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 Qualification
& Skill
Set - 2-3 years of experience in FMCG/Pharma with analytical blend of mind
- Ability to translate analytics into recommendations for business decision making