Manager SFE

Abbott

4 - 8 years

Mumbai

Posted: 27/02/2025

Getting a referral is 5x more effective than applying directly

Job Description

JOB DESCRIPTION:

Designation: Manager – Sales Force Effectiveness, Abbott India Limited

Job Profile

Key Accountabilities, Responsibilities and Deliverables:

Commercial Excellence

Targeting and incentives
- Drive the development of incentive plans to drive business outcomes and motivate the field force
- Drive the development of annual goals for the field force
- Fairness testing of targets to ensure optimal targets are rolled out to field force
- Conduct trainings and presentations to explain incentive and goal policies to the field force
- Address field queries and clarify incentive and goal related understanding and exception requests
- Co-ordinate with and onboard support functions on incentive and goal policies to ensure accurate calculation of incentives and goal scores

Data Driven Decision Making
- Conduct and drive business analytics with clear ability to translate data into insights and actionable items to create business impact

Business Performance & projects

Ability to design and implement projects independently with complete responsibility and accountability of the project

Sales Force Effectiveness

Field performance reporting and execution analytics
Preparation of rewards and recognition lists on a monthly and annual basis
Monthly report creation for critical sales execution KPIs such as sales, effort and incentive payout
Address field queries related to goods returns and claims exception requests
Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
Coordinates with the Business Managers, NSMs, Business Heads and Commercial Directors and hold team accountable to the Strategy and key priorities.
Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messaging
Field work with sales reps basis project requirements
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

Qualification & Skill Set

4-8 years of experience in either Sales / SFE / Sales Analytics in Pharma / FMCG context
Metric driven, comfortable in working with data to draw and share reports and insights with stakeholders
Ability to translate analytics into recommendations for business decision making
Excellent presentation, written & verbal communication skills, with an eye for quality & attention to detail
Pharma consulting background would be an add-on

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Support & Administration

DIVISION:

EPD Established Pharma

LOCATION:

India > Mumbai : BKC Building

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 15 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

About Company

Abbott is a global healthcare company developing medical devices, diagnostic tools, nutritional products, and medicines. It focuses on improving health outcomes across areas like heart disease, diabetes, and infectious diseases, with a strong emphasis on research and innovation.