Manager - SFE

Abbott Laboratories · Mumbai, India

Job Profile

Key Accountabilities, Responsibilities and Deliverables:

Commercial Excellence

• Targeting and incentives
  • Drive development and deployment of field targets
  • Lead the development of incentive plans to drive business outcomes and motivate the field force
  • Identify levers to improve current process of  target setting and enhance the effectiveness of incentive structure

• Deployment & Doctor List
  • Conduct regular assessment of field force deployed and identified levers to improve productivity
  • Ability to synthesize IQVIA and SMSRC data to propose/ correct the doctor visit list basis splty in focus

• Data Driven Decision Making
  • Conduct and drive business analytics with clear ability to translate data into insights and actionable items to create business impact
  • Engage with external partners and agencies such as SMSRC, IMS to get market insights and intelligence

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
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
• Coordinates with the Zonal Business Managers, NSMs, Divisional 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
• Works on the bottom performers incl field work with them to drive performance
• 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

• 2-3 years of experience in FMCG/Pharma with analytical blend of mind
• Ability to translate analytics into recommendations for business decision making