Description:

Job Title: Manager - Sales Force Effectiveness (SFE) / Commercial Excellence

Job Purpose

The Manager - Sales Force Effectiveness / Commercial Excellence will be responsible for driving commercial excellence initiatives by designing effective targeting and incentive structures, optimizing field force deployment, enabling data-driven decision-making, and improving overall sales productivity. The role will work closely with sales, marketing, analytics, training, and external partners to deliver sustainable business outcomes.

Key Accountabilities, Responsibilities & Deliverables

1. Commercial Excellence - Targeting & Incentives

- Design and implement robust target-setting and incentive structures aligned with organizational priorities and business objectives.

- Identify and deploy levers to improve existing target-setting processes and enhance incentive effectiveness.

- Periodically review incentive outcomes to ensure alignment with desired sales behaviors and performance.

2. Deployment & Customer Engagement

- Conduct regular assessments of field force deployment to identify productivity improvement opportunities.

- Define and implement Go-To-Market (GTM) models across channels including Modern Trade, E-commerce, and Gx-Gx.

- Establish and track KPIs and KRAs to improve field force productivity and engagement.

- Leverage IQVIA, SMSRC, and internal data to propose and optimize doctor visit lists based on priority specialties.

3. Data-Driven Decision Making & Analytics

- Lead business analytics initiatives with the ability to convert data into clear, actionable insights.

- Synthesize data from multiple internal and external sources to support strategic decision-making.

- Collaborate with external agencies and partners such as IQVIA and SMSRC to gather market intelligence and insights.

4. Business Performance & Project Management

- Design and execute commercial excellence and sales effectiveness projects independently with end-to-end ownership.

- Drive project planning, execution, tracking, and delivery with clear accountability for outcomes.

- Monitor business performance metrics and recommend corrective actions where required.

5. Sales Force Effectiveness & Capability Building

- Drive short-term and long-term field force capability-building initiatives.

- Develop and refine methodologies for training needs identification in line with evolving business and industry trends.

- Partner with the training team to design and implement learning programs based on Training Needs Assessments (TNA).

- Map field efforts with outcomes (Primary Sales, Secondary Sales, Claims, Returns) to identify efficiency gaps and improvement opportunities.

6. Tools & Systems

- Strong hands-on experience with Sales Force Automation (SFA) systems.

- Proficiency in dashboarding and analytics tools such as QlikView and Power BI.

Qualifications & Skill Set

Education

- MBA from a premier institute.

Experience

- 5- 7 years of experience in Management Consulting with exposure to FMCG / Pharma,

OR

- 5- 7 years of experience in a Commercial Excellence / Sales Force Effectiveness role within the FMCG or Pharma industry.

Key Skills & Competencies

- Strong implementation and execution mindset with a proven track record of delivering large-scale initiatives.

- Excellent analytical and problem-solving skills.

- Ability to translate complex data into simple, actionable business insights.

- Strong stakeholder management and cross-functional collaboration skills.

- High ownership, accountability, and project management capability.