Abbott Senior SFE Manager in Ho Chi Minh City, Vietnam

We understand that proper nutrition is the foundation for living the best life possible. That’s why we develop science-based nutrition products for people of all ages. Our products help babies and children grow, keep bodies strong and active, and support the unique nutrition needs of people with chronic illnesses — to make every stage of life a healthy one.

Key Pediatric Nutrition brands include the Eye Q Plus product line focusing on brain development and the Special Care product line specialized in nutrition for pre-term babies.

Key Medical Nutrition products in Vietnam include Glucerna® for people with diabetes; Ensure® for adults recovering from illness; Pediasure®, a complete, balanced nutritional for children; and Prosure® which provides specialized nutrients for cancer patients.

ROLES & RESPONSIBILITIES

1, Summary:

Drive Sales Force/CMM effectiveness and efficiency through building sales fundamentals, including operationalizing sales strategy, optimizing sales force structure, size and deployment, selling and operation processes, data and scorecards, sales force automation, roles and KPI, field discipline guidelines as well as incentive and rewards

  • Scope: Modern Trade channel & Initiatives, Projects

  • Reporting directly to Associate SFE Director - Trade

  • Subordinate: Non

  • High frequency of interaction Sales Force, Customer Marketing, DMS, Data Analysis, Training, IT, Finance and BHR

- Working location: 18 Luy Ban Bich Street, Tan Thoi Hoa Ward, Tan Phu Dist., HCM

2, Key Responsibilities:

1. Sales/Customer Marketing (CMM) Strategy Operationalization

• Engage with and support Sales Force/CMM to operationalize sales strategy in terms of:

✓ Understanding sources of growth at territory, sales route and outlet levels

✓ Understanding geographic and channel dynamics (rural, MT, e-commerce, ethical)

✓ Executing customer segmentation, classification, prioritization and targeting (CLP Platinum, CLP Gold, CLP, PP, SPP, DNA, MT and ethical)

2. Sales Force/CMM Structure, Sizing and Deployment

• Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control

3. Selling and Sales Operation Processes

• Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)

Act as a custodian for all selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification

4. Sales Force/CMM Roles, KPI, Incentive and Rewards

• Define and clearly communicate role, KPIs for each Sales Force/CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)

• Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)

• Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)

5. MIS Data and Reports/Dashboards

• Develop insights into Sales Force/CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)

• Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)

• Roll out MIS report templates to the Sales Force/CMM and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions.

6. Sales Force/CMM Automation

• Collaborate with SFA to identify opportunities for Sales Force/CMM automation to improve productivity

• Support SFA in proposing and aligning with stakeholders on solutions to Sales Force/CMM automation

7. Selling and Sales Operation Processes

• Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force/CMM master data management, guidelines on field execution and disciplines, etc.)

• Act as a custodian for all selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification

8. Sales Force/CMM Roles, KPI, Incentive and Rewards

• Define and clearly communicate role, KPIs for each Sales Force/CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)

• Review/design/communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight: 70-30, sales measure in value, awards for 15% top performers)

• Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation/payout SOP and award qualifying process)

9. MIS Data and Reports/Dashboards

• Develop insights into Sales Force/CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)

• Work with MIS to propose MIS report templates (trackers and dashboards for TMS/IMS/off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)

• Roll out MIS report templates to the Sales Force/CMM and enable FLM/FLM to understand, analyze and interpret MIS dashboards for taking timely actions

10. Sales Force/CMM Automation

• Collaborate with SFA to identify opportunities for Sales Force/CMM automation to improve productivity

• Support SFA in proposing and aligning with stakeholders on solutions to Sales Force/CMM automation

MINIMUM BACKGROUND/ EXPERIENCE REQUIRED

Work Experience:

5-year sales experience in FMCG/nutrition/pharma sales/consulting with min 3 years in managerial positions

• Prefer 2 to 3-year experience in SFE (pharma/nutrition/FMCG/Consulting, Big4). Flair for data analytics and project management will be an added advantage

Core Skill Requirement:

• Logical thinking

• Planning, organizing and alignment and change management

• Presentation, communication, facilitation and influencing skills

• Analytical, problem solving & decision making skills

• Project management, Knowledge of FMCG sales

• Knowledge of SFE concepts

Core Trait/Behavior Requirement:

• Adaptability and learning agility

• Innovation and creativity

• Integrity, Teamwork

• Independence and self-motivation

• Hardworking and multi-tasks

MINIMUM EDUCATION REQUIRED

• University/post-University degree

• Business/Science qualifications

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com