Assistant Manager-Sales Force Effectiveness & Distribution Excellence

ROLE PURPOSE:

The Assistant Manager – Sales Force Effective (SFE) & Distribution Excellence (DE) is a pivotal analytical and operational role within the Commercial Excellence team. Working in close collaboration with the Executive MIS, this position is responsible for driving sales force productivity, optimizing distribution reach, and translating field data into actionable commercial insights that support senior leadership decision-making.

KEY RESPONSIBILITIES:

1. Sales Force Effectiveness (SFE)

• Design, monitor, and evaluate KPIs for field force performance including coverage, frequency, productivity, and call quality.
• Develop and maintain SFE dashboards and scorecards for territory, area, and regional performance tracking.
• Conduct regular field force audits and mystery visits to assess compliance with detailing standards and promotional norms.
• Collaborate with the Executive MIS to integrate CRM/SFE data and generate consolidated performance reports for leadership review.
• Lead the cycle planning process including routing, beat plans, and territory mapping to maximize field force efficiency.
• Identify performance gaps and work with commercial leadership to develop targeted coaching and intervention plans.

2. Distribution Excellence

• Monitor and analyze distribution KPIs including numeric distribution, weighted distribution, out-of-stock rates, and shelf share.
• Drive secondary sales monitoring by tracking offtake data across key trade channels (retail, pharmacy, modern trade).
• Coordinate with the distribution network to ensure product availability and coverage targets are met across assigned territories.
• Develop and track distribution scorecards to measure and improve distributor performance and compliance.
• Identify distribution gaps and white spaces through data analysis and recommend corrective action plans.
• Support execution of trade schemes, channel activations, and new product launches through distribution intelligence.

3. Analytics & Reporting

• Generate monthly, quarterly, and ad-hoc performance reports for senior commercial leadership including GM Commercial.
• Integrate data from multiple sources (IMS/IQVIA, CRM, secondary sales, distributor data) to present a unified performance narrative.
• Conduct trend analysis, competitor benchmarking, and market share tracking to support strategic planning.
• Develop presentation-ready insights and commercially focused story-telling for leadership reviews and business reviews.
• Support Executive MIS in automation of reporting processes and enhancement of business intelligence tools.

4. Cross-Functional Collaboration

• Work as an integrated team member within the Commercial Excellence function, complementing the Executive MIS’s data management mandate.
• Liaise with Sales, Marketing, Supply Chain, and Finance teams to align on commercial priorities and data requirements.
• Provide analytical support for annual operating plan (AOP) development and periodic business reviews.
• Champion a data-driven culture across the commercial organization through training and awareness initiatives.

QUALIFICATION:

• Bachelor’s degree in Business Administration, Commerce, or a related discipline
• MBA or relevant postgraduate qualification preferred

EXPERIENCE:

• 2–4 years of relevant experience in SFE, commercial analytics, or distribution management
• Pharmaceutical, FMCG, or healthcare sector experience strongly preferred

CORE COMPETENCIES & SKILLS:

• Advanced Excel & Power BI / data visualization tools
• CRM systems (Salesforce, Veeva, or equivalent)
• IMS/IQVIA data analysis
• Secondary sales and distributor data management
• Strong PowerPoint & executive presentation skills
• Strong analytical and problem-solving mindset
• Detail-oriented with ability to work under pressure
• Team player with strong cross-functional collaboration skills
• Proactive initiative and ownership of deliverables
• Effective communication and stakeholder management

Pay: Rs125,000.00 - Rs150,000.00 per month

Work Location: In person