- The Manager - SFE & Trade Planning (Abbott Nutrition) is responsible for leading and monitoring Sales Force Effectiveness (SFE) and Trade Planning processes across Abbott Nutrition's India business.

- This role emphasizes performance diagnostics, KPI setting, root cause analysis, and ethical trade collaboration, with frequent field interaction and travel (up to 20%).

- The incumbent will ensure that trade and customer planning strategies are aligned with nutrition business goals, executed responsibly, and monitored rigorously.

- The role involves close collaboration with Commercial, Finance, SFA, and HR teams to drive data-driven decision-making and uphold compliance and ethical standards in trade practices.

Core Job Responsibilities.

Sales Force Effectiveness Monitoring:.

- Lead monthly SFE diagnostics and performance reviews for Abbott Nutrition categories.

- Define, track, and refine KPIs across sales planning, coverage, and execution.

- Develop dashboards and scorecards to monitor performance against targets.

- Conduct root cause analysis for performance gaps and recommend corrective actions.

- Support strategic initiatives such as sizing, deployment, incentive design, and attrition analysis.

- Provide performance insights and recommendations to senior leadership.

- Monitor and analyze rep productivity metrics such as calls per day, coverage efficiency, and conversion rates.

- Track and evaluate bills cut performance to assess sales execution quality and identify opportunities for improving conversion and customer engagement.

- Monitor Total Lines Sold (TLS) to assess product mix effectiveness, identify upselling opportunities, and support strategic portfolio planning.

- Oversee Targeted List Segmentation (TLS) effectiveness, ensuring alignment with strategic priorities, optimizing prescriber targeting, and supporting coverage planning through data-driven segmentation.

- Promote collaboration between Trade and Ethical teams to ensure trade strategies are aligned across both teams, fostering collaboration, transparency and proactive risk mitigation.

Trade & Customer Planning Oversight.

- Set and monitor distribution KPIs including reach, frequency, and channel coverage.

- Analyze trade investment ROI and recommend optimization strategies.

- Oversee customer segmentation and targeting frameworks specific to nutrition channels.

- Align trade planning with commercial goals and ensure execution feasibility.

- Track channel performance and identify gaps in distribution or customer engagement.

- Support development of planning tools and analytics for trade teams.

- Supervisory/Management Responsibilities.

Direct Reports: Individual contributor.

Consulting.

Education & experience:.

- Engineer/MBA from premier institutes.

- Minimum 5+ years in SFE/Consulting, preferably in FMCG (or) Nutraceutical/Pharma industry

- Graduate + MBA.

- Overall 4+ years of experience, with current profile in SFE/Commercial Excellence/Strategic Planning.

Competencies / Skills.

- Behavioral: Assertiveness, High energy, Integrity, relationship building ability.

- Functional/ Technical: Strong in analytics, problem solving skills and field connect.

- Communication - Excellent Written, Spoken and presentation skills.

- Strong Customer connect.

- Good Coach.

- MS office (Good in Power Point/ Excel and Word).