Do you want to make a difference for patients and physicians while unleashing your own full potential? Do you have excellent analytical skills and experience in sales force effectiveness transformation?
Then you could be our new Senior Data Analyst SFE Lead CEE. As our new Senior Data Analyst, you enable business decisions for our Commercial Teams in the CEE cluster.
You are the business partner for local team and cluster LT with SFE related KPIs, business intelligence, advanced data analytics and customer insights.
You are part of the CEE Commercial Operations Team, reporting to the Commercial and Operations Director CEE and, you will be a key player in the newly created CEE COE analytics and take an active role of driving the analytical savviness across the CEE cluster as SFE lead.
You will work on a set of strategic initiatives in the cluster in the areas of business analytics, sales force excellence, incentives and you will have exposure to CEE LT and country LT as well as COEs at regional and global level.
You are a part of a team making a difference for the customers and helping improve patient’s lives!
Key Result Areas & Tasks
You will have the important task to assess and drive the transition of the sales force excellence activities from market level to a dedicated cluster center of excellence where you will become the primary point of contact for all the SFE CEE related activities driving execution and implementation across the 4 CEE markets, while interacting as well with cluster and regional stakeholders.
The responsibilities of the hiring candidate will involve, but not only, the following :
Once the analytics COE is finalized you will be the SFE point of contact for the cluster and the markets and for the SFE MER COE in all the SFE related activities.
Other responsibilities, as SFE CEE lead, will include the following :
Monitor country performance against agreed Salesforce KPIs, and work with countries and the region to identify both opportunities for improvement and potential solutions.
Champion the harmonization and adoption of best practice related to SFE KPIs, sales incentives, segmentation and targeting, and sales capabilities
Drive differentiated investment (effort, messaging, channels) in high potential customer segments; and ensure a realistic short and medium term plan for improvement in segmentation and targeting effectiveness is in place for each country
Measure and benchmark the effectiveness of organization (e.g. optimal Size & Structure)
Develop and implement SFE activities that drives sales results
Provide proposal of new SFE solution from market with confirmed impact on sales
Provide productivity reports (dashboard, KPIs)
Support Business Partners in (S&T) process to maximize ROI
Support customer’s profiling and classification process
Ensure S&T revision on regular basis
Ensure the ongoing development of efficient internal and external data extraction, analysis and reporting processes to meet the needs of sales and marketing teams
Link sales to effort, examines impact of various marketing mix (digital, F2F, meetings)
Drive the execution and implementation of the sales incentive plans in the cluster according to regional guidelines and working closely with local and cluster LT
Act as a change agent and consultant to all Business Departments (BULs, SM, FF) and marketing individuals
Be a part of Cross Functional Teams, provide solution and engage in the projects and provide expert view on topics related to customer engagements (Structure, SFE, activity mix, market data)
Identify opportunities to enhance and leverage best practices based on internal and external benchmarks
Roll out selected KPIs (SFE, territory sales, activity) priorities to internal stakeholders (BULs, DMs, FF)
Ensure that each country actively manages both call quality (measurement and action), and the quantum and quality of coaching (measurement and action)
Be responsible for ad-hoc SFE support which countries can draw from in accordance with their own needs (SFE Diagnostics / Deep dives, Expert Consultancy)
Be responsible for the seamless implementation and rollout of the Cornerstone program within CEE in so far as it relates to Salesforce Execution
Bachelor’s degree or international equivalent from an accredited university, preferably advanced degree (MBA)
At least 3-5 years in a role with responsibility for Commercial Excellence, and / or Salesforce Effectiveness
Proven ability to manage the complexity in a diverse cluster
Demonstrated ability to influence and manage individuals and teams in countries without being the direct manager
Superior empathy and collaborative skills, with an ability to work across cultures, geographic, and hierarchical boundaries
Well-developed stakeholder engagement skills with the ability to effectively communicate across a broad stakeholder group including those at the executive level : BUDs, CEE LT as well as regional SME
Strong communication and presentation skills with the ability to communicate in English, both orally and in writing
Highly developed analytical skills; ability to synthesize and interpret salesforce data / insights into recommendations / inputs
Excellent technical capabilities in the use of MS Office
Technical sales excellence expertise (sales strategy, field force design, field force sizing, field force deployment, territory alignment, sales incentives, salesforce KPIs, sales operations) gained across a range of market types (reimbursed, payer, developed, developing)
Excellent practical hands on knowledge of the use of call reporting systems
This position has Czech Republic as preferred location. Applications from Slovakia, Poland and Hungary will be considered as well for this role.
Who we are
We are known as Merck & Co., Inc., Kenilworth, New Jersey, USA in the United States and Canada and MSD everywhere else. For more than a century, we have been inventing for life, bringing forward medicines and vaccines for many of the world's most challenging diseases.
Today, our company continues to be at the forefront of research to deliver innovative health solutions and advance the prevention and treatment of diseases that threaten people and animals around the world.
What we look for
Imagine getting up in the morning for a job as important as helping to save and improve lives around the world. Here, you have that opportunity.
You can put your empathy, creativity, digital mastery, or scientific genius to work in collaboration with a diverse group of colleagues who pursue and bring hope to countless people who are battling some of the most challenging diseases of our time.
Our team is constantly evolving, so if you are among the intellectually curious, join us and start making your impact today.