The Manager SFE is responsible for enhancing commercial excellence, business performance, and sales force effectiveness by designing incentives, analyzing data, and driving projects in FMCG/Pharma.
JOB DESCRIPTION:
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
The base pay for this position is
N/AIn specific locations, the pay range may vary from the range posted.
JOB FAMILY:Marketing Support
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)
Top Skills
Power BI
Qlikview
Sfa
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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