Sales Force Excellence Manager

ComEx aims to become an engine of change for the entire commercial organization to provide the highest level of customer excellence, embodying the idea of "To Serve Patients."

As a critical part of ComEx and the strategic partner of the Business Unit, the SFE manager drives the productivity and impact of the Amgen Japan sales organization, to enable the effective delivery of brand information to physicians and maximize the potential benefit of our products for patients.

As a way of working, the SFE manager should do the following proactively: organize business issues, propose & evaluate tangible/innovative options for solutions, verify results, and improve actions

The responsibilities of the SFE manager are the following:

• Persevere to achieve goals despite obstacles and failures in own tasks
• Plan and manage own tasks to ensure that quality expectations are met on own tasks
• Create insightful, innovative, and practical solutions to complex problems
• Continuously grows as a personal
• Appropriately anticipate and manage the impact of problems and changing circumstances

 The deliverables of the SFE manager are the following:

Segmentation & Targeting

• Timely execute market potential analysis, and revisit segmentation & targeting of institutions and physicians in alignment with the Business Unit (BU)

Resource Allocation / Territory Design

• Timely execute sales force sizing and territory alignment in alignment with BU

Sales incentive plan

• Define logic for sales target allocation from brand level to institution level, and perform the allocation in alignment with the sales team
• Update the rule book of the sales incentive plan
• Conduct periodic incentive calculation and incentive review

Call target setting

• Set the target value of each KPI periodically (achievement, call per day, coverage, and frequency)
• Sophisticate the process of call target setting

Data management

• Manage sales master data and secondary market master data (e.g. target institutions/physicians, territory, sales target, and brick & territory mapping)
• Integrate and maintain 3rd party and co-promotion data

Analytics

• Identify needs of analytics in Amgen and find a way to fill the gap of the analytical needs
• Plan/execute analytics projects with data scientists in the Global &  JAPAC team and our external partners
• Deliver the project results to the user of the analytics
• Design/manage analytics roadmap (includes dashboards roadmap)
• Manage periodical D&A analytics (e.g., ROI periodical update)

Dashboard management

• Build new dashboards and enhance existing dashboards, gathering and prioritizing requirements from users
• Handle issues and inquiries from users
• Conduct user training and support (e.g. build and maintain dashboard support sites)

CRM tool management (Veeva)

• Collaborate with the JAPAC team and Japan DTI on Veeva CRM enhancements needs and periodic system setup
• Support users with training and QA

Basic Qualifications