Dr Lal PathLabs - Senior Manager - Sales Excellence - IIM/MDI/ISB

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 :

Sales Planning, Strategy & Target Setting :

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

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

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

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

Sales Productivity enhancement :

i. 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

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

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

iv. 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

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

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

- Sales Force Automation :

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

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

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

iv. Implement AI tools in SFA app

- Sales Force Enablement :

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

ii. 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

- Special Projects & CXO Initiatives :

i. Lead special projects assigned by CXOs, ensuring timely and effective execution

ii. Liaise with cross-functional teams to drive strategic leadership priorities

iii. Prepare executive dashboards, reports, and presentations for CXO reviews

iv. Handle sensitive, high-priority assignments with discretion

PREFERRED CANDIDATE PROFILE :

- Experience : 3 to 5 years

- Education : Tier 1 MBA

- Experience in sales excellence and channel marketing required