Dr Lal PathLabs - Manager/Senior Manager - Sales Excellence

Scope of Work

The Sales Excellence Lead is a change leader, who will be involved in developing a long-term roadmap for enhancing sales productivity at all levels of Sales Hierarchy using Analytics. The selected candidate will drive various sales related programs with cross functional stakeholders - Sales, Supply Chain, Marketing, product, HR, finance and IT.

Role & responsibilities

1) Sales Planning, Strategy & Target Setting

- Provide data analytics, competition analysis, industry mapping etc. for decision making w.r.t annual, monthly and quarterly sales plan & budget

- Active coordination with Regional Sales teams and marketing dept to seek inputs for Sales Forecast

- Drive goal setting for sales teams in collaboration with sales heads - region/zone/product wise

- Work on sales org structure and deployment across all regions to ensure both appropriate coverage to attain AOP

2) Sales Productivity enhancement

- Use Sales Data Analytics to drive Sales Effectiveness on ground at the Regional / State / Town Level. Develop effective methods and processes to enhance performance of Sales Organization

- Disseminate business performance related (KPI) reports for stakeholders leadership team, sales teams etc to take pre-emptive action.

- Take active role in adoption of technology to automate periodic reports related to sales KPI and achievement

- Personally interact with stakeholders like sales team, channel partners etc to gather information on industry developments and identify opportunities and measure the field's pulse

- Identify best practices across Industry and identify gaps so as to develop the 'LPL WAY' of sales & marketing across different levels of sales organization

- Leverage and implement AI tools across Sales Force Automation to enhance sales team productivity

3) Sales Force Automation

- Understand the current sales process and verticals and conceptualize the design of an efficient sales performance management tool

- Drive adoption/usage of the tool among sales team and effective utilization of the data

- Develop , roll-out and train team on the manual/ SOP for the usage of the tool and create value for the tool

- Implement AI tools in SFA app

4) Sales Force Enablement

- Developing a high-performance culture, capability building and learning mindset for the field force.

- Increase sales capability and drive behavioural change with the focus and lens around sales process & methodology based on sales competencies - Product, Team performance management and Sales selling skills Trainings

Preferred candidate profile

- Experience: 2 to 5 years

- Education: MBA required

- Experience in sales excellence and channel marketing required