Sales Force Effectiveness Specialist (R1086346) - Vilvoorde, Belgium - IQVIA™

Date de publication 9/1/2019

Résumé de l'offre

Description de l'offre

IQVIA™ is the leading human data science company focused on helping healthcare clients find unparalleled insights and better solutions for patients. Formed through the merger of IMS Health and Quintiles, IQVIA offers a broad range of solutions that harness the power of healthcare data, domain expertise, transformative technology, and advanced analytics to drive healthcare forward.

Veeva & SOA in country would be responsible for the implementation and management of the in country BE systems, process and policies for their country across all franchises. They are responsible for ensuring the sales force structure is managed effectively so that the sales teams have access to the correct information regarding sales, productivity and incentive compensation. They support the Business Unit Directors in country to ensure they have appropriate information to run their business. The work close with the BE manager in country.

Country CRM and BI Management

  • Liaison with BE Manager on issues and developments required within CRM and BI
  • Liaison with central team to develop the system to support the local country teams
  • Customer data Management
  • Customer Profiling Management for CRM. Ensuring data is collected to allow segmentation and targeting strategies to be implemented
  • New User Set up and Administration
  • Super user of BI and CRM able to answer queries and questions regarding system use
  • Ability to interrogate the sales and productivity reporting cubes that lie behind BI and CRM
  • Responsible for the development and management of any bespoke productivity and sales reports
  • IQVIA liaison to ensure quality information is available within BI

Country Territory Management       

  • Responsible for the management of the sales force territories to allow sales and productivity information to be produced. Ensure customers are allocated to the correct territory and team.
  • Management of alignment of sales people to territory to drive eligibility
  • Ensure the sale force territories are designed to maximize operational efficiency

Management of the Country Sales Force Bonus and Sales Target setting

  • Local expert on the centrally defined bonus policies able to deal with questions and queries.
  • Set representative targets from centrally defined country targets, working close with BUDs/CL
  • Management of sales bonus calculations. Set up and administration of centrally defined bonus payments. Responsible for ensuring bonus is paid in line with the relevant policy and is consistent with the company's compensation philosophy.
  • Manages the eligibility of sales people for bonus. Responsible for ensuring individual sales people are paid bonus correctly based on where they worked, how long they worked there and what they did.
  • Communication of bonus and incentive payments to payroll
  • Management of local incentives
  • Management of Top Club and Presidents Club in country
  • Provides OEU BE Dir with bonus and incentive data for regional review.

Working with the OEU BE and Country Team to support business

  • Key lead for country when working on sales force effectiveness projects/tools with the regional BE team. The projects could include segmentation, targeting, sales force sizing and territory optimisation. This will involve occasional travel.
  • Work with BUDs and business teams to support local initiatives to ensure sales teams have the right information to maximize sales.
  • Support the BUDs with their local needs to ensure they have insightful information to maximize sales.


Excellent and proven analytical skills

Excellent computer skills; particularly MS Office products (excel essential)

Fluent English and local language

Works well in a matrix team environment

Attention to detail, methodical and well organised.

Well developed and effective communication skills

Excellent prioritization skills

Experience in Sales Intelligence / Sales Force Effectiveness / Operations / Analysis


Experience working with several countries within Europe Bachelors degree or further qualification in related discipline: Business Studies, Finance, Information Systems etc

Join Us

Making a positive impact on human health takes insight, curiosity, and intellectual courage. It takes brave minds, pushing the boundaries to transform healthcare. Regardless of your role, you will have the opportunity to play an important part in helping our clients drive healthcare forward and ultimately improve outcomes for patients.

Forge a career with greater purpose, make an impact, and never stop learning.

Job ID: R1086346