Sales Force Effectiveness Manager

Sopharma is the largest Bulgarian pharmaceutical company and a leading investor in the healthcare sector. With 2200+ employees, 11 manufacturing sites, and presence in 40+ markets, we stand for quality, reliability, stability, and transparency. What drives us is the care we put into improving lives - a dedication that has been bridging generations for over 90 years.

If you are eager to be part of our family and to collaborate with proven experts, as well as to follow high professional standards and benefit from opportunities for career growth and development, joins us as our new:

Sales Force Effectiveness Manager (
CIS & CEE countries).

Fluency in both
English
and
Russian
languages is a must

Position Overview:
We are looking for a strategic and results-driven Sales Force Effectiveness (SFE) Manager to elevate our commercial performance by optimizing sales processes, structures, and data-driven decision-making. As an individual contributor, you will play a key role in enhancing sales force efficiency, ensuring alignment with business priorities, and enabling impactful cross-functional collaboration.

You will lead the design and implementation of incentive plans, territory optimization, performance analytics, and sales strategy development. This role is essential to supporting regional business leadership with clear insights, operational improvements, and measurable business impact.

Key responsibilities:

1. Sales Analytics & Performance Insights

• Analyze market data, KPIs, and sales trends to deliver actionable insights to Regional Business Directors and Sales Leaders.
• Develop and maintain reporting dashboards (e.g., Power BI) to support sales effectiveness monitoring and strategic planning.
• Ensure high data integrity and consistency across reporting platforms and systems.

2. Territory and Resource Optimization

• Lead territory sizing, alignment, and workload optimization to ensure equitable and efficient field coverage.
• Manage targeting and segmentation initiatives, including customer profiling and call planning.
• Provide recommendations to enhance field deployment and resource utilization.

3. Incentive Compensation Management

• Design, implement, and monitor sales incentive compensation plans in alignment with business goals.
• Track sales performance against targets and provide performance reporting to commercial leadership.
• Drive engagement and transparency through effective communication of compensation structures.

4. Commercial Strategy Support

• Partner with Sales, Marketing, and Finance to support business planning, sales forecasting, and strategic decision-making.
• Contribute to the development of commercial strategies through reach & frequency analysis, customer segmentation, and impact assessments.
• Support budgeting processes with data-driven insights related to sales force productivity and coverage.

5. Field Enablement & Tools Management

• Act as the business lead for field enablement systems, ensuring alignment with sales objectives and user needs.
• Drive user adoption of tools and support training initiatives for sales force and stakeholders.
• Coordinate with IT and external vendors on continuous improvement and support for SFE tools.

6. Vendor and Project Management

• Oversee external vendors supporting SFE-related initiatives; ensure quality, timely delivery, and budget compliance.
• Manage project timelines and deliverables across multiple stakeholders.

Main Requirements:

• Bachelor's Degree in science, technology, engineering, math or relevant field
• At least 10 years of professional experience in sales operations, analytics, marketing, or management consulting within the pharmaceutical or healthcare industry.
• Strong analytical skills with the ability to interpret complex data and transform it into meaningful business insights.
• Proven track record of developing and managing sales performance metrics, incentive programs, and territory optimization initiatives.
• Hands-on experience with data visualization tools (e.g., Power BI) and advanced Excel skills.
• Familiarity with sales enablement platforms.
• Excellent communication and presentation skills; ability to convey complex ideas to both technical and non-technical audiences.
• Strong organizational and project management skills, with the ability to prioritize and lead multiple initiatives.
• Self-starter with intellectual curiosity and the ability to thrive in a fast-paced, dynamic environment.
• Fluent in English and Russian languages.

What We Offer:

• Competitive salary and comprehensive benefits package.
• Opportunities for professional growth and development.
• A collaborative and supportive work environment.
• The chance to make a meaningful impact on patient safety and product quality.

All applications will be treated strictly confidential. While we appreciate all applications, please, note that only short-listed candidates will be contacted.