Manager/Assistant Manager – Sales Force Effectiveness (SFE)

Job Title: Manager/Assistant Manager Sales Force Effectiveness (SFE)

Job Location: MNC Clients (All India )

Market: India and APAC

Department: Commercial Excellence

Reports to: Head of Commercial Excellence

Job Purpose:

The Manager/Asst. Manager Sales Force Effectiveness (SFE) is responsible for driving the efficiency and productivity of the sales team by providing actionable insights, performance analytics, and strategic recommendations. This role ensures optimal deployment of sales resources and enhances field force execution through data-driven decision-making, training, and process improvement.

Key Responsibilities:

Sales Performance & Analytics

• Monitor and analyse sales KPIs (e.g., coverage, frequency, productivity, call quality, call plan).
• Develop and maintain dashboards and tools to track individual and team performance.
• Conduct root-cause analysis to identify performance gaps and recommend corrective actions.
• Lead segmentation and targeting, and sales force sizing exercises.

Sales Crediting and Incentive Compensation and R&R

• Manage the Primary and Secondary Sales Crediting
• Compute incentive compensation and R&R as per plan .

CRM & Digital Tools Enablement

• Drive adoption and usage of CRM tools.
• Provide training and ongoing support for field teams on digital tools and analytics platforms.

Qualifications & Experience:

• Bachelors degree in Business, Statistics, Engineering, or related field; MBA preferred.
• 5+ years of experience in Sales Operations, Commercial Excellence, or SFE roles.
• Industry experience in pharmaceuticals, FMCG, or B2B sectors is a plus.
• Strong analytical skills with proficiency in Advanced Excel and Power BI.
• Hands-on experience with CRM systems (e.g., Salesforce, Veeva) is preferred.
• Excellent communication, project management, and stakeholder engagement skills.

Key Competencies:

• Analytical Thinking & Problem Solving
• Strategic Planning & Execution
• Business Acumen
• Communication & Influencing Skills
• Data Interpretation & Insight Generation