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SFE and Commercial Excellence Manager

3.00 to 5.00 Years   Mumbai City   27 Jan, 2021
Abbott Healthcare
Job LocationMumbai City
EducationNot Mentioned
SalaryNot Disclosed
IndustryRetail
Functional AreaSales / BD
EmploymentTypeFull-time

Job Description

Job Title: SFE and Commercial Excellence ManagerLocation: MumbaiDepartment/Division/ Unit: Abbott DiabetesReports To: Associate Director CommercialJob Profile:Key Accountabilities, Responsibilities and Deliverables:

  • Sales Force Effectiveness:
    • Field performance reporting and execution analytics
    • Map Efforts with Outcomes (Primary Sales/Secondary Sales/Accounts) and drive effectiveness and efficiency.
    • Coordinates with the Zonal Business Managers, Head of Sales and hold team accountable to the Company Strategy and key priorities.
    • Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messaging
    • Works on the bottom performers incl field work with them to drive performance
    • Develop field force strategy to drive optimal business outcomes - deployment, account mapping, span of control etc
    • 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
  • Commercial Excellence:
    • Targeting and incentives
      • Drive development and deployment of field targets
      • Lead the development of incentive plans to drive business outcomes and motivate the field force
    • Data Driven Decision Making
      • Lead development of dashboards for leadership team and drive overall business analytics within ADC across sales and marketing initiatives
    • Foster performance driven culture within ADC
    • Drive Commercial Processes like Demand Planning, Pricing, Distributor Data Analytics
    • Engage with external partners and agencies such as SMSRC, IMS to get market insights and intelligence
  • Critical Attributes: Customer Orientation, Flair for technology and Automation, Communication, Collaboration, Comprehend Testing Scenarios for new modules.
  • Adherence to compliance, regulatory and legal framework for all initiatives
,

Keyskills :
field worktraining needstalking pointsdemand planningaccount mappingneeds assessmentbusiness analyticscapability buildingperformance reporting

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