Strategic Sales Planning Manager

Lake County, IL, US
Aug 26, 2018
Required Education
Bachelors Degree
Position Type
Full time
The primary objective of the Strategic Sales Planning Manager is to support the Sales and Marketing organizations with the design and deployment of field teams and customer targeting analytics. This includes providing support to existing franchises in addition to supporting new product launches and new indication(s).

Field Force Sizing Structure and Optimization : Responsible for identifying the right field force size and structure by leveraging comprehensive and complex design methodologies, competitive analysis, forecast, and other relevant data resources. Responsible for designing the territory alignments for the field force teams to optimize the allocation of resources based on business needs. Evaluate ongoing organizational needs and restructure the field teams for situations such as the new product launch, new indications, LOE, label change etc...

Customer Targeting: Works with sales and marketing leadership, vendors, other internal commercial teams (Market Research, Marketing Analytics and Business Insights etc...), and systems teams to develop and publish Health Care Provider and Institution (Account) target list. Works with Field Force Deployment (FFD) and Commercial Systems (SFA) team to rollout the target list to the field teams.

Key Responsibilities include:

• Understand strategic and tactical issues, employ appropriate methodologies to analyze data and provide insights and recommendations as it relates to field deployment, customer targeting

• Drive multiple complex projects, balancing between short-term and long-term objectives and managing the projects within budget and timelines

• Design and deploy optimal solutions that are innovative, add value and meet current and future business requirements

• Develop and deliver formal presentations to internal and field teams including senior management and sales leadership

• Collaborate with peers, Franchise Liaison, Integration teams, and Sales and Marketing leadership on a regular basis. Share successful strategies, best practices, and lessons learned with these constituents

• Manage all aspects of vendor relationships on a day-to-day basis. Ensure vendor-assisted projects are managed within budget and timeline and appropriate methodologies are employed

• Develop in-depth knowledge of pharmaceutical industry data and therapeutic area to resolve business problems more efficiently and effectively

Key AbbVie Competencies:

• Demonstrates critical thinking as well as analytical and problem-solving skills

• Demonstrates ability to communicate complex issues in a simple, yet compelling fashion to a wide range of stakeholders

• Demonstrates excellent project management skills

• Builds strong relationships with peers and cross functional teams to enable higher performance

• Learns, fast, grasps the "essence" and can change the course quickly where indicated

• Raises the bar and is never satisfied with the status quo

• Embraces the ideas of others, nurtures innovation and manages innovation to reality


• BA/BS required to ensure effective understanding and application of business concepts

• 5+ years analytical and/or field force planning experience required preferably in the healthcare industry

• Has excellent problem-solving orientation and ability to work independently

• Has a proven track record of success in transforming data into powerful information for sales/marketing management required

• Knowledgeable on a variety of PC programs (including, but not limited to Outlook, Excel, Access, PowerPoint). Demonstrated database querying skills and analytical skills including experience with clustering analysis, Test-Control Analysis, regression analysis, and other statistical techniques

• Project manages one or more projects and drives the sales organization and cross functional teams to execute on targeting strategies and tactics

• Must exhibit proficiency commensurate with grade in the following competencies: adaptability, teamwork, initiative, innovation, integrity, analytical, leadership, strategic thinking, drive for results, and communication


• Master's degree in Business or Science preferred

• Two-three years' Oncology experience preferred