Manager / Senior Manager, Sales Force Effectiveness

Key results & Job Activities ; (Job Purpose):

- Drive Productivity/Operational efficiency enhancement initiatives at Field Force level through regularly analysis of operational KPIs and liaising with business stake holders to improve on them

- Identify, develop and facilitate SFE / CRM system development initiatives

- Work with key stake holders on strategic projects both ad hoc/ long term on need base basis

Job Profile ; Responsibilities:

- Strategic Analytics: Drive and Measure both Quantitative and Qualitative SFE indicators to enhance Productivity/ Operational efficiency

- SFE indicators for regular monitoring (viz Customer selection process; Days field work, Customer coverage absolute/per frequency; Customer calls per day; Customer productivity; Customer wise Product prioritization )

- Regular monitoring of these indicators for each sales team member, reporting to FLE/managers linking SFE performance to business output and working with business stake holders to improve both SFE indicators as well as business output

- Ensuring all field activity reports reach HO within stipulated timeline and use the reports for analysis of activities & proactively report the same to management

- Responsible to periodically provide Ad-hock/Special Analytics (Gaps in Customer selection, Customer Business, Class, Visit Plan, Categories, Productivity, Product prioritization etc) as per identified opportunity areas (scope of improvement) and business requirements

- Working on differentiated 'Dash-boarding' initiatives (Tableau / Power BI etc) to help field improve on reviews, draw actionable insights and monitor team performance. Awareness about adoption & usage of Machine Learning (ML) and Artificial Intelligence (AI) in Healthcare / Pharma sector

Sales Force Automation (SFA):

- Should have Technical (IT) expertise, regarding Existing SFA systems (Reporting, CRM, CLM)

- Analyse current status of Sales Force Automation-SFA (Availability of online reporting tool and its assimilation in the system

- Sales force training, Sales force reporting, reports periodicity/utilization by the FLEs and Managers etc.) as well as focus on Sales Force Effectiveness (SFE) in identified Clusters / SBUs.

- Establish/strengthen the current tool by augmenting newer modules in line with the Business requirement mainly focused on improving 'Analytics / Visualization' of data

Customer Master / Maintenance and Profiling:

- Continuous updating of Customer Master (Addition /Deletion in doctor list with HO approval)

- Do overlap analytics to ensure coverage synergy

- Co-ordinate with FF for updating of profiling parameters for building Customer 360 view

Other Strategic Assignments on Ad hoc basis:

- Incentive planning and recognition programs

- Field Targeting

- Field Deployment

- Competitive benchmarking

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