Manager SFE

Job Profile

Key Accountabilities, Responsibilities and Deliverables:

Commercial Excellence

• Targeting and incentives
  • Design target and incentive structures to drive organization priorities & business outcomes
  • Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure
• Deployment & Customer engagement
  • Conduct regular assessment of field force deployment and identify levers to improve productivity
  • Define and implement different GTM models to leverage opportunities in Modern trade, E commerce, Gx-Gx
  • Define KPIs/KRAs to improved field force productivity
  • Ability to synthesize IQVIA, SMSRC and internal data to propose/ correct the doctor visit list basis splty in focus
• Data Driven Decision Making
  • Conduct and drive business analytics with clear ability to translate data into actionable insights
  • Engage with external partners and agencies such as SMSRC, IQVIA to gather market insights and intelligence

Business Performance & projects

• Ability to design and implement projects independently with complete responsibility and accountability of the project
• Well versed with SFA and handling dashboarding tools – Qlikview, Power BI

Sales Force Effectiveness

• 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
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency

Qualification & Skill Set

• MBA from a premier Institute
• 5-7 years of experience in management consulting with exposure in FMCG/Pharma.
• OR 5-7 years of experience in Commercial excellence role in FMCG/Pharma industry
• Strong implementation and execution mindset with track record in implementation of large-scale projects