European Sales Force Effectiveness & CRM Lead

• European Sales Force Effectiveness & CRM Lead

European Sales Force Effectiveness & CRM Lead

Europe, Paris, Barcelona, or Milan

Hybrid

Full-time

We are looking for a strategic and hands‑on European Sales Force Effectiveness & CRM Lead to drive commercial excellence, sales productivity, and CRM transformation across Sunstar's European markets. In this role, you will lead the deployment of Sales Force Effectiveness frameworks, optimize commercial execution, and act as the business owner of KLEE CRM to support sustainable growth and stronger customer engagement across the region.

Mission

The European Sales Force Effectiveness & CRM Lead will be responsible for building and deploying a consistent Sales Force Effectiveness framework across Sunstar's European markets. Drive sales force productivity, customer segmentation and targeting, commercial execution excellence and CRM transformation, with KLEE at the center of the European sales execution strategy. Working closely with country Sales Leaders, establish common methodologies, performance standards and commercial capabilities while adapting implementation to local market requirements. The ultimate objective is to improve sales force effectiveness, maximize customer potential and strengthen execution at the point of sale.

Key responsibilities

European Sales Force Effectiveness Strategy

• Define and deploy the European SFE strategy, framework and roadmap.
• Establish common principles for customer segmentation and targeting, using customer potential and commercial opportunities.
• Optimize sales territory design, customer coverage, call planning and visit frequency.
• Develop methodologies to assess field force sizing, resource allocation and productivity.
• Support markets in identifying commercial opportunities and improving field execution.
• Establish European principles for sales incentive programs, aligned with business priorities and measurable performance.

KLEE CRM – Business Ownership and Transformation

• Act as the European business owner of KLEE CRM, working closely with IT and local market stakeholders.
• Define the European CRM strategy, business requirements and development roadmap.
• Standardize CRM processes across markets while accommodating justified local requirements.
• Drive the integration of segmentation, targeting, customer potential, call planning and field execution into KLEE.
• Define CRM governance, data quality standards and performance monitoring.
• Coordinate system improvements, prioritizing business impact and user experience.
• Lead CRM adoption, training and change management across European markets.

Perfect Store and Commercial Execution

• Translate European DPSM priorities into actionable field execution standards.
• Develop and deploy the European Perfect Store framework.
• Establish consistent execution KPIs covering distribution, assortment, shelf presence and merchandising.
• Integrate relevant DPSM indicators into KLEE and field performance routines.
• Support the execution of strategic product launches and European commercial initiatives.
• Develop practical tools that enable field teams to prioritize opportunities and improve execution.
• Define European sales force KPIs and standardized performance management methodologies.
• Establish field productivity dashboards and management routines.
• Identify performance gaps and recommend corrective actions.
• Support local Sales Leaders in implementing effective coaching and performance improvement programs.
• Partner with the Commercial Analytics & RGM Lead to translate market insights into actionable field priorities.

Sales Capabilities and Change Management

• Assess SFE maturity and capability gaps across European markets.
• Develop European sales excellence methodologies, training programs and best practices.
• Support local Sales Leaders in strengthening field management and coaching capabilities.
• Leverage the European Sales Community and country champions to accelerate deployment.
• Build strong cross-functional relationships with Sales, Marketing, Finance, IT and HR.

What success looks like

• KLEE is the CRM your field teams actually rely on, with strong adoption and reliable data in every market.
• Sales effort goes to the customers with the highest potential, using the same segmentation and targeting across Europe.
• Perfect Store standards are part of everyday field execution and can be seen on shelf.
• Country Sales Leaders use the shared KPIs and dashboards to run performance and coaching, because they find them useful and not because they have to.
• Within 12 months, Europe has one way of working on Sales Force Effectiveness (SFE), adapted where local markets need it.

Candidate profile

• 8-12 years experience in Sales Force Effectiveness, Commercial Excellence, Sales Operations or Sales Transformation.
• Strong background in Consumer Health, FMCG or comparable multinational commercial organizations.
• Proven experience implementing or transforming CRM platforms.
• Demonstrated expertise in segmentation, targeting, territory management and field productivity.
• Experience developing sales performance management frameworks and incentive principles.
• Previous responsibility for international or multicountry commercial initiatives.

What makes you successful in this role

• Strong analytical and strategic capabilities combined with a hands-on approach.
• Excellent understanding of field sales processes and commercial execution.
• Ability to translate business needs into practical CRM and digital solutions.
• Strong project management, stakeholder engagement and change management skills.
• Ability to influence country Sales Leaders and cross-functional teams without direct hierarchical authority.
• Excellent communication skills and fluency in English.

Why join Sunstar?

• Purpose-driven company focused on health and wellbeing
• Unique Swiss-Japanese heritage with a truly global footprint, serving customers in more than 90 countries
• Exciting transformation journey creating opportunities to make a tangible impact
• Collaborative, inclusive, and multicultural environment
• Strong commitment to learning, development, and career growth
• Culture of ownership, innovation, and continuous improvement
• Hybrid working model supporting flexibility and work-life balance

Location: Paris, France / Barcelona, Spain / Milan, Italy (hybrid)

The role can be based in Paris, Barcelona, or Milan and follows a hybrid working model. The successful candidate will be expected to work regularly from the local Sunstar office, with work-from-home flexibility in accordance with the applicable local policy.

Employment Type: Full‑time, Permanent

Travel: This role involves regular travel across European markets (up to 20%)

About Sunstar

Headquartered in Switzerland, Sunstar originated in Japan in 1932 and now spans the globe with operations in the Europe, the Americas and Asia. We operate in two business units – a Consumer business globally focused on oral care products, and an Industrial business - with a simple mission in mind: helping people live longer, healthier lives.