Manager - Sales Excellence - Pharma

The Incumbent would be responsible for Sales planning & pipeline assessment while developing and executing strategies to enhance the effectiveness and efficiency of the organization's sales processes.This role will play a pivotal role in optimizing sales operations, improving customer engagement, and driving revenue growth through data-driven insights and innovative approaches. The ideal candidate will have a strong background in B2B sales, process optimization, and a proven track record of implementing commercial excellence initiatives.

Key Job Responsibilities:

1. Sales Planning & Pipeline Assessment

Assessment of Sales Pipeline Data to assess various opportunities and help focus attention on high valued deals early in process Assess deal pricing and ensure pricing related decisions follow the company's approval mechanism Pipeline value assessment in terms depth and breadth of pipeline to provide revenue forecast numbers Assess whether there are any potential risks to the pipeline numbers not being achieved &plan mitigation activities

2. Sales Process Optimization:

Analyze the end-to-end B2B sales process to identify areas for improvement, streamlining, and automation.

Collaborate with cross-functional teams to define and implement standardized sales processes, ensuring alignment with business objectives.

Develop and document sales workflows, guidelines, and best practices to enhance efficiency and consistency.

3. Data Analytics and Insights:

Utilize data analytics tools and platforms to extract meaningful insights from sales data, market trends, and customer behavior. Translate data-driven insights into actionable recommendations for sales strategy adjustments and customer engagement enhancements. Monitor key performance indicators (KPIs) and generate reports to evaluate the effectiveness of sales initiatives and identify areas of improvement.

4. Customer Engagement Enhancement:

Collaborate with marketing teams to create targeted B2B marketing campaigns and collateral that resonate with customers and drive engagement.

Work closely with the sales team to understand customer needs and pain points, and translate them into value propositions and solution offerings.

Develop and implement strategies to enhance customer experience throughout the sales life cycle.

5. Sales Training and Development:

Develop and deliver training programs for the sales team, focusing on sales methodologies, product knowledge, and customer engagement techniques.

Support the on boarding process for new sales team members by providing training materials and resources.

Stay updated on industry trends and best practices in B2B sales to ensure the sales team is equipped with the latest knowledge and skills.

6. Technology Integration:

Identify and recommend sales technology solutions that can improve efficiency, accuracy, and collaboration within the sales team. Collaborate with the IT team to implement and integrate sales tools, CRM systems, and other technology platforms to support sales operations.

Job Specification:

- Any Graduate; MBA Preferred.

- Minimum 12 years of experience in B2B sales, commercial excellence, or sales operations roles.

- Proven track record of successfully implementing sales process improvements and driving revenue growth.

- Strong analytical skills with the ability to translate data into actionable insights.

- Excellent communication and presentation skills, both written and verbal.

- Proficiency in using data analytics tools and CRM systems.

- Ability to collaborate cross-functionally and influence stakeholders at various levels.

- Strong project management skills with the ability to prioritize and manage multiple initiatives.