Sales Force Effectiveness Manager

We are Pierre Fabre Laboratories, a global leader combining pharmaceutical expertise with dermo-cosmetics to support consumers and patients at every stage of their care journey.
Our portfolio includes several medical franchises and international brands such as Eau Thermale Avène, Ducray, A-Derma, Klorane, René Furterer, and Pierre Fabre Oral Care.
By joining us, you become part of a meaningful company where the human dimension is essential. You become a participant in the "We Care Movement," a movement that values excellence and innovation within passionate teams. Together, we push the boundaries of science to unite health and beauty for the benefit of all, because Every time we care for a single person, we make the whole world better.
Present in 120 countries with a team of over 10,000 employees, we are proud to create a scientific and human impact, today and tomorrow! If caring is at the heart of your values, join Pierre Fabre Laboratories and become a key player in the “We Care Movement".

GENERAL RESPONSIBILITIES

Maximize field force productivity and effectiveness through segmentation/targeting, territory design, call model, KPI governance, and incentive plan effectiveness - building a shared SFE culture across DCPC and MC while respecting model-specific execution.

DETAILED RESPONSIBILITIES

1) Segmentation, Targeting & Call Model

• Define HCP/retail/account segmentation (rules, refresh cadence, and field usability).
• Build targeting recommendations (coverage, frequency, channel mix) adapted to DCPC retail & MC.
• Translate strategy into call standards and activity plans.

2) Territory Design & Sizing

• Drive territory alignment -  recommend sizing scenarios and productivity assumptions.
• Support organizational design choices (roles, spans, specializations) with data.

3) Performance Management & Field KPIs

• Build field KPI framework: activity, quality, coverage, effectiveness, and adoption metrics.
• Consolidate and analyze performance monthly/quarterly; propose productivity improvement actions.

4) Sales Incentive Plan (SIP) (with HR/Finance)

• Implement SIP guidelines: measures, thresholds, and guardrails - validate incentive efficiency.
• Monitor SIP effectiveness and recommend adjustments.

5) Tools & Ways of Working

• Ensure CRM and field tools support the operating model (required fields, workflows, dashboards).
• Drive adoption through field routines, training inputs, and simplification.

6) Continuous Improvement

• Run test-and-learn pilots (new call models, digital touches, routing rules, prioritization).

Education & Diploma

• Master’s degree in Business Administration, Economics, or a related commercial/analytical field is preferred.

Experience & Expertise

• Relevant Background: 2+ years of experience in Sales Force Effectiveness (SFE), Sales Operations, or Commercial Excellence, ideally within the Consumer Healthcare (CHC), FMCG, or Pharma sectors.

• SFE & Operational Pragmatism: Deep expertise in maximizing field force productivity through advanced HCP/retail segmentation, targeting strategies, territory design, and call model optimization.

• Performance & KPI Management: Proven ability to build, consolidate, and govern field KPI frameworks (activity, quality, coverage, effectiveness) and manage Sales Incentive Plans (SIP) in collaboration with HR and Finance.

• Change Leadership & Influence: Strong capability to influence field leadership and drive adoption. Experience in embedding a shared SFE culture, rolling out new ways of working, and guiding continuous improvement via test-and-learn pilots.

• Systems-Thinking & Analytics: Highly analytical mindset with the ability to translate broad strategies into actionable territory sizing scenarios, productivity assumptions, and concrete field execution plans.

Technical Skills

• Advanced proficiency in MS Excel and PowerPoint.

• Strong familiarity with CRM systems (ensuring they support the operating model) and Business Intelligence (BI) tools for performance tracking and dashboarding.

Languages

• Trilingual: Full professional proficiency in Dutch, French, and English (written and spoken) is required to successfully communicate with local field teams and leadership.

At Pierre Fabre Laboratories, we believe that our greatest asset is our people.

We are committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee based on race, color, religion, creed, national origin or ancestry, sex, sexual orientation, gender identity or expression, age, physical or mental disability, veteran or military status, genetic information, or any other legally recognized protected basis under federal, state, or local law. The information collected by this application is solely to determine suitability for employment, verify identify, and maintain employment statistics on applicants. Applicants with disabilities may be entitled to reasonable accommodation under the Americans with Disabilities Act and certain state or local laws. Please inform the company’s personnel representative if you need assistance completing this application or to otherwise participate in the application process. Thus, we commit to considering all applications equally, without fail.