Senior SFE Manager

Lundbeck

  • 北京市
  • 长期
  • 全职
  • 20天前
Job Summary:This role is responsible for optimizing Salesforce management to support both mature products under Volume-Based Procurement (VBP) and the launch of new products. The position ensures SFE related tasks are aligned with the distinct needs of maintaining VBP products performance and accelerating new product commercialization, enabling data-driven decision-making and field force effectiveness.Key Responsibilities:Overall expectations regarding the Responsibilities and the Competency of this role:
  • Develop and execute sales force effectiveness strategies tailored to specialty care and rare disease markets.
  • The candidate must have proven new product launch-related SFE experience: specialty care or rare disease.
  • Utilize strong analytical skills to gather, interpret, and leverage data to inform decision-making and optimize sales force performance.
  • Strong data analytical skill is a must, with the ability to interpret complex data and provide actionable insights
  • Act as a business partner, fostering objective and independent collaboration across cross-functional teams.
  • Behavior-focused competencies: objective, independent, and collaborative business partner mindset. Demonstrate hands-on leadership by actively contributing to operational tasks and setting an example for the team.
  • Provide coaching and guidance to direct reports, ensuring professional growth and alignment with organizational goals.
  • Hands on, capable of both managing and doing the work
  • Monitor and evaluate key performance indicators (KPIs) to assess sales force effectiveness and recommend improvements.
  • Be able to develop a clear KPI tracking for the company and be able to execute.
For VBP Mature Products:1. Incentive Design
  • Develop incentive schemes tailored to the VBP model, balancing volume compliance, hospital coverage, and contract execution.
  • Design bonus structures that reflect the unique characteristics of VBP
  • Align incentive plans with key performance indicators (KPIs) like hospital listing rate, actual vs. committed volume, and formulary maintenance.
  • Collaborate with finance and HR to ensure incentive plans are compliant, motivating, and cost-effective.
  • Monitor incentive effectiveness and adjust schemes based on market dynamics and sales behavior.
2. KPI Setting
  • Define clear, measurable KPIs for field force performance under VBP,
  • Differentiate KPIs for mature VBP products vs. newly listed products.
  • Integrate KPIs into Salesforce dashboards for real-time tracking and performance management.
  • Support sales leadership in performance reviews and target setting
3. Territory Alignment
  • Design and optimize territory structures.
  • Ensure territory alignment supports equitable workload and maximizes execution.
  • Use Salesforce data to evaluate territory performance and recommend adjustments.
  • Collaborate with market access and regional sales teams to reflect policy and procurement changes in territory planning.
For New Product Launches:
  • Build CRM modules to support the full launch lifecycle: pre-launch planning, HCP targeting, hospital listing, and sales ramp-up.
  • Collaborate with cross-functional teams (Market Access, Marketing, Sales) to align CRM tools with launch strategy and timelines.
  • Track key launch metrics such as hospital onboarding, formulary inclusion, and early sales performance.
  • Drive CRM adoption among field teams for new product tracking and reporting.
  • Provide insights to adjust launch tactics based on real-time CRM data.
Cross-Functional Responsibilities:
  • Lead SFE training and change management initiatives to ensure high adoption and data quality.
  • Act as the Salesforce subject matter expert for both mature and new product portfolios.
  • Ensure compliance with regulatory and data governance standards in all SFE-related activities.
Qualifications:
  • Bachelor's degree in Pharmacy, Life Sciences, Business, or related field; MBA or advanced degree preferred.
  • 5+ years of experience in pharmaceutical sales operations or commercial excellence.
  • Strong experience with Salesforce CRM; Veeva CRM experience is a plus.
  • Proven track record supporting both mature product management and new product launches.
  • Deep understanding of China's VBP framework, hospital procurement processes, and market access pathways.
  • Strong analytical, communication, and project management skills.
Preferred Skills:
  • Proficiency in data visualization tools (e.g., Tableau, Power BI).
  • Familiarity with pharma data platforms (e.g., IQVIA,).
  • Experience working in matrixed, cross-functional environments.
  • Ability to translate CRM data into actionable insights for commercial teams.
About LundbeckAt Lundbeck, our most important contribution is easing the burden of the millions of people living with brain disorders. Whether it is migraine, depression, or other brain disorders, patients, their carers, and society as a whole depend on us.Through cutting edge science and strong partnerships, we develop and market some of the world’s leading treatments, expanding into neuro-specialty and neuro-rare from our strong legacy within psychiatry and neurology.The brain health challenge is real. Our commitment is real. Our impact is real.About LundbeckAt Lundbeck, our most important contribution is easing the burden of the millions of people living with brain disorders. Whether it is migraine, depression, or other brain disorders, patients, their carers, and society as a whole depend on us.Through cutting edge science and strong partnerships, we develop and market some of the world's leading treatments, expanding into neuro-specialty and neuro-rare from our strong legacy within psychiatry and neurology.The brain health challenge is real. Our commitment is real. Our impact is real.

Lundbeck