SFE & Channel Effectiveness Manager – Bucharest

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development and commercialisation of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.

In Romania we are a team of over 350 dedicated professionals across various functions and therapeutic areas, playing a vital role in advancing healthcare for Romanian patients. We are proud of a long heritage in partnering with local healthcare system to turn our ground-breaking innovative pipeline into life-changing therapeutic solutions. Find more about our team: https://careers.astrazeneca.com/romania

Join AstraZeneca and help us optimize how we engage customers across field and digital channels. We are looking for a highly driven professional to elevate field force performance and embed disciplined omnichannel execution across our Business Units (BBU, OBU, RDU).

Role purpose

Mission: Turn brand strategy into disciplined omnichannel execution through segmentation, targeting, call planning, territory design, and incentive schemes - delivering decision-ready insights and measurable effectiveness uplift.

Scope: National remit across brands/TAs; close partnership with Business Excellence, Omnichannel & Digital, BI/Data Transformation, Learning & Development, and Digital Excellence.

Key responsibilities

• Sales effectiveness: Design and maintain the SFE framework (segmentation, targeting, alignment, call planning, territory optimization, visit frequency/channel mix, incentives) to maximize coverage, engagement quality, and productivity.
• Planning partner: Serve as business partner to Brand Teams for Brand Planning, GTM, tactical and cycle planning. Translate brand plans into field requirements, capacity scenarios, and targets; ensure cycle planning alignment with omnichannel plans.
• Incentives & goals: Lead incentive modelling and goaling methodologies; coordinate outreach across field and digital channels within compliance guardrails.
• Performance & analytics: Define KPIs and cadences; automate BAU reporting; interpret BI dashboards and A/B tests; convert insights into clear actions and continuous improvement.
• Omnichannel integration: Synchronize field plans with digital campaigns; define and embed “what good looks like” in execution.
• Cycle governance: Own timelines, checkpoints, and readiness criteria; run pre-/post-cycle reviews; drive corrective actions and scale proven tactics.
• Compliance: Uphold promo/medical boundaries, GDPR, and platform governance; partner with IT/Compliance on process/config changes.

What we’re looking for

• Experience: Extensive experience in pharma sales force effectiveness or commercial operations, with hands-on CRM cycle planning and field performance programs.
• Technical depth: Proven incentive design, goaling, and territory optimization; familiarity with BI tools (e.g., Power BI) and standard commercial KPIs; experience designing/interpreting A/B tests.
• Collaboration & influence: Effective in a matrix with Brand, Field Leadership, Medical, Market Access, BI, IT, and Compliance; strong negotiation and stakeholder management.
• Analytics translation: Ability to read funnel metrics and response curves and turn them into precise execution adjustments. Anchors decisions in evidence; ties actions to measurable outcomes; maintains disciplined follow-through.
• Plus: Exposure to AI-enabled engagement (e.g., Next Best Action, content recommendations) and adoption/change management.

Education & skills

University degree; advanced analytical capability; project and vendor management; excellent English communication; integrity and compliance mindset.

Success measures

• Higher target coverage and omnichannel engagement plan adherence
• Balanced territories and improved time-in-field productivity
• Incentive attainment linked to business outcomes
• Coordinated field–digital execution with measurable uplift
• Adoption and impact of AI-enabled recommendations

Why AstraZeneca?

At AstraZeneca, we’re dedicated to being a phenomenal Place to Work. You are empowered to push the boundaries of science and fuel your entrepreneurial spirit. There’s no better place to make a difference in medicine, patients, and society. An inclusive culture that champions diversity and collaboration, and is always committed to lifelong learning, growth, and development. We’re on an exciting journey to pioneer the future of healthcare.

Date Posted: 23-Sept-2026

Closing Date: AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.