Dr Reddy's - Head - Salesforce Effectiveness - Analytics & Incentive

Role: Head SFE, Analytics & Incentive

Reporting to: Head - Commercial Excellence

Location: Hyderabad

Team: 10 plus (Direct /Indirect)

Purpose of the role:-

Drive initiation of new IT projects/modules that support Sales Force Excellence; orient senior management at India Generics on effectiveness of Unnati (Internal CRM tool); resolve data discrepancy issues to ensure data sanctity; provide technical training to field staff; identify; the right vendors and establish mutually beneficial relationships with them; provide guidance and support to team members in day-to-day operations.

Education & experience:-

Any Graduate + MBA ( Premier B Schools)

15 plus years of relevant experience in SFE.

Areas of Responsibilities:

- Sales force design

- Designing a sales force ,develop sales force objectives, strategy, structure, size, and compensation

- Incentive Design

- Crafting a system that connects performance measurement with performance rewards.

- Field Target Setting

- Sales & Marketing Analytics

- Tracking and analyzing data from marketing efforts & Identifying, modelling, understanding and predicting sales trends and outcomes .

- Sales Force Sizing and Deployment

- Run data modelling scenarios to evaluate sales force sizing and deployment for all GG India sales forces across therapy areas. Assist in annual budgeting process for taking decisions on divisionalization, brand transfers and manpower requirements.

- Analyse data for periodic deployment and territory alignment analyses to maintain balanced territories.

- Leading Change Management & Process improvements

- Drive harmonization efforts of CRM Database for faster insights generation and best practice sharing across all divisions and SFE team

- Leading change management for large projects by developing project plans, getting alignment of business stakeholders by liasioning with CFTs to help improve productivity

- Influence/Collaborate with ITBPE/Vendors for CRM enhancements. Provide PMO and governance support to ensure timely release with good communication and training plan for field and CFTs

- SFE Data Sanctity Management & Troubleshooting

- Review reports generated by CRM database ; cross-check data with stockists' reports when required; initiate corrective actions to resolve discrepancies of any kind; present reasonably accurate data to business in order to ensure sanctity of data generated by CRM database so that business can fully realize its benefits.

- Team management

- Conduct goal setting, performance appraisals and mentoring/coaching for team members; collaborate with HR in manpower planning, recruitment activities and talent development efforts; provide training to team members on new processes when required in order to maximize retention and performance of team members.

- Design GTM Models - Physical & Digital

- Design of Upsell & Cross Sell Initiatives

- Working with Cross functional teams(IT, Sales , Distribution ,Marketing, Corporate Analytics, HR )

- Stake holder Management .