Abbott Laboratories Hiring for Senior Manager Sales Force Excellence at Mumbai, Maharashtra, India Full Time

Job Description

Job Profile

Key Accountabilities, Responsibilities and Deliverables: Commercial Excellence

• Targeting and incentives
  • Designing of target and incentive structures to drive organization priorities
  • Lead the development of incentive plans to drive business outcomes and motivate the field force
  • Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure
  • Review of targets and incentives for fairness and accuracy
• Deployment & Customer engagement
  • Conduct regular assessment of field force deployed and identified levers to improve productivity with recommendations
  • Define and implement different GTM models to leverage opportunities in Modern trade, E commerce, Gx-Gx with ability to create business case
  • Define KPIs/KRAs to improved field force productivity
  • Ability to synthesize IQVIA and SMSRC data to propose/ correct the doctor visit list basis splty in focus
• Data Driven Decision Making
  • Conduct and drive business analytics with clear ability to translate data into insights and actionable items
  • Engage with external partners and agencies such as SMSRC, IMS to get market insights and intelligence

Business Performance & projects

• Lead Leadership and stakeholder discussions to seek alignment
• Ability to design and implement projects independently with complete responsibility and accountability of the project
• Coach and mentor team members and support them in building their capabilities
• Well versed with SFA and reporting tools – Qlikview, Power BI to proposed improvisation

Sales Force Effectiveness

• Alignment with the Zonal Business Managers, NSMs, Divisional heads and commercial directors and hold team accountable to the Strategy and key priorities.
• Building field force capabilities
  • Drive need identification – short and long term; development and improvement of methodologies of training need identification in line with latest trends
  • Drive field force capability building at all levels
  • Work with the training team to design programs as per training needs assessment, business requirements
• Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messaging
• Field performance reporting and execution analytics
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency

Qualification & Skill Set

• 7-10 years of experience in management consulting with exposure in FMCG/Pharma.
• OR 7-10 years of experience in Commercial excellence role in FMCG/Pharma industry
• Strong implementation and execution mindset with track record in implementation of large scale projects