Job Description

Location: Petaling Jaya, Malaysia
Company: Nestl\xc3\xa9 Malaysia (Nestle Health Science)
Full-time
Bachelor\'s Degree
8+ years of experience

Position Summary

As a Commercial Excellence Manager (Malaysia & Singapore), you are to contribute to the achievement of the sales and profit objectives by assisting the market with Valuing and Targeting the right customers/prescribers, with the right field force sizing and deployment, investments and tools, measuring performance and KPI\'s for continuous improvement. Translate the strategy into execution plans through guidance and coaching of the local sales teams. Maximize field force performance through Competency & Skill development, Selling Process improvement and deployment of proven best practices and tools. In collaboration with the Regional sales Excellence Head, to continually coach and develop the sales in search for excellence.

A day in the life of a Commercial Excellence Manager (MYSG)

Increased sales team performance: efficiency and effectiveness:

• Taking the global/regional best practice as a model, work with sales leads to adapt and execute locally for optimized customer profiling, segmentation & targeting, sizing, structure and territory alignment.
• Target setting and KPIs definition, competitive compensation and incentive plans across field forces and management of Customer Relationship Management (CRM) system.

People development and Excellence of the sales field force:

• Strengthen the team through coaching, development and training and ensure a pipeline of talent for the business. Build a regional network within the sales community and keep a fluent communication flow with the regional Sales Excellence team.
• Building on globally/regional defined processes, implement talent management from recruitment to long term career development of the sales community. Execution of the standard Customer Satisfaction Survey to track progress year on year.

Training:

• Assist in the development and delivery of training programs to include New Hire Training, National and Regional Sales Meetings and online training courses.
• Assist in the development and delivery of technical training related to the CRM system and Territory Business Action Plans. Delivery of PSS and WAS classes following certification.
• Evaluates training programs for effectiveness.
• Demonstrates effective facilitation, presentation, and coaching skills. Assures trainees can clearly articulate the clinical message and supportive scientific evidence and the ability to overcome competitive objections.
• Assures trainees can clearly articulate/demonstrate the business skills associated with the business tools.

CRM Management:

• Provide full support for daily usage of CRM system by the sales force.
• Regular review of business needs to recommend CRM system enhancements. Develop a formal document outlining the strategy and policy relating to the CRM system usage.
• All sales force members actively create weekly and monthly call plans, which are reviewed and discussed by their managers.
• Work with sales leads to ensure that call objectives and accurate post call notes are recorded after each call.
• At a minimum, the regional defined KPIs are monitored at least monthly by management team.
• KPI exceptions are reviewed, and action plans designed to address gaps.

Other Outputs:

• Field travels with sales representatives to evaluate progress and provide feedback.
• Works in conjunction with cross functional teams to develop marketing and sales tools.
• Support new product launches with development of SFE related materials and training workshops.
• Displays the ability to function independently with a high degree of initiative, independence, and autonomy as well as the desire to be self-motivated, seeking success in achieving both short- and long-term goals.

What will make you successful

• Education: Bachelor\'s degree in Nutrition, Nursing, Sciences or Business
• Experience: 8 years of medical nutrition or pharmaceutical industry experience in sales and marketing,
• Experience in sales training and SFE functions, with strong business acumen skills, presentation skills, high proficiency with Business Planning tools and Retail experience (not esculent).
• Proven successful track record in CRM System, Customer Targeting, Resource Allocation, sales training, proficiency with PSS, WAS and Veeva a plus.

Location: Petaling Jaya, Malaysia
Company: Nestl\xc3\xa9 Malaysia (Nestle Health Science)
Full-time
Bachelor\'s Degree
8+ years of experience

Position Summary

As a Commercial Excellence Manager (Malaysia & Singapore), you are to contribute to the achievement of the sales and profit objectives by assisting the market with Valuing and Targeting the right customers/prescribers, with the right field force sizing and deployment, investments and tools, measuring performance and KPI\'s for continuous improvement. Translate the strategy into execution plans through guidance and coaching of the local sales teams. Maximize field force performance through Competency & Skill development, Selling Process improvement and deployment of proven best practices and tools. In collaboration with the Regional sales Excellence Head, to continually coach and develop the sales in search for excellence.

A day in the life of a Commercial Excellence Manager (MYSG)

Increased sales team performance: efficiency and effectiveness:

• Taking the global/regional best practice as a model, work with sales leads to adapt and execute locally for optimized customer profiling, segmentation & targeting, sizing, structure and territory alignment.
• Target setting and KPIs definition, competitive compensation and incentive plans across field forces and management of Customer Relationship Management (CRM) system.

People development and Excellence of the sales field force:

• Strengthen the team through coaching, development and training and ensure a pipeline of talent for the business. Build a regional network within the sales community and keep a fluent communication flow with the regional Sales Excellence team.
• Building on globally/regional defined processes, implement talent management from recruitment to long term career development of the sales community. Execution of the standard Customer Satisfaction Survey to track progress year on year.

Training:

• Assist in the development and delivery of training programs to include New Hire Training, National and Regional Sales Meetings and online training courses.
• Assist in the development and delivery of technical training related to the CRM system and Territory Business Action Plans. Delivery of PSS and WAS classes following certification.
• Evaluates training programs for effectiveness.
• Demonstrates effective facilitation, presentation, and coaching skills. Assures trainees can clearly articulate the clinical message and supportive scientific evidence and the ability to overcome competitive objections.
• Assures trainees can clearly articulate/demonstrate the business skills associated with the business tools.

CRM Management:

• Provide full support for daily usage of CRM system by the sales force.
• Regular review of business needs to recommend CRM system enhancements. Develop a formal document outlining the strategy and policy relating to the CRM system usage.
• All sales force members actively create weekly and monthly call plans, which are reviewed and discussed by their managers.
• Work with sales leads to ensure that call objectives and accurate post call notes are recorded after each call.
• At a minimum, the regional defined KPIs are monitored at least monthly by management team.
• KPI exceptions are reviewed, and action plans designed to address gaps.

Other Outputs:

• Field travels with sales representatives to evaluate progress and provide feedback.
• Works in conjunction with cross functional teams to develop marketing and sales tools.
• Support new product launches with development of SFE related materials and training workshops.
• Displays the ability to function independently with a high degree of initiative, independence, and autonomy as well as the desire to be self-motivated, seeking success in achieving both short- and long-term goals.

What will make you successful

• Education: Bachelor\'s degree in Nutrition, Nursing, Sciences or Business
• Experience: 8 years of medical nutrition or pharmaceutical industry experience in sales and marketing,
• Experience in sales training and SFE functions, with strong business acumen skills, presentation skills, high proficiency with Business Planning tools and Retail experience (not esculent).
• Proven successful track record in CRM System, Customer Targeting, Resource Allocation, sales training, proficiency with PSS, WAS and Veeva a plus.

PETALING JAYA, MY, 47810

PETALING JAYA, MY, 47810

Nestl\xc3\xa9