The posting
Job Summary
The Senior Manager, Sales Force Effectiveness (SFE) provides strategic and operational leadership for SFE programs across assigned U.S. Region business area(s). Within the Global Commercial Excellence framework, the position 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.
Serving as the senior functional subject matter expert for assigned business area(s), the role exercises independent judgment in evaluating complex commercial challenges, establishing governance standards, and recommending solutions to senior sales leadership. The position leads cross-functional initiatives involving 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.
This is a hybrid position, and the selected candidate will be required to work onsite in the Lake Zurich, Illinois office 3 days a week.
Salary Range: $130,000 - $165,000 per year Position is eligible to participate in a bonus plan with a target of 14% of the base salary. Final pay determinations will depend on various factors, including, but not limited to experience level, education, knowledge, skills, and abilities. Our benefits and programs are comprehensive and thoughtfully crafted to ensure our colleagues live healthy lives and have support when it matters most.
Responsibilities
Incentive Compensation & Governance
- Lead the design, implementation, governance, and ongoing evaluation of incentive compensation programs across assigned business area(s), 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 for leadership decisions.
- Oversee IC 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.
Sales Force Design & Territory Management
- Lead the assessment and optimization of territory alignment, sales resource deployment, and call planning to support evolving 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 IC documentation through standardized Sales Toolkit processes, ensuring accuracy, transparency, and timely implementation.
Sales Toolkit Ownership & Enablement
- Serve as the accountable business owner of Sales Toolkit for assigned business area(s), 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 realized business value.
- Lead change management and adoption initiatives across field and leadership teams, including communication, training strategy, and stakeholder engagement.
Reporting & Insights
- Define reporting priorities and oversee the development and continuous improvement of dashboards and analytics for incentive performance, pipeline accuracy, and territory trends.
- Establish data governance and quality expectations; advance scalable, self-service reporting capabilities that enable timely and consistent commercial decisions.
- Synthesize complex analyses into executive-ready recommendations, clearly articulating business implications, risks, and proposed actions.
Cross-Functional Collaboration
- 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.
Continuous Improvement
- 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; recommend operational standards and longer-term improvements that support commercial effectiveness.
Additional Responsibilities
- Attends local, national, and global meetings as needed.
- Completes all training requirements, including all department-specific, compliance training, etc.
- Participates in any and all reasonable work activities as assigned by management.
- All employees are responsible for ensuring the compliance to company documents, programs and activities related to the Health, Safety, Environment, Energy, and Quality Management Systems, as per your roles and responsibilities.
Requirements
- Bachelor’s degree required; MBA or other advanced degree preferred.
- 10+ years of relevant experience, including at least 3 years in sales operations or SFE supporting field sales organizations; experience leading complex, cross-functional programs preferred.
- 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; Sales Toolkit and Qlik Sense experience preferred.
- Strong working knowledge of CRM platforms (e.g., Salesforce), ERP systems (e.g., SAP), data governance, and data warehouse concepts.
- Advanced Excel and analytical skills; proficiency in PowerPoint and Word, including executive-level presentation development.
- Demonstrated 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, with 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 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 a commitment to accuracy, control, and data integrity.
- Demonstrated 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.
- The Company’s primary business language is English. The successful candidate must be able to effectively speak, read, write, and understand English to perform the essential functions of the position, including independently understanding policies, procedures, training materials, and workplace communications written in English due to our heavily regulated work environment.
Additional Information
We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company contribution, and wellness program.
Please note that joining our team does not create a guaranteed or permanent employment arrangement. All employment is at‑will, meaning both the employee and Fresenius Kabi have the right to end the employment relationship at any time, in accordance with applicable federal and state laws.
Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.
