JOB SUMMARY:

This role will be a key member of the Poland Leadership Team, working closely with other functional leaders and the Country Manager (CM) to generate business insights, develop and implement commercial strategies, and ensure optimal deployment of sales resources. The Business Excellence Lead will be responsible for mentoring and managing Business Excellence Analyst, and will work closely with the Greater Europe Commercial Director to drive new initiatives and improve ways of working.

Key responsibilities:

Customer Segmentation and Territory Optimization:

• Work with Head of Sales and Country Manager to set a segmentation strategy that will ensure salesforce effort is targeted to highest value customers aligned with business strategy and that KPIs are identified to track sales team performance.
• Work with the Head of Sales to profile, segment and target Allergan’s customers.
• Lead re-design of territory structures as required to ensure optimal coverage of key customers
• Assess impact of new sales processes, brand priority and the value of deploying sales team in different ways.
• Develop the key metrics that are used to track sales team performance across the business working with BI and CRM teams to ensure systems and reports are in place to track metrics.
• Maintain familiarity with current trends in salesforce deployment for the Aesthetics industry including understanding of how different models can deliver key business objectives.

Salesforce Incentive Design:                                                                 

• Work with the GE Region to shape and develop annual incentive schemes ensuring schemes are aligned to regional strategy and policy and are fair and motivational.
• Ensure local bonus policies are understood and paid correctly in country, providing support as needed to ensure correct management of sales bonus for accurate calculations and payments to be made.
• Set quarterly sales targets and work with the Business Excellence Analyst to calculate pay-out.

Data analysis and reporting

• The role involves collecting and analyzing data related to customer sales and field force activity to identify trends, patterns, and opportunities for improvement.
• Monitor and analyze effectiveness of implemented activations, promotions and segmentation and propose course correction when necessary.
• Generating regular reports and providing insights and recommendations to senior management.
• Working with the Business Excellence Analysts to manage data quality in our Power BI dashboards and CRM system.

Training                                                                                                                 

• Research and recommend training interventions to improve capability of sales teams and sales managers that will deliver improved selling and account management performance.
• Work with  GE Training Manager to develop a capability development plan supported by the commercial leadership and sales management teams, and ensure effective implementation.