best available sources and with the necessary logic and formulas to ensure proper/fair distribution of targets

+ Create performance evaluation metrics

+ Perform Key Performance Indicator management, analysis, insights and execute agreed plans of action with the local stakeholders

+ Provide analysis report on improving the matrixes of various FFE tools' utilization which include MI/PforceRx report and other analytical tools to maximize customer profiling, targeting, call frequency and territory management.

+ Develop various performance reports which roll-up or key components of all sales report and provide support on sales performance report and data analysis to identify the insight information.

+ Developments and/or modification of FF performance reporting needs (report elements, data sources, format, frequency, distribution, etc...) and ensure accuracy

+ Ensure the appropriate establishment, maintenance and communication of a field force blueprint that maximizes potential for sales in any given region by distributing representatives into well-constructed territories.

+ Support the field force's daily effectiveness through overseeing the day-to-day business operations that enable customer targeting, presentations and activity reporting in compliance with all local, regional and global regulatory and legal requirements.

+ Enhance SFA systems - working with Global COE and Global BT to ensure proper functioning of systems. On-going improvements to systems to meet needs of Business

+ Maintain all associated internal databases in the realignment of internal Customer Facing structures to match external Customer changes



**Incentive Compensation** :



+ Define the Incentive Compensation Program, Methodology and IC local policies in alignment with stakeholders, HR and Finance guaranteeing approvals in compliance with global policies

+ Upgrade plans each year to reflect changes in strategies; running simulations on new incentive plan to determine risks to organization and potential payouts. Also, monitor the impact of programs on FF productivity

+ Develop the IC SOP in alignment with the global IC policies and local HR policies and other considerations

+ Perform Key Performance Indicator management, analysis and actionable insights to business for IC program improvement

+ Ensure IC schemes, formula, methodology is correctly aligned for accurate calculations

+ Support local business on the global and regional Award program process and procedure

+ Ensuring overall IC operation is comply with the Incentive Compensation Standard Operating Procedures

+ Communication responsibilities:

+ Responsible for communicating quotas and instructions on IC Plan definition and changes as per the IC SOP

+ Local Awards program definition as per the IC SOP

+ All communications and presentations to local stakeholders on the IC program

+ Execute transactional business processes / tools and deliver agreed services for;

+ Calculation of Quota attainment and incentives, including validation process, as well as competitions/awards in consideration of alignment and eligibility rules based on IC Scheme's; using approved IC Tools(IC Excel etc.)

+ Ensure all calculations are made accurately

+ Communicate and distribute Incentive scorecard to Customer Facing Colleagues in accordance to Local Policy and Regulations (e-Signature)

+ Manage approval of IC payout and proceed with Finance and HR for payroll following the SOP and agreed Country Timeline

+ Incentive performance & Data analysis incl. Ad.hoc analysis

+ Responding to business modifications (e.g. redeployment, ad-hoc events)

+ Manage and maintain the IC System and Tools

+ Implement any IC changes to in country territory per the information

+ Coordinate and manage global and regional Award programs

+ Assure proper IC documentation storage and provide support to Local Legal requests.

+ Develop, maintain, and communicate information related to Incentive Compensation (IC) - including (but not limited to) Incentive, Contests & Awards, Key Performance Indicators Tracking and Insights & Reports.

+ Provide analytical support as well adhoc analysis and expertise for Incentive topic

+ Collaborate with business leaders in the country/cluster to implement IC strategy and processes

+ Provide feedback to all relevant colleagues & teams in GCO to meet country needs or address issues

+ Collaborate with in-country/cluster and cross regional colleagues to share best practices and innovate

+ Identify and implement process improvement, standardization, organizational opportunities and innovative ideas



Performance measures:



+ Timely and efficient delivery of IC payout and IC reporting that meet business needs as well as compliance

+ Customer satisfaction survey for IC operations

+ Alignment with Legal / Compliance requirements in region / country / cluster



**Sample Operation:**



+ Define the Sample local policies, KPI, forecast management and Process Calendar definition in alignment with business and stakeholder guaranteeing approvals in compliance with global policies

+ Research, analyze and advise on sampling concepts and practices, common to and that best fit to market needs.

+ Analyze and recommend actions with respect to the amounts and the target channels/ target specialty optimally used for sampling (utilization), aiming for parameters like ROI optimization

+ Ensuring SOPs is in place and timely updated. Guarantee that all local definitions are in compliance with Global Policies

+ Focal point and support for the Sample Local and/or Corporate Audits

+ Communicate any Global and Local Policy updates and/or deviations to the Local LOSART team

+ Distribution & Fulfillment: Partner with Logistics and Vendors to manage the distribution of sample orders

+ Inventory Management: Execute compliant processes, admin sample system, monitoring and tracking of sample follow with SOP

+ Sample Return Processing: Facilitate the compliant processing and destruction of sample returns

+ Metrics and Reporting: Monitor, manage and report on sample operations business processes utilizing KPIs and standard metrics

+ Ensure that continuously FF colleagues are trained on Sample systems, processes and SOP

+ Collaborate with in-country/cluster and cross regional colleagues to share best practices and innovate

+ Drive evolution and standardization of tools, processes and support model to best align to market needs in terms of cost, speed, quality and agility.



Performance measures:



+ Timely and efficient delivery of sample that meet business needs as well as compliance

+ Customer satisfaction survey re Sample Operation service

+ Alignment with legal / Compliance requirements in region / country / cluster



**Promotional Materials Operations:**



+ Manage Review and Approval Process: Set process guidelines and standards to meet policy requirements for review and approval. Manage review and approval process including coordination of all key stakeholders to ensure the efficient and timely approval of all promotional items. Manage GCMA system including training and user support.

+ Manage Print Production and Purchasing: Manage the print production process for promotional materials. Liaise with agencies, print production suppliers and colleagues to ensure compliant production and purchasing

+ Manage Inventory Distribution and Logistics: Responsible for monitoring inventory levels and movement. Manage warehouse system/tool including training and user support. Liaise with the distribution/logistics supplier to ensure compliant, accurate and timely receiving, shipping and destruction of promotional items.

+ Metrics and Reporting: Monitor, manage and report on promo operations business processes utilizing KPIs and standard metrics

+ Collaborate with in-country/cluster and cross regional colleagues to share best practices and innovate



Performance measures:



+ Timely and efficient delivery of promo projects that meet business needs as well as compliance and regulatory requirements

+ Customer satisfaction survey re Promo Ops service

+ Alignment with legal / Compliance requirements in region / country / cluster



**Sales Force Automation:**



+ Manage and maintain SFA system i.e MI, PforceRx including user support

+ Execute country projects on SFA releases or territory realignments, including supporting the roll-out of an in-market SFA solution

+ Maintain data structure in all associated internal databases in the realignment of internal Customer Facing structures to match external Customer changes.

+ Management and administration of Field Force Applications, e.g. SFA database function, problem solving and managing customer facing change requests

+ Provide feedback to all relevant colleagues & teams in GCO to meet country needs or address issues

+ Provide technical support and expertise for key projects

+ Provide routine reports on SFA systems



Performance measures:



+ Timely and efficient delivery of sample that meet business needs as well as compliance

+ Customer satisfaction survey for SFA operations



**Other GCO operation:**



+ Provide support for up coming GCO project

+ To ensure GCO database in systems are accurate, available on time, also maintain CO user accessibility in all application related to GCO scope

+ GCO demand tracking

+ Manage key demand metrics to track, regularly report on demand trend by businesses includes management of JACAL KPI's, Demand Volume data management etc.



**ORGANIZATIONAL RELATIONSHIPS**

In-market GCO colleagues, market requesters (Sales, Marketing, Medical, Regulatory) , Vendors, BT, Logistics, Procurement



**EDUCATION AND EXPERIENCE**



+ University graduate or commensurate experience

+ Fluency in English

+ Commercial experience (preferred minimum 2 years)

+ Operational business and process planning (minimum 2 years)

+ Experience in application support and/or application administration (minimum 2 years)

+ IT literacy

+ Significant understanding of field based technology

+ Understanding of field force deployment processes

+ Understanding of pharmaceutical marketing & sales processes

+ Ability to work in a matrix environment



**TECHNICAL SKILLS REQUIREMENTS**



+ Field based technology operational experience or knowledge

+ Excellent knowledge of Excel and database functionality (e.g., SQL)

+ MS Word/ MS PowerPoint preferred

+ MS Project preferred



**PHYSICAL POSITION REQUIREMENTS**

This position is office-based; however periodic travel might be required depending on business requirements. The incumbent will be required to work a normal working week as per local Country practices. It is expected that the incumbent will be willing to work outside of normal hours and/or on weekends in special circumstances to deliver on critical and/or urgent business deliverables specific to customer facing colleagues training and competencies building.



( **\#LI-PFE** )



Office (Singapore)

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Posted: 2019-09-19 Expires: 2019-10-24

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Commercial Effectiveness Executive

Pfizer
Mapletree Business City

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