Sr Manager, Sales Force Effectiveness (SFE)

Fresenius Kabi•Lake Zurich, IL

1d•Hybrid

About The Position

The Senior Manager, Sales Force Effectiveness (SFE) provides strategic and operational leadership for SFE programs across assigned U.S. Region business areas. Within the Global Commercial Excellence framework, the role establishes and executes plans for segmentation and targeting, customer profiling and insights, incentive compensation, and territory and role design to strengthen field execution, sales productivity, and return on investment. As the senior functional subject matter expert for assigned business areas, the position uses independent judgment to evaluate complex commercial challenges, establish governance standards, and recommend solutions to senior sales leadership. The position leads cross-functional initiatives with Sales Leadership, Commercial Excellence, Finance/FP&A, IT/Data Engineering, HR/Total Rewards, Legal & Compliance, Marketing, Market Access, and Trade/Channel, with accountability for reliable data, effective controls, and actionable executive-level insights. It serves as the business owner of Sales Toolkit, sets platform and reporting priorities, and leads change management and adoption across field and leadership teams. This is a hybrid position requiring onsite work at the Lake Zurich, Illinois office three days per week. Travel is required based on business needs. The annual salary range is $130,000–$165,000, and the position is eligible for a bonus plan with a target of 14% of base salary. Final pay determinations depend on factors including experience, education, knowledge, skills, and abilities.

Requirements

Bachelor’s degree required.
At least 10 years of relevant experience, including at least 3 years in sales operations or SFE supporting field sales organizations.
Expertise in incentive compensation strategy, design, governance, and administration; territory planning; sales deployment; and commercial analytics.
Experience owning or leading business processes for sales effectiveness platforms, reporting tools, and data visualization solutions.
Strong working knowledge of CRM platforms such as Salesforce, ERP systems such as SAP, data governance, and data warehouse concepts.
Advanced Excel and analytical skills; proficiency in PowerPoint and Word, including executive-level presentation development.
Ability to establish operational priorities, lead complex initiatives, and deliver results across multiple stakeholders without direct reporting authority.
Excellent executive communication, consultation, and influencing skills, including the ability to challenge assumptions and build cross-functional alignment.
Sound business judgment and discretion when handling confidential employee, customer, commercial, and compensation information.
Travel as required based on business needs.
Strong program and project leadership skills, including managing competing priorities, dependencies, risks, and implementation timelines.
Ability to translate ambiguous business needs and complex analyses into clear recommendations, standards, and actionable plans.
Strong quantitative and problem-solving capabilities, with commitment to accuracy, control, and data integrity.
Adaptability and accountability in a dynamic, deadline-driven commercial environment.
Ability to build productive partnerships with senior leaders, cross-functional teams, and external stakeholders.
High standards of integrity, compliance awareness, and professional judgment.
Ability to work flexible hours and weekends when required by business needs.
Ability to effectively speak, read, write, and understand English to perform essential job functions and independently understand workplace communications in a regulated environment.

Nice To Haves

MBA or other advanced degree preferred.
Experience leading complex, cross-functional programs preferred.
Sales Toolkit and Qlik Sense experience preferred.

Responsibilities

Lead the design, implementation, governance, and evaluation of incentive compensation programs for assigned business areas, ensuring alignment with commercial priorities, competitive practices, laws, internal policies, and financial objectives.
Translate business objectives into incentive plan structures across sales channels; assess plan effectiveness through annual IC Health Checks, identify risks and trade-offs, and present recommendations to leadership.
Oversee incentive compensation performance monitoring, plan administration controls, issue resolution, and financial reconciliation with Finance; provide leadership insights on payout trends, effectiveness, and spend.
Develop and evaluate short-term incentive programs and contests while balancing commercial impact, financial considerations, and compliance requirements.
Assess and optimize territory alignment, sales resource deployment, and call planning to support business priorities and field productivity.
Direct geographic, customer segmentation, targeting, and coverage analyses and provide data-supported deployment and territory recommendations to sales leadership.
Establish governance for territory maps, alignment changes, and incentive compensation documentation through standardized Sales Toolkit processes.
Own Sales Toolkit for assigned business areas, setting standards for configuration, data quality, controls, and operational performance.
Set business priorities for platform enhancements and work with IT and Commercial Excellence to define requirements, evaluate trade-offs, oversee implementation, and measure business value.
Lead Sales Toolkit change management and adoption, including communications, training strategy, and stakeholder engagement.
Define reporting priorities and oversee development and improvement of dashboards and analytics for incentive performance, pipeline accuracy, and territory trends.
Establish data governance and quality expectations and advance scalable self-service reporting capabilities.
Synthesize complex analyses into executive-ready recommendations that explain business implications, risks, and proposed actions.
Provide functional leadership across Sales Leadership, Finance, HR, Legal & Compliance, Commercial Excellence, and Marketing to align governance, priorities, and implementation decisions; resolve issues and escalate material risks.
Guide field enablement strategies and establish best practices for Sales Toolkit reporting, territory management, and adoption.
Lead cross-functional process improvements, set success measures, and oversee enhancements that strengthen efficiency, control, scalability, and user experience.
Evaluate industry practices and emerging SFE capabilities and recommend operational standards and longer-term improvements.
Attend local, national, and global meetings as needed.
Complete required training, including department-specific and compliance training.
Participate in reasonable work activities assigned by management.
Ensure compliance with company documents, programs, and activities related to Health, Safety, Environment, Energy, and Quality Management Systems, consistent with assigned roles and responsibilities.