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Position Summary:

Take lead of the Sales Force Incentive Scheme design; well manage the fairness, transparency and motivation of the sales force incentive to help drive business. Ensure accuracy of routine incentive calculation and timely delivery of insightful analysis reports and dashboard. Dedicate skilled and expertise to facilitate prioritized companywide initiatives and projects.

Coordinate CHA incentive design to reflect business needs and to motivate commercial field force. Ensure accuracy of routine incentive calculation and timely delivery of insightful analysis reports.

Lead the sales performance evaluation and incentive system operation (SDM) and sales force multiple level performance tracking and reporting system operation to support performance assessment and business analysis. Ensure performance system and tracking reflect business evolvement, strategy and organization changes; and provide professional judgment of the impact of business rule adjustment on system performance and efficiency.

Deliver insights that positively impacts business decision-making.

Primary Responsibility ：

Field Sales Force & CHA Incentive Scheme design

Take lead of Incentive Scheme design:

Understand company strategy and align it with fair and motivational incentive plan design.

Communicate with BUs and field force to well understand business needs, balance different opinions and is able to reach consensus on key design.

Ensure sufficient communication of the scheme and its design rationale behind.

Properly handle BUs' requests on special incentive plan design.

Management of regular incentive calculation

Timely delivery of accurate routine incentive calculation and ensure pay for the performance:

Cooperate with system responsible person, initiate, follow up and track the routine incentive calculation process.

Ensure accuracy of incentive calculation, summary the total payment for management team's review and approval.

Able to design and build up robust database or tool for incentive analysis leveraging both internal and external resource.

Identify issues with sales management, e.g. territory alignment, target setting and etc, seek ways for improvement and ensure well implementation.

Incentive budget simulation, allocation & controlling

Incentive budget proposal and control.

Propose yearly incentive budget based on sound simulation and get aligned with FA.

Maintain and control the incentive budget allocation, have it restated along with the sales performance.

Manage monthly financial processes: accrual, actual vs. budget variance analysis and etc.

SDM & EasyWay system operation

Timely publish monthly sales data update and performance report to support business operation and analysis.

Coordinate with CHAs and BUs to ensure input data accuracy; Maintain the most up-to-date hospital, territory and hierarchy information.

Develop systematic QC list and process to ensure report accuracy.

Coordinate BU, internal IT and external vendor for system update to reflect business needs.

Key projects supports

Help facilitate effective decision making by creating insightful & relevant business analysis.

Lead projects that addresses cross functional objective to ensure incentive and performance management consistency across BUs.

Proactively work with P&C, Fin, Bus etc. to ensure effective internal alignment.

Who you are:

Education: Bachelor and above

Working Experience: 10 years and above.

Experience in MNCs analytics department & experience in leading strategic consulting firm with strong strategic thinking is highly appreciated.

Credential with quantitative analytical discipline such as statistics, mathematical, information management is highly appreciated.

Skills:

Proficient written and spoken English

Great communication skills

Strong analytical skills

Strong presentation skills

A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact.

Let’s build a healthier future, together.

Roche is an Equal Opportunity Employer.