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 An Equal Opportunity Employer Abbot welcomes and encourages diversity in our workforce. We provide reasonable accommodation to qualified individuals with disabilities. To request accommodation, please call 224-667-4913 or email corpjat@abbott.com