Head - Sales Force Effectiveness & Incentive Design - Pharma

Sales Force Effectiveness & Incentive Design - Head - Pharma Company

Brief Job Description:

- Partner with Cluster Heads/ Divisional Heads/ Zonal/Sales/regional Managers, field sales personnel, and other business leaders to evaluate and improve sales processes and increase sales effectiveness by focusing on KPIs like calls, coverage, RCPA etc.

- Analyze data at various levels of country, region, territories, products and MR to provide insights on internal performance, market and drive sales force effectiveness

- Analyze historical incentive payout and find ways to improve incentive effectiveness

- Design the incentive structure for India formulation business

- Work with brand managers to come out with optimum brand incentive structure

- Design and execute effective communication plan to ensure maximum effectiveness for incentive among field-force

Key Result Areas:

- Improvement in sales effectiveness KPIs, productivity improvement and system processes.

- % people qualified for incentive and improving overall performance

Skills required:

- Strong knowledge of Pharma (or related) industry sales processes, system knowledge, analytical skills, incentive design skill

- Communication, change management,

Competencies Required:

- Strong knowledge of pharma field force and pharma domain

- Strong knowledge in incentive domain

- Good competency in analytics