Manager – Sales Force Effectiveness | Sun Pharma | Mumbai

Job Description

Manager / Senior Manager, Sales Force Effectiveness

Roles and Responsibilities

Strategic Analytics: Drive and Measure both Quantitative and Qualitative SFE indicators to enhance Productivity/ Operational efficiency

• SFE indicators for regular monitoring (viz Customer selection process; Days field work, Customer coverage absolute/per frequency; Customer calls per day; Customer productivity; Customer wise Product prioritization )
• Regular monitoring of these indicators for each sales team member, reporting to FLE/managers linking SFE performance to business output and working with business stakeholders to improve both SFE indicators as well as business output
• Ensuring all field activity reports reach HO within stipulated timeline and use the reports for analysis of activities & proactively report the same to management
• Responsible to periodically providing Ad-hock/Special Analytics (Gaps in Customer selection, Customer Business, Class, Visit Plan, Categories, Productivity, Product prioritization, etc) as per identified opportunity areas (scope of improvement) and business requirements
• Working on differentiated Dash-boarding initiatives (Tableau / Power BI etc) to help the field improve on reviews, draw actionable insights and monitor team performance. Awareness about the adoption & usage of Machine Learning (ML) and Artificial Intelligence (AI) in the Healthcare / Pharma sector

Sales Force Automation (SFA):

• Should have Technical (IT) expertise, regarding Existing SFA systems (Reporting, CRM, CLM)
• Analyze the current status of Sales Force Automation-SFA (Availability of online reporting tool and its assimilation into the system
• Salesforce training, Salesforce reporting, reports periodicity/utilization by the FLEs and Managers, etc) as well as focus on Sales Force Effectiveness (SFE) in identified Clusters / SBUs.
• Establish/strengthen the current tool by augmenting newer modules in line with the Business requirement mainly focused on improving Analytics / Visualization of data

Customer Master / Maintenance and Profiling

• Continuous updating of Customer Master (Addition /Deletion in doctor list with HO approval)
• Do overlap analytics to ensure coverage synergy
• Co-ordinate with FF for updation of profiling parameters for building Customer 360 view

Other Strategic Assignments on an Adhoc basis

• Incentive planning and recognition programs
• Field Targeting
• Field Deployment
• Competitive benchmarking

Desired Candidate Profile

• Strong Analytical skills with the ability to synthesize and interpret Salesforce data/insights and provide recommendations/inputs
• Strategic Thinking, Innovation & creativity skills
• In-depth knowledge of CRM reporting systems, SFA tools, Databases, and PC access tools
• Strong Data quality controlling skills
• Self-governing with strong accountability, open-minded and Logical
• Strong communicative skills (written and verbal) for presentations and reports preparation
• Team players have proactive approach
• Business partnering and Negotiation expertise
• Excellent organizing, planning, and multi-tasking skills

Educational:

University degree (Science/Pharmacy Graduate from an accredited university). A candidate with Management Degree would be preferred

Experience:

8-10 years overall experience in SFE function, past experience in the field at FLM/SLM would be preferred