Manager - SFE

Abbott; Mumbai; On-site; INR 1,000,000 - 1,800,000; Full time

Job summary

Abbott in Mumbai seeks to strengthen its commercial excellence and field force effectiveness through data-driven decision making and targeted incentives. The role focuses on driving development of field targets, deployment of incentive plans, and improving doctor visit lists using IQVIA-like data insights.

Responsibilities include regular assessment of field productivity, analytics translation to actionable business recommendations, and collaboration with external market intelligence partners to

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 and incentive plans.
• Deployment & Doctor List: assess field force and propose improvements; synthesize data to refine doctor visit lists.
• Data Driven Decision Making: conduct analytics and translate data into actionable insights; engage with external partners for market intelligence.
• Sales Force Effectiveness: field performance reporting, map outcomes to opportunities, coordinate with regional heads to drive strategy.
• Building field force capabilities: identify training needs, design programs with training teams.

Job description

Job Profile

• 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

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