Job Description

JOB DESCRIPTION:
Designation: Manager Sales Force Effectiveness, Abbott India Limited
Job Profile
Key Accountabilities, Responsibilities and Deliverables:
Commercial Excellence

• Targeting and incentives

• Drive the development of incentive plans to drive business outcomes and motivate the field force
• Drive the development of annual goals for the field force
• Fairness testing of targets to ensure optimal targets are rolled out to field force
• Conduct trainings and presentations to explain incentive and goal policies to the field force
• Address field queries and clarify incentive and goal related understanding and exception requests
• Co-ordinate with and onboard support functions on incentive and goal policies to ensure accurate calculation of incentives and goal scores

• Data Driven Decision Making

• Conduct and drive business analytics with clear ability to translate data into insights and actionable items to create business impact

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
• Preparation of rewards and recognition lists on a monthly and annual basis
• Monthly report creation for critical sales execution KPIs such as sales, effort and incentive payout
• Address field queries related to goods returns and claims exception requests
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
• Coordinates with the Business Managers, NSMs, Business 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
• Field work with sales reps basis project requirements
• 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

• 4-8 years of experience in either Sales / SFE / Sales Analytics in Pharma / FMCG context
• Metric driven, comfortable in working with data to draw and share reports and insights with stakeholders
• Ability to translate analytics into recommendations for business decision making
• Excellent presentation, written & verbal communication skills, with an eye for quality & attention to detail
• Pharma consulting background would be an add-on

The base pay for this position is N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY: Sales Support & Administration
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)