Sales Force and Customer Effectiveness Senior Specialist

ROLE: Sales Force and Customer Effectiveness Senior Specialist

Short Role Description / Purpose:
Supports the Primary & Specialty Care Business Unit in customer analysis and
implements segmentation and profiling strategies for different target audiences.
Coordinates Sales Force Effectiveness for the Pharmacy line, ensuring alignment
of sales force activities with the strategic plan. Executes customer analysis and
engagement models to guarantee high commercial effectiveness and the
achievement of business goals.

Long Description:
● Supports the development of integrated sales plans that guide business
needs and support the sales strategy in collaboration with management
and cross-functional stakeholders (Marketing / Trade Marketing / Sales
Director and Area Manager);
● Be accountable for monitoring customers, targeting and tracking the
strategies employed with the customer.
● Conducts analysis of customer performance based on key KPIs, including
Sales, Sell-In/Out, promotional activities, and margins, serving as the

focal point for monitoring and assessing customer profitability.
● Periodically support field activities to better understand the territory’s
characteristics, identify challenges, monitor competitors and gather
customer feedback.
● Supports in the development, and monitoring of
incentive/compensation programs to support sales objectives
● Supports in the design and implementation of segmentation and targets
through the integration of appropriate data (using digital data), adapting
to the mix of customers and geographical needs for each channel;
● Provides support in the assessment of the territory structure, account
plan, coverage and activities (including face to face and digital / remote)
to align with objectives, KPIs based on the potential of the territory,
customer classification, contact time and to the communication channel;
● Projecting management of specific initiatives and ad-hoc analysis on
Sales Force and Customer to ensure effectiveness of company
investments and efforts;
● Ensures compliance with the law and regulations in compliance with the
provisions of the control model pursuant to and for the purposes of
Legislative Decree 231/01 and the codes of conduct within its area of
​​responsibility.

Education:
● Degree in economics or related degree.

Technical Expertise:

● Excellent knowledge of English;
● Knowledge of the main productivity and collaboration tools (Google
Workspace, MS Office).
● Market analysis, segmentation, etc.