Manager SFE

JOB DESCRIPTION:

Designation: Manager – Sales Force Effectiveness, Abbott India Limited

Job Profile
Key Accountabilities, Responsibilities and Deliverables:

Commercial Excellence

• Targeting and incentives
  • Drive the development of incentive plans to drive business outcomes and motivate the field force
  • Drive the development of annual goals for the field force
  • Fairness testing of targets to ensure optimal targets are rolled out to field force
  • Conduct trainings and presentations to explain incentive and goal policies to the field force
  • Address field queries and clarify incentive and goal related understanding and exception requests
  • Co-ordinate with and onboard support functions on incentive and goal policies to ensure accurate calculation of incentives and goal scores

• Data Driven Decision Making
  • Conduct and drive business analytics with clear ability to translate data into insights and actionable items to create business impact

Business Performance & projects

• Ability to design and implement projects independently with complete responsibility and accountability of the project

Sales Force Effectiveness

• Field performance reporting and execution analytics
• Preparation of rewards and recognition lists on a monthly and annual basis
• Monthly report creation for critical sales execution KPIs such as sales, effort and incentive payout
• Address field queries related to goods returns and claims exception requests
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
• Coordinates with the Business Managers, NSMs, Business Heads and Commercial Directors and hold team accountable to the Strategy and key priorities.
• Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messaging
• Field work with sales reps basis project requirements
• Building field force capabilities
  • Drive need identification - short and long term; development and improvement of methodologies of training need identification in line with latest trends
  • Drive field force capability building at all levels
  • Work with the training team to design programs as per training needs assessment, business requirements

Qualification & Skill Set

• 4-8 years of experience in either Sales / SFE / Sales Analytics in Pharma / FMCG context
• Metric driven, comfortable in working with data to draw and share reports and insights with stakeholders
• Ability to translate analytics into recommendations for business decision making
• Excellent presentation, written & verbal communication skills, with an eye for quality & attention to detail
• Pharma consulting background would be an add-on

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:Sales Support & AdministrationDIVISION:EPD Established PharmaLOCATION:India > Mumbai : BKC BuildingADDITIONAL LOCATIONS:WORK SHIFT:StandardTRAVEL:Yes, 15 % of the TimeMEDICAL SURVEILLANCE:Not ApplicableSIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)