Manager – Sales Force Effectiveness (SFE)

Industry: Healthcare / Pharmaceuticals / Medical Devices

Location: Bangkok, Thailand

Employment Type: Full-Time

Level: Manager

About the Role

We are seeking an experienced and analytical Sales Force Effectiveness (SFE) Manager to drive commercial excellence, improve sales productivity, and strengthen overall sales performance within the healthcare industry.

The successful candidate will play a key role in developing go-to-market strategies, optimizing sales territories, managing sales performance, and delivering actionable commercial insights to support business growth.

This position requires a combination of strong commercial understanding, analytical capabilities, and the ability to collaborate with Sales, Marketing, Finance, and senior leadership teams.

Key Responsibilities

1. Sales Force Effectiveness & Commercial Excellence

• Develop and implement SFE strategies to improve sales productivity and commercial performance.

• Lead sales territory planning, alignment, and resource allocation to maximize market coverage.

• Evaluate sales force structure, deployment, and productivity to identify improvement opportunities.

• Develop customer segmentation, targeting, and prioritization strategies.

• Support sales force sizing and optimization based on market potential and business objectives.

2. Go-to-Market Strategy & Sales Planning

• Support the development and execution of go-to-market strategies aligned with commercial priorities.

• Analyze market opportunities, customer potential, and competitive dynamics within Thailand's healthcare market.

• Collaborate with commercial leadership on sales planning, forecasting, and business performance reviews.

• Recommend improvements to market coverage, customer engagement, and sales execution.

3. Sales Performance Management & Analytics

• Develop and monitor sales KPIs, performance dashboards, and management reports.

• Lead sales target-setting and allocation processes across sales teams and territories.

• Analyze sales performance, customer trends, and market data to identify opportunities and performance gaps.

• Provide actionable recommendations to improve sales effectiveness and business results.

• Utilize CRM and business intelligence tools to strengthen reporting accuracy and commercial decision-making.

4. Sales Incentive Management

• Support the design, implementation, and governance of sales incentive programs.

• Ensure incentive structures align with business objectives, sales targets, and performance KPIs.

• Monitor incentive effectiveness and recommend improvements to encourage high performance.

• Collaborate with Finance, HR, and Sales teams to ensure accurate and transparent incentive calculations.

5. CRM Optimization & Sales Capability Development

• Drive effective utilization of CRM platforms and sales reporting systems.

• Improve commercial data quality, reporting processes, and sales analytics capabilities.

• Identify sales capability gaps and collaborate with relevant teams on improvement initiatives.

• Support the implementation of sales tools, processes, and best practices to enhance field force effectiveness.

• Promote data-driven decision-making and continuous improvement across the sales organization.

Qualifications & Requirements

• Bachelor's degree in Business Administration, Marketing, Economics, Statistics, Data Analytics, or a related discipline.

• Minimum 8–10 years of experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations, Sales Planning, or related commercial functions.

• Strong experience within the pharmaceutical, medical device, healthcare, or healthcare distribution industry.

• Good understanding of Thailand's healthcare market, customer segments, and commercial environment.

• Proven experience in sales territory management, customer segmentation, targeting, and sales force optimization.

• Hands-on experience in sales target setting, incentive management, performance tracking, and sales forecasting.

• Strong analytical capabilities with experience developing KPIs, dashboards, and commercial performance reports.

• Proficiency in Microsoft Excel and experience with Power BI, Tableau, or similar reporting tools.

• Familiarity with CRM platforms such as Salesforce, Veeva CRM, Microsoft Dynamics, or equivalent systems.

• Strong stakeholder management, communication, and problem-solving skills.

• Ability to collaborate effectively with senior commercial leaders and cross-functional teams.

• Good command of Thai and English, both written and spoken.

Ideal Candidate Profile

We are particularly interested in professionals currently working as:

• Sales Force Effectiveness Manager

• Commercial Excellence Manager

• Sales Operations Manager

• Sales Excellence Manager

• Commercial Operations Manager

• Sales Planning & Performance Manager

Candidates with proven experience improving field sales productivity, optimizing commercial processes, and supporting strategic business decisions within healthcare organizations will be highly regarded.

Why Consider This Opportunity?

This role offers the opportunity to make a direct impact on commercial strategy and sales performance within a healthcare-focused organization. You will work closely with business leaders, influence commercial decisions, and drive initiatives that improve operational efficiency, sales effectiveness, and sustainable business growth.