The Business Excellence Analyst is responsible for driving commercial activities which maximize sales revenue and improve field force efficiency. You will work closely with sales, marketing and other departments to develop strategies, generate insights and improve processes to ultimately improve business performance.

Key Responsibilities

Segmentation and Targeting

• Lead the development and implementation of both Segmentation & Targeting and Customer profiling, also ensuring we target the right customers, we visit them with the appropriate frequency and we deliver them the right Key Messages in order to maximize sales force impact
• Work with Sales Leaders (Head of Sales / Sales Manager) and the field force to validate customer segments and profiles
• Assess impact of new sales processes, brand priority and the deploying sales team in different ways
• Maintain familiarity with current trends in Sales force deployment for the Aesthetics industry including understanding of how different models can deliver key business objectives

Salesforce Effectiveness

• Collaborate closely with Sales Leaders (Head of Sales and Sales Manager) to optimize sales processes, drive efficiency, and enhance overall Salesforce Effectiveness
• Ensure Sales force size, structure and territories are optimally created to drive fairness and efficiency.
• Create quarterly cycle plans ensuring we achieve optimal coverage of customers whilst maintaining fairness and balance between sales team members and uploading them into Veeva CRM
• Create and maintain local dashboards to enable daily monitoring of sales team performances (including also SFE KPIs), taking corrective actions where necessary.
• Ensure data quality, integrity and consistency both in Veeva CRM and Power BI/Foundry dashboards
• Work with the sales team to put in place operational planning and a regular review process.
• Support Field Force in daily Veeva CRM troubleshooting
• Deal with IQVIA and Reltio MDM Team in order to have a unique “golden record” for each HCP into Veeva CRM, taking corrective actions where needed

Salesforce Incentive Design                                                                     

• Design Sales Incentive Plans (SIP) and Special Incentives coherent with International guidelines that ensure fairness/transparency and motivation
• Ensure the local bonus policies are understood and paid correctly and timely in country
• Set quarterly and yearly sales targets, calculate pay-out, follow related approval flow and submit to HR for payment  
• Quarterly complete regular sales incentive plan “health checks” to ensure bonus scheme are having the desired impact

Commercial Analytics

• The role involves collecting and analyzing data related to customer sales and field force activity to identify trends, patterns, and opportunities for improvement
• Generating regular reports and providing insights and recommendations to senior management
• Manage Greece, Cyprus and Malta data quality both in our local and IMCO/EUCAN Power BI/Foundry dashboards

Training                                                                                                                

• Research and recommend training interventions to improve the capability of sales teams and sales managers to improve performance
• Provide the sales team with training on Power BI/Foundry dashboard and Veeva CRM where necessary
• Support the sales team in developing their commercial acumen by training them on operational planning and territory analysis