SFE Lead

Overall expectations regarding the Responsibilities and the Competency of this role: •Develop and execute sales force effectiveness strategies tailored to specialty care and rare disease markets. o The candidate must have proven new product launch-related SFE experience: specialty care or rare disease. •Utilize strong analytical skills to gather, interpret, and leverage data to inform decision-making and optimize sales force performance. o Strong data analytical skill is a must, with the ability to interpret complex data and provide actionable insights •Act as a business partner, fostering objective and independent collaboration across cross-functional teams. o Behavior-focused competencies: objective, independent, and collaborative business partner mindset. Demonstrate hands-on leadership by actively contributing to operational tasks and setting an example for the team. • Provide coaching and guidance to direct reports, ensuring professional growth and alignment with organizational goals. o Hands on, capable of both managing and doing the work • Monitor and evaluate key performance indicators (KPIs) to assess sales force effectiveness and recommend improvements. o Be able to develop a clear KPI tracking for the company and be able to execute. For VBP Mature Products: 1. Incentive Design • Develop incentive schemes tailored to the VBP model, balancing volume compliance, hospital coverage, and contract execution. • Design bonus structures that reflect the unique characteristics of VBP • Align incentive plans with key performance indicators (KPIs) like hospital listing rate, actual vs. committed volume, and formulary maintenance. • Collaborate with finance and HR to ensure incentive plans are compliant, motivating, and cost-effective. • Monitor incentive effectiveness and adjust schemes based on market dynamics and sales behavior. 2. KPI Setting • Define clear, measurable KPIs for field force performance under VBP, • Differentiate KPIs for mature VBP products vs. newly listed products. • Integrate KPIs into Salesforce dashboards for real-time tracking and performance management. • Support sales leadership in performance reviews and target setting 3. Territory Alignment • Design and optimize territory structures. • Ensure territory alignment supports equitable workload and maximizes execution. • Use Salesforce data to evaluate territory performance and recommend adjustments. • Collaborate with market access and regional sales teams to reflect policy and procurement changes in territory planning. For New Product Launches: • Build CRM modules to support the full launch lifecycle: pre-launch planning, HCP targeting, hospital listing, and sales ramp-up. • Collaborate with cross-functional teams (Market Access, Marketing, Sales) to align CRM tools with launch strategy and timelines. • Track key launch metrics such as hospital onboarding, formulary inclusion, and early sales performance. • Drive CRM adoption among field teams for new product tracking and reporting. • Provide insights to adjust launch tactics based on real-time CRM data. Cross-Functional Responsibilities: • Lead SFE training and change management initiatives to ensure high adoption and data quality. • Act as the Salesforce subject matter expert for both mature and new product portfolios. • Ensure compliance with regulatory and data governance standards in all SFE-related activities.

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Job Description

Ella Lin