Hello. We’re Haleon. A new world-leading consumer health company. Shaped by all who join us. Together, we’re improving everyday health for billions of people. By growing and innovating our global portfolio of category-leading brands – including Sensodyne, Corega, Panadol, Voltaren, Theraflu, Otrivin, and Centrum – through a unique combination of deep human understanding and trusted science. What’s more, we’re achieving it in a company that we’re in control of. In an environment that we’re co-creating. And a culture that’s uniquely ours. Care to join us. It isn’t a question.

This is an exciting time to join us and help shape the future. It’s an opportunity to be part of something special.

Sales Force Effectiveness Manager

About the Role

This role is embedded in Commercial Excellence local team Poland and reporting to Commercial Excellence Lead Poland. This role will lead a change and recommend actions increasing efficiency of Sales and SFE teams.

As a Sales Force Effectiveness (SFE) Manager you will focus on perfect execution by launching SMART Sales Incentive Plan and best in class sales team performance tracking, with the ultimate goal to have most competitive Segmentation & Targeting model in the market and perfect in-store objectives execution.

SFE team leads embedding Data & Analytics in the organization, with full responsibility for sell-in, sell-out, customer data and sales KPIs analytics, and supports development of data ecosystem which facilitates drawing high quality insights. For the defined scope (sell-in / sell-out / customer stock and consumption data / sales KPIs), the role provides analytical support in order to esure Haleon is making optimal decisions, based on a mix of rigorous analysis and insights.

What’s the profile we are looking for?

An individual with functional/technical capabilities, especially in the OTC channel, preferably with experience with Perfect Store. Analytically strong, able to derive insights from data. A strong leader with highly developed managerial skills, understanding how to engage and build a high performing team. Bringing drive for urgency, ready to operate under pressure and to challenge the status quo and open to try new approaches. Collaborative partner for different functions. Experienced in setting up clear KPIs for the execution team.

Key aspects of the role are to motivate the team and integrate elements supporting the sales process by providing greater exposure and visibility of solutions and tools that contribute to increased sales efficiency. We would expect the person to present a Growth mindset that combines the speed and efficiency of Sales team, as well as constant reflection on the possibilities of further implementation of changes. You shall represent a Consumer first always approach - understanding field force mindset as well as our customers in a pharmacy and mass market channels. We would like to welcome a person who will think holistically about the best solutions for the business ahead, a quick decision-maker, moving things forward, and not delaying actions.

A person who will pull cross-team projects, current and new ones, a Change manager who feels comfortable in a dynamic environment and is open for constant change. Speed ​​of action and flexibility are extremely important for our business, you should be also ready for constructive and across region-team discussions.

Role Responsibilities

• Managing and developing the Sales Force Effectiveness team to be key point of advisory in SFE related topics (3+ direct employees)

Segmentation & Targeting (S&T) lead

• Leading segmentation review process based on comprehensive analysis of external and internal data;
• Leading targeting review at least once a year; for traditional pharmacies and expert teams according to GTM strategy.
• Customer base and route management in both channels on a quarterly basis.

Sales Incentive Plan (SIP) definition

• Leading General review of sales bonus system/ SIP;
• Leading Annual and quarterly sales targets setting in close cooperation with other functions;
• Annual and quarterly SIP settlement, in alignment of all deviation with Sales Head;

SFA management and administration through SFE Team

• SFA management in both channels. SFE team covering:
• local Veeva SU - first contact for sales and expert representatives working with Veeva;
• Local TRAX SU - first contact for sales and merch team working with TRAX;
• Providing support in other systems field teams are using.

Reporting / embedding Data & Analytics as core attribute in the organization

• Lead over creation of standardized reporting ecosystem, gathering both internal and external data, in close cooperation with other reporting functions with ultimate goal to provide reporting of high quality for internal stakeholders; coordinating efforts to achieve easy navigation among different reports;
• Full responsibility for daily sell-in and sell-out performance tracking, as well as for reporting on SIP & other sales initiatives KPIs for both pharma and mass market channels;
• Managing system data monitoring on product and discount flow (close cooperation with NRM Managers)
• Seek innovation in analytical tools and techniques to gain competitive advantage;
• Continually learn new commercial analytical skills / techniques to maximise Haleon’s competitiveness
• Analytics advisory for other functions (especially Customer Activation, Catman, Sales)
• Ad-hoc analysis on sell-in, sell-out, customer consumption and sales KPIs;
• Development of best-in-class analytical techniques to deliver recommendations to business decisions
• Providing analytics, high quality advisory and clear sales recommendation for Channel Head

Suppliers Management through SFE Team

• Daily management of external data and analytics suppliers – wholesalers and pharmacy connectors, external auditors, Veeva and others;
• Periodical suppliers review and tender management if necessary;
• Spotting new tools available in the market – for transactional data tracking as well as for sales KPIs monitoring and go to market enhancement (eg. remote visits or detailing)
• Effectively manages budget - data, analytics, part of external sales force

Business Partnering for LT (especially Sales Head and ComEx Lead) and other functions:

• Lead over meaningful and actionable presentations to LT, Sales and ComEx teams based on comprehensive analysis incorporating commercial and financial acumen;
• Cooperation with sales, demand and NRM teams in order to provide technical support in sales planning and terms of trade budget management;
• Cooperation with Customer Activation and Category Management to optimize in store presence via targeting right outlets, manage visibility and optimize visit efficiency; provide technical support in sales incentives tracking;
• Pro-actively identify business issues which may benefit the company’s performance through analytical insight

Project Management

• Managing local projects that improve the effectiveness of the sales team (both technical and business projects)
• Cooperation with Sales Head and Regional CEE community in order to ensure local implementation of important (above the market) strategic projects/tools and translate best-in-class regional know-how into local environment;

Why you?

We are looking for professionals with these required skills to achieve our goals:

• University Degree (preferably statistics / econometrics, economics / business administration, sciences or engineering)
• Fluent in English and Polish
• At least 3-years experience in people management and development, understanding how to engage and build an effective team
• Solid experience in Sales force effectiveness, analytics, sales, Trade Marketing or related field with analytical skills/background within Consumer Healthcare - Pharmacies channel or Blue-chip FMCG industry
• Experiences in Go to Market definition and in Segmentation & Targeting processes for any sales representatives teams (commercial / expert);
• Strong analytical skills with proven ability to transition them into insights;
• Deep understanding of incentives which make sales teams drive perfect execution of business objectives;
• Being up to date with new digital tools supporting both reporting and route to market would be an an additional advantage;
• Strong change management experience; Proven ability to manage high levels of complexity in a changing environment.
• Strong experience in leading strategic process and alignment, in a way that builds real buy-to ensure execution follows strategic alignment;
• Strong Project Management skills; Proven ability to lead projects aimed at improving the effectiveness of the sales/field teams;
• Best in class problem solver, strong solution orientation, with a drive for urgency, a growth mindset, challenging status quo approach
• Ability to operate under pressure
• Good ability to influence at all levels, build strong relationships and capacity to work and collaborate in a matrix with different functions, managing and influencing several key strategic partners and setting clear KPI’s to the execution team.
• Strong experience in leading an agenda within a senior leadership team (including ability to surface issues and misalignments and resolve issues in a constructive manner)
• Knowledge of VBA, SQL, other programming languages would be an additional advantage;
• Strong commercial and financial acumen
• Being bold in moving things forward, pragmatic in turning data into actions, brings outside in.

Haleon behaviours Expectations

• Focused on consumer/ shopper
• Collaborates for better impact
• Unlocks value at pace
• Focused on growing him/herself and others

Opportunities for growth

Improving everyday health takes dedication. Energy. Effort. So we look to reward your contribution with a benefits package that includes:

• Career at one of the leading global healthcare companies
• A competitive base salary
• Contract of employment
• Attractive reward package (annual bonus that reflects Haleon’s and individual’s performance & awards for outstanding performance, recognition awards for additional achievements and engagement)
• A company car or car allowance
• Life insurance and pension plan
• Private medical package with additional preventive healthcare services for employees and their eligible
• Sports cards (Multisport)
• Family benefits (extra parental leave, caregiver’s policy)
• Health and wellbeing programmes that take care of you physically and mentally
• Hybrid@Haleon our philosophy to hybrid work (flexible approach)
• Possibilities of development within the role and company’s structure
• Extensive support of work life balance (flexible working solutions including working from home possibilities, health & wellbeing activities)
• Supportive community and integration events
• Modern office with creative rooms

Location – this role is based in: Poland, Warsaw

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