JOB SUMMARY

• The CSO Performance Manager plays a pivotal role in optimizing the performance of our External Contract Sales Organization (CSO), maintaining commercial excellence within the external sales organization, and accountable for the country sales forecast delivery and SF performance.
• This position focuses on sales effectiveness, on strategic planning and External CSO account management, with no direct interaction with end customers. The CSO Performance Manager reports to the Head of Commercial and BD and collaborates with the External CSO Management (National Sales Manager, Regional and Area Sales Manager, Sales Force effectiveness Manager), and internal cross-functional teams (Commercial Excellence, Marketing, Supply Chain) to align sales strategies with commercial performance goals.
• This role demands a continuous challenge to existing practices, suggesting improvements, benchmarking, and initiating new projects. The incumbent must work closely with the External CSO management team, and our internal Commercial Excellence, Marketing, Medical, Supply Chain, Finance, and strategic planner. contributing to local strategic decisions that positively impact sales growth.

KEY RESPONSIBILITIES

1.      Sales Strategy Development:

• Together with the CSO National Sales Manager, develop and implement comprehensive sales strategies to achieve annual revenue, market share, and profitability targets.
• Analyze market trends, competitive landscape, and consumer behavior to identify growth opportunities and adjust strategies accordingly.
• Enhancing the CSO front-line capabilities and execution proficiency, empowering the Organization to excel at the point of sale through exceptional in-store product assortment and display standards.

2.      CSO transversal management/indirect Leadership and Development:

• Work alongside External CSO management to co-create comprehensive training materials and frameworks that align with the specific needs of the sales team.
• Propose initiatives focused on the development of the sales team, emphasizing skills enhancement, product knowledge enrichment, and fostering a culture of continuous improvement.
• Collaborate with CSO management to introduce and implement tailored strategies aimed at driving sales performance, ensuring alignment with organizational goals.
• Lead Train the trainer initiatives for sales team upskilling
• Promote Perfect Store and execution standards through frequent field visits to gather feedback, assess detailing call performance, and serve as a catalyst for embedding execution excellence. Advocate for continuous improvements in Perfect Store metrics.

3.      Performance Monitoring and Analysis:

• Monitor and analyze sales performance metrics, KPIs, and trends to assess progress and identify areas for improvement.
• In collaboration with the National Sales Manager, analyze reports, data, target list and appropriate territory information to focus sales efforts.
• With the support of the SFE manager, perform data analysis of sales performance for individual and team performance.
• Prepare regular sales reports and presentations for senior management, highlighting achievements, challenges, and action plans.
• Owner of the daily call reports, weekly work plans, and monthly and annual territory analysis before submitting to management with the help from the dedicated SFE hosted under the CSO.
• Take a leadership role in planning and executing Segmentation & Targeting (S&T), sales force sizing and territory alignment for Vietnam CSO, with the support of a dedicated SFE manager.
• Oversee the annual update/refresh of outlets segmentation and targeting exercise for Independent pharmacy channels on annual basis and in ensuring the sales route/personal journey plans of sales team are optimized post the segmentation.
• Assess Route-To-Market Model and develop the recommendation on right GTM design that provide a good balance between reach and cost-to-serve. Assess if there are further opportunities to simplify the current model; without significant compromise to weighted coverage.
• Challenge the National Sales Manager in Sales Force Effectiveness initiatives and ensure the implementation of the appropriate SFE framework in the External CSO.

4.      Collaboration and Coordination:

• Collaborate closely with marketing, product development, and supply chain teams to align sales strategies with product launches, promotions, and inventory management.
• Provide valuable market feedback to contribute to product development and enhancement efforts.
• Collaborate with Marketing and Sales managers to utilize shopper insights in crafting a channel/customer picture of success, providing actionable guidance for sales teams to implement.

5.      Budget Management:

• Lead the redevelopment and roll out of the monthly Commercial Rolling Forecast model by brand
• Develop and manage the annual local sales budget, ensuring optimal allocation of resources to support sales initiatives.

6.     Forecast Accuracy and Business Development:

• Contribute to the long-term growth foundation by identifying and capitalizing on business opportunities.
• Build confidence among contract sales organizations regarding product recommendations and designed products.

7.      Market Analysis and Competitive Intelligence:

• Work in close collaboration with the Strategic Planner and the Dedicated SFE to Monitor market trends and competitor activity for each region.
• Utilize Daily Sales database for preparing weekly & monthly working plans and resource allocation plans.
• Propose to the Head of Commercial and General Manager any strategic adjustments to optimize sales performance.

8.     Ad Hoc Sales Incentive Programs:

• Develop and propose sales incentive programs to drive motivation, goal achievement, and overall sales performance.
• Regularly review and adjust incentive structures propositions to the CSO management based on performance metrics and Mayoly objectives by brand.

9.     Change Management:

• Lead change management efforts related to sales force effectiveness initiatives, ensuring smooth transitions and minimal disruptions

REQUIREMENTS

• 12-15 years of working experience in sales function, preferably in Consumer Healthcare / Pharma OTC / FMCG.
• Prior experience as National Sales Manager or BU head is required. SFE capabilities strongly needed.
• Health environment: regulation / hospital / pharmacy  / Drug / Food supplement
• Strong leadership abilities with a demonstrated ability to inspire and lead teams to achieve sales targets.
• Excellent communication and negotiations skills, ability to drive change is mandatory.
• Analytical mindset with the ability to use data to drive decision-making.
• Strong business acumen and strategic thinking capabilities.
• Must be able to make professional and compelling presentations; communicate effectively verbally and in writing to large and small audiences.
• Ability to communicate clearly brand objectives, messages, tools and ensure motivation to sales force
• Ability to anticipate and manage time constraints
• Ability to interact with a global teams
• Comprehensive understanding of company division environment and priorities
• Strict adherence to regulation and company rules
• Skills: Interpersonal skills, team player, accurate, keen to data excellence, agile and autonomous
• Mindset: Curious, positive, action driven and sharp mind
• Scholarship: Pharmaceutical, and/or Business School
• Language: Fluent in English, Vietnamese or French as a plus
• Tools: Mastering in Excel & Powerpoint
• Key Internal stakeholders: General Manager, Head of Commercial, Head of Finance, Global Marketing teams,
• Key External contacts: CSO Management, Distribution Partner