Sales Force Effectiveness Manager

Become a part of ALK

ALK is a global pharmaceutical company specializing in allergy immunotherapy. We are driven by a high level of professionalism, integrity, an open-minded approach and contributing to an inspiring and fun working environment together with our colleagues. We provide an attractive working environment for individuals looking for both personal and professional development. You will be part of an engaged and informal team who values skill and knowledge creation.

Responsibilities and tasks

Sales force effectiveness and field execution

• Own the local sales force effectiveness agenda in close partnership with the National Senior Sales Manager.

• Spend approximately 50% of time in field-facing sales excellence activities across Poland, including field visits, regional reviews, sales meetings, CRM adoption support and execution diagnostics.

• Diagnose execution barriers, customer coverage gaps and field productivity opportunities; translate insights into clear actions.

• Support optimization of sales structures, territories, field capacity and customer coverage models.

• Bring structured field feedback into planning, targeting, CRM and performance management routines.

Targeting and territory governance

• Define targeting principles, business rules and customer prioritization criteria with the National Senior Sales Manager.

• Ensure targeting is aligned with market potential, product priorities, customer needs and field-force capacity.

• Partner with the Business Analyst to validate segmentation, potential and territory analysis.

• Monitor targeting adherence at regional, territory and field-force level; identify deviations and drive corrective actions.

Incentive compensation and target governance

• Own governance of sales targets and incentive compensation processes for relevant field roles.

• Coordinate annual and quarterly target-setting with the National Senior Sales Manager and Finance.

• Ensure transparent communication of targets, bonus principles, potential changes and territory/customer adjustments to Key Account Specialists.

• Partner with the Business Analyst on calculations, data validation and documentation of assumptions and approval logic.

CRM and sales process excellence

• Own CRM execution standards, sales process discipline and field-force adoption.

• Define business requirements for CRM campaigns, call planning, activity tracking and customer coverage KPIs.

• Partner with the Business Analyst to monitor CRM data quality, field days, call frequency, activity quality and visit execution.

• Ensure CRM is used as a management tool to improve customer engagement, not only as a reporting system.

Performance management and business reviews

• Define business requirements for dashboards and performance reports; the Business Analyst builds and maintains the analytical outputs.

• Own the commercial storyline, interpretation and management recommendations for sales reviews.

• Translate analysis into concrete actions, owners and follow-up plans with the National Senior Sales Manager.

Compliance and governance

• Ensure all activities adhere to applicable laws, EFPIA/local codes, data privacy, pharmacovigilance requirements, internal SOPs and the ALK Code of Conduct.

• The role does not replace sales line-management responsibilities and does not directly manage field-force performance.

Key performance indicators (KPIs)

• Targeting model implemented on time, understood by the field and followed in practice.

• Improved CRM adoption, activity discipline, data quality and use of CRM for management decisions.

• Accurate, transparent and timely target and bonus process.

• Business reviews generate clear decisions, owners and follow-up actions.

• Field feedback is consistently converted into improved targeting, territory, CRM and execution processes.

• Full compliance with internal and external requirements.

Experience and qualifications

Qualifications

• University degree required, preferably in business, economics, finance, life sciences, pharmacy, data analytics or a related field.

• Minimum 5 years of experience in pharmaceutical, healthcare or life sciences industry.

• Proven experience in Sales Excellence, Sales Force Effectiveness, Sales Operations.

• Strong understanding of the Polish pharmaceutical market and healthcare environment.

• Experience working closely with field-force teams and sales leadership; ability to build credibility in the field.

• Good understanding of targeting, segmentation, territory design, incentive compensation, CRM and sales performance management.

• Strong analytical and data-literacy skills; ability to interpret dashboards and translate data into business decisions.

• Experience with CRM systems, ideally Veeva CRM; knowledge of BI tools such as Qlik, Power BI, Tableau or equivalent is advantageous.

• Fluent Polish and good business English.

• Willingness to travel approximately 50% across Poland; valid category B driving license required.

Personal attributes

• Strong business partner to sales leadership; able to challenge constructively and influence without direct authority.

• Field-oriented, pragmatic and execution-focused; able to convert insights into practical field actions.

• High integrity, discretion and compliance mindset.

• Structured, reliable and resilient working style with strong follow-through.

• Excellent communication and presentation skills; able to simplify complex topics for different audiences.

• Collaborative team player with strong stakeholder-management skills across Sales, Marketing, Finance, Medical and Compliance.