Senior Sales Force Automation Manager

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure®, Glucerna® and ZonePerfect® – to help get the nutrients they need to live their healthiest life.

ROLE:

Enable and drive sales force effectiveness and efficiency through providing best-in class sales Sales force automation (SFA) and real-time data analytics solutions, including:

• Leverage SFA solutions to automate business operations to drive productivity and effectiveness through enhancing existing systems or building and deploying new innovative SFA solutions
• Act as SFA data and SFA business process custodian
• Maintain, update and manage master and transaction data in SFA systems
• Design and set up help-desk solutions to supporting sales force and other stakeholders and ensure system and data security to enable their most effective use of SFA solutions
• Continue SFA system enhancements and modifications to meet current and future business requirements via SFA projects
• Leverage SFA systems to provide real-time reports in SFA systems as necessary
• Manage SFA operation and enhancement budget
• Manage and develop SFA team

ACCOUNTABILITIES:

1. Enhancement of Existing SFA Systems and Deployment of New SFA Solutions

• Collect and analyze stakeholder feedback and latest industry trends and best practices to develop insights and identify business needs in terms of issues and opportunities
• Collaborate with stakeholders (sales force, marketing, SFE, SFA, MIS, IT, vendors etc.) to propose innovative solutions to enhance SFE business processes and propose innovative SFA solutions to meet current and future business requirements
• Drive execution of SFA initiatives and solutions via specific SFA projects as aligned with stakeholders, including business mapping, working with outsourced vendors for system customization and development, internal tests, UAT, pilot and rolling out
• Continue research and developments to stay abreast of technological innovations and trends to ensure SFA system readiness for future requirements

2. SFA Data and Process Administration and Management

• Develop and enforce necessary SFA master data and transaction data management processes and procedures to ensure data integrity, accuracy and up-to-date
• Design, roll out and enforce necessary SFA operation processes and procedures to ensure effective and efficient use of SFA systems and operation hygiene

3. Customer and Sales Force/CMM Master Data Governance

• Act as a custodian for all master data and transaction databases in SFA systems to ensure data integrity, accuracy and up-to-date state
• Collaborate with SFE, MIS, IT, sales force and other stakeholders to ensure their compliance of all data management processes during daily execution
• Identify business needs from stakeholders in order to customize SFA databases to meet changing business requirements

4. Operation, Help-Desk Support, Enablement and System Security/Data Privacy

• Develop in-depth understanding of user business requirements in order to design and build a proper help desk operation model to provide effective support to all users on a timely basis
• Provide training and guidance to sales force and other stakeholders to enable them to use SFA systems effectively as well as to fully maximize SFA functionalities.
• Collaborate with IT to ensure system security and data privacy are applied through robust authentication and authorization processes supported by proper system configurations

5. Leverage SFA Systems to Provide Real-Time Reports

• Design and develop reports (dashboards, scorecards, trackers) in coordination with SFE by leveraging SFA systems to provide real-time visibility (on tablets) of field execution
• Coordinate with BI, MIS, SFE and IT to develop integrated BI dashboards in Power BI by leveraging data from SFA systems

6. Manage SFA Budget

• Prepare and propose annual SFA budget for operation and enhancements
• Track SFA budget spending to ensure budget forecast accuracy

7. SFA Team Management and Development

• Manage daily operation of SFA team
• Define SFA roles and responsibilities and structure
• Build and develop professional SFA team as well as retain and attract talents
• Manage SFA team performance by setting SMART goals, coaching, feedback, motivating and inspiring team members

REQUIREMENTS

• University degree
• At least 7-year relevant experience in managerial/supervisory role in nutrition/pharma/FMCG/consulting industry
• 5-year experience in SFA system management (pharma/nutrition/FMCG /consulting)
• In-depth knowledge of SFA systems
• Business process mapping and blueprints, system tests, UAT, roll-out
• Ability to manage outsourced software vendors to customize SFA systems
• Logical thinking
• Planning, organizing and alignment and change management
• Presentation, communication and facilitation skills
• Analytical, problem solving & decision-making skills
• Project management
• Stakeholder management and influencing skills