JOB DESCRIPTION:
Role Purpose
The Sales Force Effectiveness (SFE) Manager is responsible for designing, governing, and continuously improving the sales execution system.
The role ensures that the sales force is appropriately structured, fairly targeted, correctly incentivized, and consistently monitored to deliver predictable and sustainable business results. It is expected that the SFE manager travels for field work for at least 2 days a month.

Key Responsibilities

SFE Strategy
Business Partnership:
- Act as a thought partner to sales leadership
- Partner with commercial functions to identify gaps and implement plans to close sales (primary, secondary, IQVIA & SMSRC KPIs) and execution gaps (coverage, conversion, call quality, manager working)
- Drive and run monthly sales review meetings and support with data points across all lead and lag indicators and corresponding insights
- Prepare leadership-ready updates and decision materials for governance forums and senior stakeholders
- Drive cross-functional alignment on projects and recommendations across Commercial, Finance,



HR, Compliance, and other support functions

Business Projects:
- Drive transformation projects across business, technology, analytics such as sales and CRM system enhancements, process automation
- Support with SFE execution in sales growth projects such as margin optimization, sales acceleration programs, GTM projects

SFE Analytics
Work areas within SFE analytics:
- Territory & Resource Management: Design and maintain sales territory alignment to ensure balanced workload and prospect
- Coverage & Frequency Strategy: Define and govern customer segmentation (A/B/C or priority tiers), establish coverage and frequency norms, monitor adherence to frequency strategy
- Execution Governance: Define minimum calls per day hygiene norms, geographic spread of customer within territory (HQ/Ex-HQ/OS), Monitor route efficiency, time spent in outstation markets, monitor call quality using CLM analytics
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📌 Manager SFE (Mumbai)
🏢 Abbott
📍 Mumbai