Chiesi Australia, based in Melbourne, is part of the global Chiesi Group with headquarters in Parma, Italy. For 90 years, our family-owned Italian biopharma company has been advancing innovative solutions in Air, Rare, and Care therapies, improving the lives of patients worldwide.
Everyone
of us is different,
everyone
of us is Chiesi. We pride ourselves on our collaborative and inclusive culture, and we are proud to be Great Place to Work certified.
Chiesi Australia currently has an exciting opportunity for an experienced SFE & CRM Manager to join the Commercial Operations team. As SFE & CRM Manager, you will act as a business partner to the commercial teams by designing & implementing Sales Force Effectiveness deliverables including performance analysis, planning, resource allocation, deployment strategies, modelling and territory management/optimisation, management and oversight of sales reward & recognition programs including incentive management & calculation, local and global reporting.
You will own existing CRM system management and optimisation as well as work on the implementation of the new CRM, ensuring adequate support to the CRM (actual and future) and to develop analysis from different systems and tracking of all relevant KPIs and sales performance in a standardized manner. You will contribute to the definition of the CRM roadmap to drive sales force effectiveness and efficiency into the future.
As the SFE & CRM Manager you will work cross functionally with internal stakeholders, providing analysis and data to support local decisions and strategies, as well as working closely with global counterparts on frameworks and projects. This role will work across all key business units AIR, CARE and RARE and relevant business functions. This role is based in Melbourne.
Main Responsibilities:
Sales Force Planning & Optimisation
• Lead and implement the Sales Force Effectiveness deliverables, services & processes on behalf of the Australian affiliate and in alignment with global frameworks/best practice.
• Manage Sales Force productivity and quality of deployment through ongoing targeting and segmentation activities, resource capacity planning, performance measurement, monitoring and ROI analysis.
• Provide territory design/ optimisation recommendations, proposing corrective actions and implementation of deviations.
• Partner with the commercial team in the development and implementation of appropriate KPIs and tracking tools.
Sales Reward & Recognition Programs
• Partner with commercial team to set territory sales targets aligned to global KPI frameworks.
• Partner with the commercial team in development of incentive programs to the Sales Force based on business strategies, as well as their governance (proposals, approvals, regulations, policies, calendars)
• Carry out the management of incentive plans (variable remuneration, campaigns, etc.), including dissemination and calculation of results.
• Management on oversight of Sales specific reward & recognition programs.
• Work closely with Head of Commercial Strategy and Operations, Finance and HR on budgeted sales targets and future budgets.
CRM and Tools
• Setup, manage and maintain CRM infrastructure and systems in close alignment with external partners as well as the Global Commercial Excellence team (CRM, Analytics, Dashboards, Insights, etc.)
• Ensure high data quality and utilisation from the CRM and other tools. Implement standardised Sales Force Effectiveness systems, tools, analytics, performance dashboards including quantitative and qualitative KPIs.
• Administration and support of the CRM; ensure the tool is functioning properly, and support the users in their requests: (extract of data, update of data in the CRM, management/ support of user & end to end experience etc.)
• Project & Change Management for the transition to new CRM system in the affiliate in partnership with Global team.
• Plan and execute the tests for new version of the CRM and applications.
• Implementation of internal policies related to CRM system, ensure harmonization and standardization of the practices.
Engagement, Communication and Reporting
• Partnering with internal & external stakeholders to deliver impact & value for sustainable business growth.
• Drive the systematic generation of insights and recommendations for the business. Ensure the quality, timeliness and consistency of reports delivered periodically.
• Creation of ad hoc market, product and business analysis based on internal and external data.
• Create presentations, videos for the commercial teams.
• Support the commercial team in the planning and implementation of objectives and lead business critical projects aligned to the function.
• Work cross-functionally to drive the sophistication and consistency of Salesforce. Effectiveness within the affiliate, driving continuous improvement and best practice.
• Manage external stakeholder relationships relevant to the function including contracting, budget management and procurement.
• Comply with the guidelines of the Code of Ethics and Conduct, Anti-Bribery Policy and other policies and procedures of the Chiesi Integrity Program.
Experience Required:
• Minimum 5 years' experience in pharmaceuticals with proven background and understanding of the industry.
• Minimum 5 years Business Analyst experience.
• Complete higher education in Business, Marketing, Economics, Statistics or related areas (Ideal)
• Experience in data analytics and data management, CRM tools within a commercial organisation and, ideally a pharmaceutical organisation.
• Prior Forecasting, Commercial Analytics or Business Analysis experience within the pharmaceutical industry.
• Proven track record of performing complex statistical analysis that leads to actionable information.
At Chiesi Australia, we don't just work, we thrive together. We offer a range of unique benefits to support your health, wellbeing, and work-life balance, including:
• Chiesi 'YOU' Day
• Wellness Allowance
• 3PM Early Friday Finish for Head Office Staff
• Paid Parental Leave
• On-site Flu Vaccinations
• Volunteer Day
We are committed to providing equal opportunity for all and cultivating a workplace where everyone can thrive.
Apply Today and be part of a company where your work truly makes a difference
Contact Liz Miritis
for a confidential discussion on
.