Abbott India Limited is a subsidiary of Abbott Laboratories, USA, a global, diversified health care company devoted to the discovery, development, manufacture and marketing of pharmaceutical, diagnostic, nutritional and hospital products. The company now employs approximately 70,000 people and markets its products in 130 countries worldwide.
Post: Sr Manager Sales Force Excellence-14000009WK
Job Description
1. Benchmark productivity vs. external & internal benchmarking and set ambitious targets
2. Identify and work on productivity enhancement initiatives
3. Identification, measurement and achievement of both Quantitative and Qualitative Sales Force Effectiveness (SFE) indicators
4. Planning and execution of effective Incentive planning and disbursement system/ recognition programs
5. Market opportunity based Sizing and Effective Sales force deployment techniques
6. Work with Head SFE and BUs to ensure robust initiation of all customer targeting & segmentation processes and operational effectiveness
7. Knowing and execute forecasting techniques and create MIS tool for management
8. Enable management to take faster & accurate decision based on data analytics, dashboards and data insights
9. Identify Leading and Lagging indicators and execute dashboard for field and management
10. Establish/strengthen Sales force automation tool and lead the implementation of the ETMS and CRM tools
11. Optimize sales function planning through development of competitive selling metrics (QTQ) ensuring congruence with BU specific sales initiatives
12. Ensure excellent cross functional alignment/integration of all Sales processes, policies and interactions both within the Sales Function and across the commercial operations ie Marketing, HR, Medical, etc
13. Suggest the FF resource allocation based on efforts intensity at brand level (FTEs)
14. Drive FMCG related effectiveness measures including target allocation and resource optimization.
Candidate Profile
Graduation in pharmacy/ science
Post-graduation in management/Science /Pharmacy
7-8 years sales experience at sales/marketing with min. 2 years at Managerial capacity
2-3 years’ experience in SFE ( Pharma / Nutrition / FMCG /Consulting )
Flair for IT tools and Marketing experience will be an added advantage
Additional Information:
Experience: 2-3 yrs
Qualification: B.Pharm, B.Sc, M.Pharm, M.Sc
Location: Maharashtra-Greater Mumbai
Industry Type: Pharma / Biotech / Clinical Research
Functional Area: Sales
Last Date: 22th December, 2014
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