Designation: Manager – Sales Force Effectiveness, Abbott India Limited

Job Profile

Key Accountabilities, Responsibilities and Deliverables:

Commercial Excellence

Targeting and incentivesDrive the development of incentive plans to drive business outcomes and motivate the field forceDrive the development of annual goals for the field forceFairness testing of targets to ensure optimal targets are rolled out to field forceConduct trainings and presentations to explain incentive and goal policies to the field forceAddress field queries and clarify incentive and goal related understanding and exception requestsCo-ordinate with and onboard support functions on incentive and goal policies to ensure accurate calculation of incentives and goal scores

Data Driven Decision MakingConduct 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 analyticsPreparation of rewards and recognition lists on a monthly and annual basisMonthly report creation for critical sales execution KPIs such as sales, effort and incentive payoutAddress field queries related to goods returns and claims exception requestsMap Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiencyCoordinates 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 messagingField work with sales reps basis project requirementsBuilding field force capabilitiesDrive need identification - short and long term; development and improvement of methodologies of training need identification in line with latest trendsDrive field force capability building at all levelsWork 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 contextMetric driven, comfortable in working with data to draw and share reports and insights with stakeholdersAbility to translate analytics into recommendations for business decision makingExcellent presentation, written & verbal communication skills, with an eye for quality & attention to detailPharma consulting background would be an add-on