MAIN PURPOSE OF ROLE

Key Accountabilities, Responsibilities and Deliverables:

Commercial Excellence

Targeting and incentivesDesign target and incentive structures to drive organization priorities & business outcomesIdentify levers to improve current process of target setting and enhance the effectiveness of incentive structureDeployment & Customer engagementConduct regular assessment of field force deployment and identify levers to improve productivityDefine and implement different GTM models to leverage opportunities in Modern trade, E commerce, Gx-GxDefine KPIs/KRAs to improved field force productivityAbility to synthesize IQVIA, SMSRC and internal data to propose/ correct the doctor visit list basis splty in focusData Driven Decision MakingConduct and drive business analytics with clear ability to translate data into actionable insightsEngage with external partners and agencies such as SMSRC, IQVIA to gather market insights and intelligence

Business Performance & projects

Ability to design and implement projects independently with complete responsibility and accountability of the projectWell versed with SFA and handling dashboarding tools – Qlikview, Power BI

Sales Force Effectiveness

Building 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 requirementsMap Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency

Qualification & Skill Set

MBA from a premier Institute5-7 years of experience in management consulting with exposure in FMCG/Pharma.OR 5-7 years of experience in Commercial excellence role in FMCG/Pharma industryStrong implementation and execution mindset with track record in implementation of large-scale projects