At STADA we pursue our purpose “Caring for people‘s health as a trusted partner” worldwide. Originally founded by pharmacists, we are a leading manufacturer of high-quality pharmaceuticals. More than 12,300 employees around the globe live our values Integrity, Entrepreneurship, Agility and One STADA to achieve ambitious goals and shape the successful future of STADA.
We know that our talented employees make STADA successful and help us grow and reach new achievements as a company. Therefore, alongside interesting work in diverse areas, we offer our employees a range of opportunities for professional and personal development as well as a working environment, which enables a healthy work-life balance.
Manager for Sales Force and Marketing Efficiency
Almaty
Sales & Marketing Effectiveness Manager
Job Description:
We are seeking a highly skilled and results-driven Sales & Marketing Effectiveness Manager to enhance the performance management process of our sales department across key cluster countries. This role will focus on defining and monitoring key performance indicators (KPIs), optimizing sales processes, and driving continuous improvement through data-driven decision-making. The ideal candidate will collaborate closely with cross-functional teams, ensuring alignment with business objectives.
Key Responsibilities:
1. Sales Performance Management: Develop and implement a structured sales performance management framework across key countries.
2. Define and monitor quantitative and qualitative KPIs for the sales team.
3. Cascade performance metrics to regional managers and conduct field visits (joint and triple visits) to monitor and assess execution quality.
4. Provide structured feedback and develop action plans for performance improvement.
- Bonus System & Incentives Management: Oversee and support the bonus calculation process across all countries.
- Define and optimize incentive schemes, propose enhancements, and ensure clear communication to the sales team.
- Streamline and optimize the bonus approval process to improve efficiency.
- Promotional Cycle Planning: Develop and manage the promotional cycle planning process in collaboration with marketing.
- Determine the structure and allocation of FTE per product line.
- Define product mix strategies and assess the effectiveness of promotional activities.
- Automation & Process Optimization: Lead the automation of the bonus calculation process.
- Develop and support tools for resource allocation optimization.
- Budgeting & Sales Planning: Develop and implement a structured budgeting process for the sales department.
- Work with the analytics team to set individual sales targets for sales representatives.
- Training & Capability Building: Conduct training programs for the sales team on sales standards, business performance indicators, market dynamics, and Power BI usage.
- Train sales teams on data interpretation and decision-making based on performance insights.
- Segmentation & Targeting: Develop and maintain the physician segmentation and pharmacy categorization approach.
- Oversee execution, ensure alignment with business priorities, and cascade objectives across the organization.
- Cross-Functional Collaboration: Actively collaborate with Marketing, Sales, Finance, and Analytics teams to drive sales efficiency initiatives.
- Ensure transparent communication and alignment of strategies with all key stakeholders.
Requirements
- Education: Bachelor's or Master’s degree in Business, Economics, Marketing, or a related field.
- Experience: Minimum 2 years of experience in Sales Effectiveness, Commercial Excellence, or Sales Operations within the pharmaceutical or healthcare industry.
- Strong understanding of salesforce performance management, KPI development, and incentive planning.
- Technical Skills: Experience with CRM systems and Power BI (or other data analytics tools).
- Strong analytical and problem-solving skills with the ability to interpret sales data and market insights.
- Knowledge of automation and process optimization tools is a plus.
- Soft Skills: Excellent communication and stakeholder management skills.
- Strong ability to train, mentor, and develop sales teams.
- High business acumen and a results-oriented mindset.
- English- intermediate and higher
If you feel like this position is the one you were looking for, click on the “Apply” button.
Please note that we need some time for checking the applications but we will do our best to provide you with information as soon as there is a decision on further steps.
