Senior Manager - Sales Force Effectiveness - Pharma

Job purpose:

A Senior Manager, Sales Force Effectiveness is responsible for enhancing the productivity and efficiency of the sales force within an organization. This role involves developing strategies, implementing processes, and providing tools that improve the sales team's overall performance.

Responsibilities:

Sales Performance Metrics and Analytics :

- Develop and track key performance metrics including sales targets, effort metrics like Call average, coverage, etc. to evaluate the sales team's performance and identify areas for improvement. Utilize sales analytics tools and reports to generate insights and make data-driven decisions to enhance sales force effectiveness.

- Develop and maintain sales forecasting models to support business planning and decision-making. Publish timely dashboards for better decision making of Sales leadership.

Sales Tools and Technology:

- Evaluate and implement sales tools and technologies that enable the sales team to be more efficient and effective. This includes CRM systems, sales automation tools, and analytics platforms that support sales force effectiveness.

- Work closely with vendors /distributors to drive automation and error proofing of data.

MIS & Reporting:

- Collate & Generate monthly sales reports - Primary Vs Secondary analysis, Inventory analysis, PCPM, Call Average & similar KPIs and highlight exceptions for better decision making.

Sales Incentive Programs:

- Develop and manage sales incentive programs that motivate and reward high-performing sales representatives. Ensure that incentive programs align with the organization's sales objectives and provide incentives that drive desired sales behaviors.

Territory management and resource allocation:

- The manager is responsible for territory management and resource allocation by assessing market potential in different regions, allocate sales territories, and determine resource allocation, such as sales representatives, budget, and promotional materials, to maximize sales. Territory coverage and alignment of HQs, ex-HQs and Out-Station will be defined by the incumbent.

Sales process optimization:

- Identify and implement improvements in the sales process to enhance efficiency. This involves analyzing the sales cycle, identifying bottlenecks, and implementing strategies to streamline sales operations.

Collaboration and Communication:

- Foster collaboration and effective communication between the sales team and other departments within the organization. Develop strong relationships with cross-functional teams such as marketing, product, and finance to align goals and improve overall sales force effectiveness. Provide guidance and training to sales team members on best practices, processes, and tools to enhance their performance.

Secondary Market Research:

- Work closely with the marketing teams to gather requirements for subscribing to different syndicated market research reports. Collaborate with external agency partners for the same to ensure SLA adherence and timely deliverables are received for review and use for formulating marketing plans and sales reviews.

Expense Management for salesforce:

- Define expense limits and policy along with other functions like Finance and HR. Monitor expenses submitted and ensure adherence to defined limits and policy.

Key Skills and Qualifications:

- Bachelor's degree in business administration, Sales, Marketing, Engineering, Analytics, or a related field. MBA preferred.

- 4-8 years of experience in sales operations, sales enablement, or sales force effectiveness roles.

- Strong analytical and problem-solving skills.

- Excellent communication and interpersonal skills.

- Proficiency in using sales analytics tools - Excel, Power point, Python, Power BI, etc. and CRM systems.

- Knowledge of sales training methodologies and techniques.

- Ability to work effectively in a fast-paced, dynamic environment.

- This role is a high impact role with strong visibility across the commercial organization. The candidate is expected to have strong interpersonal & problem-solving skills.

- Candidates should also have effective communication skills to conduct meaningful discussions with cross functional stakeholders & provide them with timely solutions to complex issues. The candidate should also work under ever-evolving scenarios - escalate issues objectively & timely.