Danone China

Position Overview

Reports to Hospital & Community SFE Leader in CEMO team. Drives advanced analytics to optimize sales force performance, integrating data from field operations for predictive insights and strategic decisions in China's competitive medical nutrition market

Core Duties

• Sales Targets and Territory Analytics & Optimization: Develop and manage potential-based hospital/customer databases. Design frameworks and tools to perform regular sales target & territory analysis (e.g., initial design, health check and regular tracking, etc.) and identify areas for continuous improvement
• Incentive Analytics & Optimization: Simulate, and evaluate incentive schemes with leadership and partners; conduct monthly performance reviews to identify gaps and adjust for maximum ROI
• Sales Performance & Execution Tracking: Deliver monthly sales performance (monitor metrics at region, city and/or product/rep level) & execution analysis (e.g., customer coverage, customer calls & meetings, etc.) and generate actionable insights to identify growth opportunities and improve execution effectiveness
• Sales Forecast: Oversee granular databases with sales inputs; deliver weekly forecasts, trend analyses leveraging AI tools, and de-averaged insights to guide territory actions and KPI alignment
• Data Integration & Reporting: Aggregate multi-source data (sales, CRM, HR); create interactive dashboards for actionable insights, ensuring compliance with China regulations and real-time visibility

Essential Competencies

• Expert-level data analytics, including AI/ML for predictive modeling

• Proficiency in Python, SQL, Excel, PowerBI; familiarity with CRM systems like Veeva

• Strong problem-solving, stakeholder communication, and collaborative mindset

• Pharma/nutrition business acumen, with ability to advocate data-driven strategies in fast-paced China environment
• > 5 years experience in SFE, insights & analytics, reporting, etc. with leading pharma and nutrition companies