Sales Force Effectiveness Manager

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Job Description

As SFE Manager, you will lead the Sales Force Effectiveness agenda for PHC Indonesia under the Commercial Excellence strategy, translating it into disciplined field execution. You will build and run the processes, data, tools, performance routines, and capability interventions that improve sales productivity, customer coverage, and decision quality, and you will run day-to-day Commercial Excellence operations, while ensuring full stewardship and compliance.

• SFE strategy and operating model: Develop, run, and continuously improve the SFE framework, annual roadmap, and governance, aligned with the Commercial Excellence strategy and priorities set by the Commercial Excellence Sr. Manager.
• Segmentation, targeting, and territory design: Develop and maintain HCP and account segmentation, targeting, and call planning models; run territory alignment, workload analysis, and sales force sizing, and recommend changes for approval by the Commercial Excellence Sr. Manager and Sales Leadership to optimize coverage and resource deployment across hospital and retail channels.
• Performance management and insights: Establish and run clear field force KPIs, scorecards, and dashboards covering reach, frequency, call quality, coverage, sales productivity, execution, and business outcomes. Analyze trends, identify performance gaps, and recommend actions to sales leadership.
• CRM and data governance: Act as business owner for requirements, adoption, data quality, reporting, and continuous improvement for Veeva CRM, HCPi, sales force automation, and related commercial data systems. Ensure timely and accurate field force reporting.
• Sales incentive planning: Lead the design, modelling, communication, administration, and effectiveness review of PHC sales incentive plans, for approval by the Commercial Excellence Sr. Manager, Finance, and HR. Ensure measures support business strategy, are transparent, and comply with applicable policies and controls.
• Hospital channel execution: Translate the PHC Hospital channel strategy into coverage models, account deployment, activity planning, and effectiveness tracking to strengthen execution and customer value. Support market access data needs, such as e-catalog and hospital formulary listing tracking.
• Field capability and adoption: Partner with Sales Leaders, HR, Brand, and Medical & Technical Affairs to identify capability gaps and deliver training, coaching tools, onboarding, and change plans that improve use of SFE processes and systems.
• Cross-functional business partnership: Act as the SFE business partner to Sales, Marketing, MS&P, Finance, HR, IT, and other stakeholders to translate insights into field actions; lead SFE continuous-improvement initiatives and contribute to broader Commercial Excellence transformation.
• Analytics and decision support: Integrate internal and external data to generate actionable insights on field execution, sales performance, customer potential, coverage, and resource allocation; support promotional-effectiveness and customer profitability analyses led by Commercial Excellence, where data is available and approved for use.
• Stewardship and compliance: Ensure SFE processes, dashboards, incentives, customer data, and field practices comply with P&G policies, applicable regulations, WBCM, PVP, data privacy requirements, and healthcare industry standards.
• Commercial Excellence operations and project leadership: Run day-to-day Commercial Excellence operations, including data refresh, reporting, and dashboard maintenance across Commex pillars (sales, prescription, market share, and HCP engagement data). Manage SFE vendors, where applicable, and lead projects with clear milestones, risks, decisions, and sustainable handover into business-as-usual operations.

Job Qualifications

• Bachelor's degree in Business, Marketing, Pharmacy, Life Sciences, Statistics, Information Systems, Engineering, or a related discipline; postgraduate qualification is an advantage.
• Typically, at least 3 years of experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations, Business Intelligence, or related commercial roles, preferably within pharmaceutical, consumer healthcare, medical devices, or nutrition businesses.
• Strong understanding of the Indonesian healthcare and pharmaceutical environment, field force operating models, HCP engagement, hospital channels, and relevant compliance requirements.
• Demonstrated experience in CRM and sales force automation, customer master data, segmentation and targeting, territory alignment, KPI design, dashboarding, and sales performance reporting, including working with prescription and market data.
• Experience with incentive design or calculation, governance, and effectiveness analysis is preferred.
• Advanced analytical and problem-solving skills, including the ability to translate complex data into clear recommendations and influence business decisions.
• Strong project management, change leadership, stakeholder management, communication, and facilitation skills across senior and cross-functional audiences.
• High proficiency in Microsoft Excel and PowerPoint; experience with visualization or analytics platforms such as Power BI is preferred.
• Fluent Bahasa Indonesia and strong professional English, both written and spoken.
• High integrity, strong stewardship mindset, attention to detail, learning agility, and ability to operate independently in a dynamic environment.

About us

We produce globally recognized brands and we grow the best business leaders in the industry. With a portfolio of trusted brands as diverse as ours, it is paramount our leaders are able to lead with courage the vast array of brands, categories and functions. We serve consumers around the world with one of the strongest portfolios of trusted, quality, leadership brands, including Always®, Ariel®, Gillette®, Head & Shoulders®, Herbal Essences®, Oral-B®, Pampers®, Pantene®, Tampax® and more. Our community includes operations in approximately 70 countries worldwide.

Visit http://www.pg.com to know more.

Our consumers are diverse and our talents - internally - mirror this diversity to best serve it. That is why we’re committed to building a winning culture based on Inclusion and our ideal candidate is passionate about the same principle: you will join our daily effort of being “in touch” so we craft brands and products to improve the lives of the world’s consumers now and in the future. We want you to inspire us with your unrivaled ideas.

We are committed to providing equal opportunities in employment. We do not discriminate against individuals on the basis of race, color, gender, age, national origin, religion, sexual orientation, gender identity or expression, marital status, citizenship, disability, veteran status, HIV/AIDS status, or any other legally protected factor.

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