Sales Force Effectiveness Specialist

Job Description

<Job Objective>

The Sales Force Effectiveness (SFE) Specialist strengthens commercial execution by improving field-force productivity, customer engagement, data quality, and the effective use of sales systems and analytics. The role partners with local business units, regional teams, and cross-functional stakeholders to translate business strategy into measurable field-force priorities, while also coordinating selected office-management activities that support company communication, events, and day-to-day sales operations.

<Main Roles & Responsibilities>

1.Sales Force Effectiveness Strategy & Execution

•       Partner with Business Units and sales leadership to translate commercial and customer strategies into practical field-force plans across channels and territories.

•       Assess sales-force structure, territory deployment, resource allocation and customer coverage; generate insights for annual planning and periodic business reviews.

•       Promote a performance-measurement culture using business, customer and activity KPIs, and recommend actions based on trends and gaps.

•       Collaborate with Learning & Development and sales leaders to identify capability gaps and support relevant training or adoption initiatives.

2. Performance Metrics, Analytics & Reporting

•       Develop and maintain core sales-force metrics aligned with local priorities and regional/global standards.

•       Produce regular and ad hoc reports on customer engagement, call activity, targeting, frequency attainment and other KPIs.

•       Convert data into clear business insights and recommendations for sales leadership and cross-functional stakeholders.

3. Customer Targeting, Segmentation & Data Quality

•       Manage the customer targeting and segmentation process in collaboration with sales and marketing leadership.

•       Verify and maintain organization, territory, brick and reporting-line data CRM processes.

•       Coordinate customer-consent and related master-data updates.

•       Monitor data quality, resolve discrepancies and establish practical controls to sustain accurate and usable information.

4. CRM and Sales Technology Management

•       Administer and support Veeva CRM and related commercial tools in line with business requirements.

•       Coordinate regular and ad hoc uploads of target customers, frequency targets, key messages and approved survey outputs.

•       Provide first-line user support, coordinate issue resolution, and promote adoption of CRM analytics and upgraded capabilities.

5. Sales Incentive Program Support

•       Coordinate the Sales Incentive Program process with sales leadership, finance and relevant functions to support company strategy and desired behaviors.

•       Help ensure local incentive principles, structures, timelines and rules are clearly communicated and consistently implemented.

•       Monitor program effectiveness and alignment with applicable regional guide, escalating material gaps or risks to management.

•       Maintain supporting analysis, documentation and governance records for the incentive process.

6. Regional Communication & Coordination

•       Serve as a key coordination point for regional SFE and other relevant regional stakeholders.

•       Consolidate and communicate local updates, data requests, project status, deadlines and follow-up actions in a timely manner.

•       Coordinate local implementation of regional initiatives and facilitate alignment among local BU and support functions.

7. Office Management, Company Events & Sales Organization Support

•       Coordinate updates to the company website with content owners, compliance reviewers, IT and/or approved external vendors, ensuring information remains accurate and current.

•       Plan and execute company events such as strategy meetings, leadership meetings, town halls and selected sales meetings, including agenda coordination, logistics, materials and on-site support.

•       Provide operational support to the sales organization, including coordination of common tools, information, templates, meeting materials and cross-functional requests.

•       Manage assigned SFE and office-support resources or budgets, monitor spending and maintain necessary documentation.

Perform other duties reasonably related to SFE, office management and sales-organization support, as assigned.

<Required Competencies/Qualifications>

o   Functional Knowledge: Commercial analytics, KPI design, customer targeting and segmentation, CRM/data management, field-force processes, project coordination and basic budget management

o   Skills: Analytical problem solving, attention to detail, stakeholder management, planning and prioritization, project execution, process improvement and change adoption.

o   Leadership Behaviors: Foster collaboration, focus on customers, act with ethics and integrity, and drive results

o   License/Certificate: N/A

o   Experience: Typically, 3 or more years of relevant experience in sales operations, sales force effectiveness, commercial excellence, business analytics, CRM administration, marketing operations or a related role. Experience in pharmaceuticals, animal health, healthcare or another regulated industry is preferred.

Others: Strong written and verbal communication skills in Korean, with working-confident English suitable for regional meetings, email communication and presentation materials. Proficiency in Microsoft Excel and PowerPoint. Experience with Veeva CRM or a comparable CRM platform is strongly preferred; experience with reporting or visualization tools is an advantage

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Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

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