The Manager - SFE PMO will drive commercial excellence by designing target and incentive structures, assessing field force productivity, and leveraging data for insights. They will implement projects, enhance capabilities, and work with training teams to identify and address training needs in the field force. This role requires engagement with external partners for market insights and a thorough understanding of FMCG/Pharma commercial functions.
JOB DESCRIPTION:
MAIN PURPOSE OF ROLE
Key Accountabilities, Responsibilities and Deliverables:
Commercial Excellence
- Targeting and incentives
- Design target and incentive structures to drive organization priorities & business outcomes
- Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure
- Deployment & Customer engagement
- Conduct regular assessment of field force deployment and identify levers to improve productivity
- Define and implement different GTM models to leverage opportunities in Modern trade, E commerce, Gx-Gx
- Define KPIs/KRAs to improved field force productivity
- Ability to synthesize IQVIA, SMSRC and internal data to propose/ correct the doctor visit list basis splty in focus
- Data Driven Decision Making
- Conduct and drive business analytics with clear ability to translate data into actionable insights
- Engage with external partners and agencies such as SMSRC, IQVIA to gather market insights and intelligence
Business Performance & projects
- Ability to design and implement projects independently with complete responsibility and accountability of the project
- Well versed with SFA and handling dashboarding tools – Qlikview, Power BI
Sales Force Effectiveness
- 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
- Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
Qualification & Skill Set
- MBA from a premier Institute
- 5-7 years of experience in management consulting with exposure in FMCG/Pharma.
- OR 5-7 years of experience in Commercial excellence role in FMCG/Pharma industry
- Strong implementation and execution mindset with track record in implementation of large-scale projects
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:Project Management
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)
Top Skills
Power BI
Qlikview
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