Title:  GM

Name:

Job Grade:

G7 / G8

Job Title:

Head – Sales Force Effectiveness (SFE), Emerging Markets

Function:

Sales Force Effectiveness

Location:

Sun House , Mumbai

Manager Name 

Job Summary

The primary responsibility of Head SFE, EM is to design the overall Sales Force Excellence & Effectiveness strategy by adopting data analytics based approach and act as an enabler to optimize performance of sales team across Emerging Market countries.

Areas Of Responsibility

• Lead Sales Force Effectiveness (SFE) initiatives and ensure the implementation of SFE framework in the sales organization together with sales & marketing teams  
• Lead in creating innovative strategy / methodology in commercial analytics (incentives, sales targeting & SFE (e.g. Targeting and segmentation) and Sales Force Digitalization (SFD - e.g. BI tools) that really work at the field
• Lead & implement Sales Force Automation (SFA) tools (CRM & CLM) to optimize and drive sales productivity & efficiency
• Manage CRM and Field Force applications, maximizing and improving the value of teams
• Provide recommendations for increasing the effectiveness of field forces through regular complex analysis, optimization of business processes, the use of effective tools and techniques to manage Sales Force
• Implement innovative solutions to maintain and enhance the effectiveness of the sales department
• Recommend key metrics for field forces, manage the monitoring system for their effectiveness
• Set direction for EM SFE team, lead and coach the team to achieve desired objective as per organizational requirements

Travel Estimate

Up to 20 % will be travel time

Job Scope

Internal Interactions (within the organization)

Across Functions & Hierarchy

External Interactions (outside the organization)

Customers, Vendors, Agencies, Partners

Job Requirements

Educational Qualification

Bachelor’s degree in Operations/Systems, MBA (Systems/Operations) ; B.Pharm (Optional)

Specific Certification

Preferable to have Oracle / BI

Skills/Competencies

Analytical & Business skills, Planning & Organizational skills, Project management, Collaboration skills with strong stakeholder management, Team management skills

Experience

Overall 15 +  years of experience, with atleast 5 years of experience in leading SFE functions in pharma companies

Disclaimer: The preceding job description has been designed to indicate the general nature and level of work performed by employee within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees as assigned to this job.  Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of incumbent(s).