Senior Manager Sales Force Effectiveness

JOB DESCRIPTION:

Job Summary:

The Senior Manager SFE is responsible for optimizing the sales force's performance and driving business growth and making a significant impact on sales force effectiveness with the ability to contribute to developing and executing go-to-market strategies.

This role involves overseeing CRM system monitoring, Closed-loop-Marketing (CLM), customer database management, field force KPIs, go-to-market strategy, sales performance dashboards & data management, analytics, incentive compensation policy and calculations, and quota/target setting, resource Optimization and continuous improvement in all given tasks.

Major Responsibilities:

• Oversee the implementation, utilization, and maintenance of the Customer Relationship Management (CRM) system. Ensure accurate and timely data entry, management of customer profiles, and generation of insightful reports for sales analysis and decision-making
• Develop and maintain a comprehensive database of Customers, including doctors, specialists, and key opinion leaders. Collaborate with the sales team to ensure the accuracy and completeness of the database, facilitating effective targeting and relationship management
• Define and monitor key performance indicators (KPIs) for the sales force, aligned with business objectives. Establish performance benchmarks, track individual and team performance, and provide regular feedback to sales representatives and managers
• Contribute to the development of the go-to-market strategy by analyzing market trends, competitive landscape, and customer insights. Collaborate with cross-functional teams to design and implement effective sales strategies and tactics
• Planning and executing Segmentation & Targeting (S&T), sales force sizing and territory alignment for sales teams
• Collect, analyze, and interpret sales performance data to identify trends, patterns, and opportunities. Generate reports and dashboards to provide insights into sales performance, market share, and customer behavior
• Utilize advanced analytics tools and techniques to uncover actionable insights from sales and market data. Provide recommendations to optimize sales force performance, territory planning, resource allocation, and promotional activities
• Develop and administer the incentive compensation policy in line with regional guidelines for the sales team. Ensure accurate and timely calculation of sales incentives based on predefined metrics and targets. Collaborate with Finance and HR teams to ensure compliance and fairness in compensation practices
• Drive continuous improvement initiatives to enhance sales force effectiveness and efficiency. Identify process gaps, propose solutions, and implement best practices to optimize sales operations and achieve business objectives
• Collaborate with all stakeholders to establish realistic sales quotas and targets at individual and team levels as per defined guidelines and policies. Monitor performance against quotas, provide guidance and support to improve performance, and recommend adjustments as needed.
• Monitor and analyze KPIs related to Closed Loop Marketing initiatives. Evaluate the effectiveness of CLM campaigns, track customer engagement, and provide insights to optimize marketing strategies and tactics

Education/Knowledge & Experience:

• Master's degree in business administration, preferably in finance, or a related field.
• 5-6 years of relevant experience in Pharma/FMCG or a relevant company in a similar capacity
• Strong analytical skills with proficiency in data analysis and interpretation.

• Expertise in CRM Systems and Performance Dashboards (Power BI etc) and Proficient in MS Excel/PowerPoint/Word and globally used analytic tools
• In-depth knowledge of incentive compensation policies and calculations.
• Excellent communication skills
• Strong leadership capabilities, team management, and project management skills

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:Pakistan > Karachi : Opp: Radio Pakistan Transmission, Hyderabad Road, LandhiADDITIONAL LOCATIONS:WORK SHIFT:StandardTRAVEL:Yes, 5 % of the TimeMEDICAL SURVEILLANCE:Not ApplicableSIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)