Title:  Manager -2

Name:

Job Grade:

Job Title:

Incentive & MIS Manager – Sales Force Effectiveness (SFE)

Function:

EM (Emerging Markets) - SFE (Sales Force Effectiveness)

Location:

Mumbai

Job Summary

The Incentive & MIS Manager for Emerging Markets within the Sales Force Excellence (SFE) team is responsible for the design, execution, and management of sales incentive programs and the development of comprehensive MIS reporting systems. This role supports the emerging markets' sales teams by ensuring the effective monitoring of key performance indicators (KPIs), optimizing incentive programs for varying market dynamics, and delivering actionable insights to drive business growth in diverse, high-potential regions. The role also focuses on ensuring data integrity and leveraging technology to streamline processes for performance tracking and decision-making.

Areas Of Responsibility

Incentive Program Management for Emerging Markets:

• Implement Tailored Incentive Programs: Ensure the Incentive programs drive motivation and reward behaviours that align with business goals.
• Country Incentive Planning: Work with country in emerging markets to review, adjust, and implement incentive plans that are culturally and economically aligned with country goals.
• Payout Calculation & Validation: Ensure accurate and timely calculation of incentive payouts for various markets, considering country market conditions, currency fluctuations, and localized sales targets.
• Market-Specific Incentive Effectiveness: Continuously monitor and assess the effectiveness of incentive programs across different emerging markets.
• Program Communication: Clearly communicate incentive structures to diverse sales teams across emerging markets, ensuring full understanding of how incentives are earned and what targets must be achieved.

MIS Reporting & Data Management for Emerging Markets:

• MIS Reporting Oversight: Manage the end-to-end MIS reporting process for multiple emerging markets, ensuring the accurate capture, processing, and analysis of sales data across diverse country’s.
• Localized Sales Reporting & Analysis: Create and deliver localized sales performance reports for each emerging market, considering country sales targets, cultural nuances, and market dynamics.
• Data Integrity & Governance: Ensure data accuracy and consistency across all markets by implementing robust data governance processes tailored to the complexities of emerging markets.
• Market-Specific Trend Analysis: Analyse sales performance trends across different emerging markets and provide insights into country opportunities and challenges. Recommend actions to address market-specific performance gaps and capitalize on growth potential.

Sales KPI Tracking & Dashboard Management:

• Emerging Markets Performance Tracking: Monitor and report on key sales KPIs across multiple emerging markets, such as call productivity, territory performance, customer engagement, and product penetration.
• Dynamic Dashboards for Country Insights: Develop and maintain dynamic dashboards that offer real-time visibility of key performance metrics, tailored to the unique needs and conditions of emerging markets.
• Variance Reporting: Analyse variances between actual and planned sales performance (Budget vs. Actual, Revenue vs. Target) at both the country and market levels, providing insights for targeted actions.

Incentive & Reporting Automation for Emerging Markets:

• Automation of Country Reporting: Lead the automation of incentive calculations and reporting processes to handle the complexities of managing sales performance across diverse markets, using tools like Excel, Power BI, and macros.
• Technology Integration: Work with EM-IT team to integrate sales data systems (CRM, ERP, BI tools) across multiple emerging markets, ensuring seamless reporting and performance tracking.

Cross-Functional Collaboration & Stakeholder Management:

• Collaboration with Country Leadership: Partner with sales and SFE team in emerging markets to ensure that incentive programs and MIS reporting align with the strategic goals of each region.
• Collaboration with HR & Finance Teams: Work closely with HR on performance management and finance teams to ensure incentive budgets are met, and pay-outs are processed accurately for each market.
• Support to Sales Operations in Emerging Markets: Provide ongoing support to sales operations teams by delivering market-specific insights on sales trends, country performance gaps, and territory management.
• Stakeholder Communication: Periodically Communicate sales performance and incentive results to senior management for each region, ensuring data-driven decision-making and transparency.

Experience:

• 8+ years of experience in sales incentives, MIS, and sales performance management roles
• Proven experience in designing and managing sales incentive plans,
• Experience working closely with cross-functional teams (sales, finance, HR, and IT)

Travel Estimate

Up to 20 % will be travel time

Job Scope

Internal Interactions (within the organization)

Across EM Functions & Hierarchy

External Interactions (outside the organization)

Customers , Vendors , Agencies , Societies

Job Requirements

Educational Qualification

• Bachelor’s degree in Business Administration, Marketing, Sales, or a related field.
• Master’s degree (MBA) in Sales, Marketing, or Business Management (preferred).Strong understanding of sales operations, incentive structures, and business practices.

Specific Certification

Skills

  Sales Strategy & Planning: Ability to develop and execute sales plans and strategies.

  Data Analytics & Business Insights: Strong analytical skills with the ability to analyse large datasets and derive actionable insights.

  Collaboration: Ability to work cross-functionally with HR, Marketing, and IT teams..

  Communication & Presentation: Excellent communication skills for delivering training and presenting data-driven insights to senior leadership.

Experience

8-10 years of experience in Sales Force Excellence, Sales Operations, Commercial Insights, or related fields.

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).