Sr Manager, Sales Force Effectiveness (SFE)

Fresenius Kabi USA•Lake Zurich, IL

1d•$130,000 - $165,000•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. It 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, and is accountable for reliable data, effective controls, and actionable executive-level insights. This is a hybrid position requiring onsite work in the Lake Zurich, Illinois office three days a week. The role may require travel based on business needs, attendance at local, national, and global meetings, and flexible hours or weekends when required by business needs.

Requirements

Bachelor’s degree required.
10 or more years of relevant experience, including at least 3 years in sales operations or SFE supporting field sales organizations.
Demonstrated 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 relying on direct reporting authority.
Excellent executive communication, consultation, and influencing skills, including the ability to challenge assumptions and build alignment across functions.
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 functions, including independently understanding policies, procedures, training materials, and workplace communications.

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 ongoing evaluation of incentive compensation programs for assigned business areas, ensuring alignment with commercial priorities, competitive practices, applicable 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 in partnership with Finance; provide senior leadership with insights on payout trends, effectiveness, and spend.
Develop and evaluate short-term incentive programs and contests, 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; develop data-supported options and recommendations for sales leadership on deployment and territory structure.
Establish governance for territory maps, alignment changes, and incentive compensation documentation through standardized Sales Toolkit processes.
Serve as accountable business owner of Sales Toolkit for assigned business areas, establishing standards for configuration, data quality, controls, and operational performance.
Set business priorities for platform enhancements and partner with IT and Commercial Excellence to define requirements, evaluate trade-offs, oversee implementation, and measure business value.
Lead change management and adoption initiatives across field and leadership teams, including communication, training strategy, and stakeholder engagement.
Define reporting priorities and oversee development and continuous 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 for timely and consistent commercial decisions.
Synthesize complex analyses into executive-ready recommendations, articulating business implications, risks, and proposed actions.
Provide functional leadership across Sales Leadership, Finance, HR, Legal & Compliance, Commercial Excellence, and Marketing to align incentive governance, business priorities, and implementation decisions; resolve cross-functional issues and escalate material risks as appropriate.
Guide field enablement strategies and establish best practices for Sales Toolkit reporting, territory management, and adoption.
Identify and lead cross-functional process improvements, establish 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 that support commercial effectiveness.
Attend local, national, and global meetings as needed; complete required training, including department-specific and compliance training; and 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 the employee’s roles and responsibilities.