Manager - SFE

Abbott; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Abbott Laboratories in Mumbai seeks a results-driven professional to strengthen Commercial Excellence, Sales Force Effectiveness and data-driven decision making in fast-moving consumer pharma landscape.

You will shape field targets, incentives, and analytics, drive project delivery, and collaborate with cross-functional teams to improve productivity and market outcomes.

Qualifications

• 2-3 years of experience in FMCG/Pharma with analytical blend of mind.
• Ability to translate analytics into recommendations for business decision making.

Responsibilities

• Targeting and incentives: drive development and deployment of field targets, lead incentive plans.
• Deployment & Doctor List: assess field force deployment and optimize doctor visit list based on market data.
• Data Driven Decision Making: conduct analytics and translate data into actionable business insights.
• Sales Force Effectiveness: report field performance and identify opportunities to drive efficiency.
• Building field force capabilities: identify training needs and develop programs with the training team.

Skills

FMCG/Pharma exp

Analytical mindset

Analytics to decision making

Job description

Job Profile

Key Accountabilities, Responsibilities and Deliverables:

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
  • Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure
• Deployment & Doctor List
  • Conduct regular assessment of field force deployed and identified levers to improve productivity
  • Ability to synthesize IQVIA and SMSRC 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 insights and actionable items to create business impact
  • Engage with external partners and agencies such as SMSRC, IMS to get market insights and intelligence

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
• Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
• Coordinates with the Zonal Business Managers, NSMs, Divisional 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
• Works on the bottom performers incl field work with them to drive performance
• 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

• 2-3 years of experience in FMCG/Pharma with analytical blend of mind
• Ability to translate analytics into recommendations for business decision making