Sales Force Excellence Manager

Career Category

Sales & Marketing Operations

Job Description

Position Summary

Business Excellence (BEx) serves as a strategic partner to the Commercial Organization, driving operational excellence and enabling the organization to deliver superior customer engagement in pursuit of our mission to serve patients.

As a key member of the BEx team, the Sales Force Excellence (SFE) Manager partners closely with Business Units to enhance the productivity and effectiveness of the sales organization. The role is responsible for developing data-driven sales force strategies, optimizing resource allocation, and delivering actionable insights that maximize customer engagement and business performance.

The SFE Manager is expected to proactively identify business opportunities, develop practical and innovative solutions, evaluate outcomes, and continuously improve processes to support business objectives.

Key Responsibilities

Sales Force Strategy

Lead segmentation and targeting initiatives by conducting market potential analyses and recommending customer segmentation strategies in partnership with Business Units.

Develop and optimize sales force sizing, territory alignment, and resource allocation to maximize commercial effectiveness.

Design and maintain sales target allocation methodologies from brand level to territory and customer level.

Sales Incentive Management

Develop and maintain sales incentive plan rules and governance.

Execute periodic incentive calculations and performance reviews.

Recommend improvements to incentive plan design based on business needs and performance analyses.

Sales Performance Management

Establish and periodically review key performance indicators (KPIs), including sales achievement, call productivity, customer coverage, and call frequency.

Continuously improve target-setting methodologies and performance management processes.

Master Data Management

Maintain sales master data, customer master data, territory structures, target lists, and geographic mappings.

Manage integration and quality of third-party and co-promotion data sources.

Analytics & Business Insights

Identify analytical opportunities across the organization and translate business questions into analytical solutions.

Partner with Global, JAPAC, and external analytics teams to design and execute analytics projects.

Deliver actionable insights to business stakeholders and monitor business impact.

Develop and maintain the analytics roadmap, including dashboards and advanced analytics initiatives.

Manage recurring analytics deliverables such as ROI analyses and business performance reporting.

Dashboard Management

Design, develop, and enhance business dashboards based on stakeholder requirements.

Prioritize enhancement requests and manage issue resolution.

Deliver end-user training and maintain support documentation.

CRM Excellence (Veeva CRM)

Collaborate with JAPAC and Digital Technology & Innovation (DTI) teams to implement CRM enhancements and system configurations.

Provide user support, training, and quality assurance for CRM processes.

Core Competencies

Demonstrates resilience and accountability in achieving business objectives.

Effectively manages priorities while maintaining high-quality deliverables.

Applies structured problem-solving and analytical thinking to complex business challenges.

Demonstrates a continuous learning mindset and actively pursues professional development.

Adapts effectively to changing business priorities and proactively manages risks.

Builds strong collaborative relationships across cross-functional teams.

Basic Qualifications

Experience

Minimum 2–3 years of experience in Sales Force Excellence, Commercial Analytics, Business Analytics, or Dashboard Management within the pharmaceutical industry in Japan or

Minimum 2 years of experience in a management consulting firm supporting commercial strategy or analytics projects

Knowledge & Skills

Strong analytical and problem-solving skills.

Hands-on experience with data analytics tools such as SQL, Python, Tableau, and statistical analysis.

Excellent communication and stakeholder management skills.

English proficiency with written and presentation skills.

Proven project management experience from planning through execution and implementation.

Experience with CRM platforms, preferably Veeva CRM.

Familiarity with pharmaceutical commercial data sources such as IQVIA, JD-NET, and Ultmarc.

Preferred Qualifications

Experience

Experience as a Medical Representative (MR) or District Manager (DM).

Knowledge & Skills

Therapeutic area knowledge in one or more pharmaceutical specialties.

Demonstrated ability to influence stakeholders and lead cross-functional initiatives.

MBA or Bachelor's/Master's degree in Life Sciences, Pharmacy, Business Administration, or a related discipline.

Location

Tokyo, Japan

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