The Business Excellence Analyst is responsible for driving commercial activities which maximize sales revenue and improve field force efficiency. You will work closely with sales, marketing and other departments to develop strategies, generate insights and improve processes to ultimately improve business performance.

KEY RESPONSIBILITIES

Segmentation and Targeting

Lead the development and implementation of both Segmentation & Targeting and Customer profiling, also ensuring we target the right customers, we visit them with the appropriate frequency and we deliver them the right Key Messages in order to maximize sales force impact
Work with Sales Leaders (Head of Sales / Sales Manager) and the field force to validate customer segments and profiles
Assess impact of new sales processes, brand priority and the deploying sales team in different ways
Maintain familiarity with current trends in Sales force deployment for the Aesthetics industry including understanding of how different models can deliver key business objectives

Salesforce Effectiveness

Collaborate closely with Sales Leaders (Head of Sales and Sales Manager) to optimize sales processes, drive efficiency, and enhance overall Salesforce Effectiveness
Ensure Sales force size, structure and territories are optimally created to drive fairness and efficiency.
Create quarterly cycle plans ensuring we achieve optimal coverage of customers whilst maintaining fairness and balance between sales team members and uploading them into Veeva CRM
Create and maintain local dashboards to enable daily monitoring of sales team performances (including also SFE KPIs), taking corrective actions where necessary.
Ensure data quality, integrity and consistency both in Veeva CRM and Power BI/Foundry dashboards
Work with the sales team to put in place operational planning and a regular review process.
Support Field Force in daily Veeva CRM troubleshooting
Deal with IQVIA and Reltio MDM Team in order to have a unique “golden record” for each HCP into Veeva CRM, taking corrective actions where needed

Salesforce Incentive Design

Design Sales Incentive Plans (SIP) and Special Incentives coherent with International guidelines that ensure fairness/transparency and motivation
Ensure the local bonus policies are understood and paid correctly and timely in country
Set quarterly and yearly sales targets, calculate pay-out, follow related approval flow and submit to HR for payment
Quarterly complete regular sales incentive plan “health checks” to ensure bonus scheme are having the desired impact

Commercial Analytics

The role involves collecting and analyzing data related to customer sales and field force activity to identify trends, patterns, and opportunities for improvement
Generating regular reports and providing insights and recommendations to senior management
Manage Greece, Cyprus and Malta data quality both in our local and IMCO/EUCAN Power BI/Foundry dashboards

Training

Research and recommend training interventions to improve the capability of sales teams and sales managers to improve performance
Provide the sales team with training on Power BI/Foundry dashboard and Veeva CRM where necessary
Support the sales team in developing their commercial acumen by training them on operational planning and territory analysis

Qualifications

University degree in a technical, analytical, or quantitative discipline; a finance-related background is an advantage.
Previous experience in a similar role within a leading global pharmaceutical or corporate environment.
Prior commercial field experience is an advantage.
Excellent command of English and Greek, both written and spoken, at a professional level.
Strong analytical, data-driven mindset with the ability to derive insights and support business decisions.
Highly self-motivated, autonomous, and well organized, with strong self-management skills.
Ambitious, proactive, and eager to learn, with a long-term commitment to professional growth.
Strong sense of ownership and the ability to work effectively both independently and cross-functionally.

Additional Information

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community.  Equal Opportunity Employer/Veterans/Disabled.

US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html

US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:

https://www.abbvie.com/join-us/reasonable-accommodations.html