Job Profile

Key Accountabilities, Responsibilities and Deliverables:

Commercial Excellence

- Targeting and incentives
- Drive development and deployment of field targets
- Lead the development of incentive plans to drive business outcomes and motivate the field force
- Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure

- Deployment & Doctor List
- Conduct regular assessment of field force deployed and identified levers to improve productivity
- Ability to synthesize IQVIA and SMSRC data to propose/ correct the doctor visit list basis splty in focus

- Data Driven Decision Making
- Conduct and drive business analytics with explicit ability to translate data into insights and actionable items to create business impact
- Engage with external partners and agencies such as SMSRC, IMS to get market insights and intelligence

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
- Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
- Coordinates with the Zonal Business Managers, NSMs, Divisional 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
- Works on the bottom performers incl field work with them to drive performance
- 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

- Experience in Python and Power BI or Tableau
- Proficient in Excel and linear programming
- Sales force data management
- Work closely with sales leadership across levels and collaborate with relevant support functions
- A techno-functional role supporting the SFE team in several diagnostics, database management, automation and operational initiatives.
- SFE (Sales Force Effectiveness) o Work closely with sales leadership across levels and collaborate with relevant support functions to ensure execution of SFE parameters and drive SFE initiatives for identified sales teams o Key responsibilities include – Drive field force reporting on key parameters – Analytics on performance and SFE parameters to share insights with sales leadership for improving business performance – Target setting and incentive design and analytics for sales teams – Support specific initiatives (GTM, process improvement, etc.) for identified sales teams or at an overall level – Support short-term analytical projects from concept to design and implementation – Understand functional and business requirements and building automated solutions – Do deep dive diagnostics to identify key business drivers on an ongoing basis – Own customer and sales databases

Qualification & Skill Set

- Experience in FMCG/Pharma with analytical blend of mind
- Ability to translate analytics into recommendations for business decision making

📌 Manager - SFE (Mumbai)
🏢 Abbott
📍 Mumbai