Key Responsibilities

1. Strategic Planning & Business Support (Core SFE BP Function)

Develop a deep understanding of the business strategy, market landscape (e.g., competitive dynamics in diabetes, obesity), product lifecycle, and impact of healthcare policies within the metabolic therapeutic area, translating these into executable SFE strategies.
Act as a key advisor to the Metabolic Business Unit leadership, participating in strategic discussions regarding sales targets, resource allocation (headcount, budget), and territory design, providing data-driven decision support.

2. Sales Performance Management & Goal Setting (Core: Territory Quota Setting)

Be responsible for designing and setting scientific, fair, and challenging regional performance goals (Quota Setting):
Build multi-dimensional quota allocation models based on market potential analysis (e.g., IXD data, patient flow models, market growth rate), historical performance, competitive intelligence, and regional characteristics.
Manage and optimize sales territory alignment to ensure workload and market opportunity balance across territories, forming the foundation for quota allocation.
Clearly communicate the logic and rationale behind goal setting to the sales team to ensure understanding and buy-in, enhancing goal achievability.
Regularly review goal attainment and dynamically adjust model parameters to respond to sudden market changes.

3. Bonus & Incentive Plan Design (Core: Incentive Compensation)

Lead the design, optimization, and implementation of the sales team's Incentive Compensation Plan (ICP):
Design incentive schemes to precisely guide sales behaviors, aligned with company strategic priorities (e.g., driving new product launches, capturing market share, balancing product portfolio).
Ensure plans adhere to the SMART principle (Specific, Measurable, Achievable, Relevant, Time-bound), and are motivational, fair, and financially feasible.
Conduct comprehensive simulation & modeling to forecast incentive pool expenditure and assess potential behavioral impacts and business risks.
Manage plan communication, training, execution, and Q&A to ensure accurate understanding.
Handle disputes and exceptions related to the incentive plan, ensuring compliance. Conduct regular plan retrospectives, evaluate effectiveness, and propose optimizations for the following year.

4. Data Analysis & Insight Generation

Establish and monitor Key Performance Indicator (KPI) dashboards (e.g., activity rates, prescription rates, market share change) and regularly provide sales effectiveness analysis reports to management.
Diagnose strengths and weaknesses in the sales process through in-depth analysis (e.g., attribution analysis, correlation analysis), providing actionable insights to enhance team efficiency.

5. Systems & Process Optimization

Manage and optimize the use of CRM and related SFE systems, ensuring data quality and integrity to support accurate performance management and analysis.
Standardize sales reporting processes to improve the efficiency of data retrieval and insight generation.

Qualifications

Education & Experience:
Bachelor's degree or higher; preference for majors in Business, Management, Economics, Mathematics, Statistics, or Life Sciences.
Minimum 5 years of experience in the pharmaceutical industry, with at least 3 years in SFE, Sales Operations, Commercial Analytics, or a related field.
Experience in the metabolic area (e.g., Diabetes, Cardiovascular, Obesity) or related specialty therapeutic areas is preferred.
Proven experience in sales quota setting and incentive compensation plan design, along with project management experience, is crucial for success in this role.