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 & Administration
DIVISION:EPD Established Pharma
LOCATION:India > Mumbai : BKC Building
ADDITIONAL LOCATIONS:
WORK SHIFT:Standard
TRAVEL:Yes, 15 % of the Time
MEDICAL SURVEILLANCE:Not Applicable
SIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Abbott Mumbai, Maharashtra, IND Office
16th Godrej BKC Plot C, Bandra Kurla Complex, Bandra East, एवेन्यू 3, G Block BKC, Bandra East, Mumbai, Maharashtra, India, 400051
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