Role Objective :
The Senior DGM – Sales Leadership Capability (L&D;) is responsible for designing and driving a high-impact capability system across the sales hierarchy (Medical Representatives, ABMs, RBMs, ZBMs, and NBMs). The role focuses on strengthening managerial effectiveness, coaching quality, and field execution to improve sales productivity and consistency.
The mandate includes building a future-ready sales leadership pipeline, embedding structured on-the-job learning, and enhancing data-driven decision-making and execution discipline across territories. The role partners closely with Sales and Commercial Excellence to ensure that capability interventions directly improve field performance, review effectiveness, and overall business outcomes.
Key Responsibilities :
Area
Responsibility
Capability Strategy & Roadmap
Define and drive the Sales Leadership Capability roadmap aligned to field productivity, execution excellence, and managerial effectiveness across MR, ABM, RBM, ZBM, and NBM levels.
Manager Effectiveness & Coaching Excellence
Strengthen on-ground coaching capability by institutionalizing ICEP as a structured coaching tool and improving the quality of field interactions, feedback, and performance discussions.
Sales Review & Governance (SRS)
Drive adoption and effectiveness of SRS to enhance review rigor, agenda discipline, data usage, and actionable follow-through across managerial levels.
Root Cause & Problem-Solving (RCA)
Embed structured RCA capability across managers to improve decision quality, territory interventions, and performance recovery in weak HQs/regions.
Leadership Development & Pipeline
Lead ASPIRE and CEJx programs with a focus on readiness for next roles and sustained performance across reps and managers.
Future Skills & Capability Building
Drive capability development in coaching, data-driven decision making, AI-assisted planning, and key account management for institutional, channel, and trade teams.
Sales Compet
📌 Sr. Deputy General Manager (Mumbai)
🏢 USV
📍 Mumbai