Pharma Emerging Market SFE Manager

Hetero; Hyderabad; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Hetero in Hyderabad is seeking an SFA Manager for Emerging Markets to drive sales automation, data-driven insights, and tool adoption across regional teams.

You will lead strategy, implementation, training, and governance of CRM/SFA platforms, delivering dashboards and analytics that improve forecast accuracy and seller productivity.

Qualifications

• Experience with SFA/CRM/SFE or Commercial Excellence in sales
• Proven ability to build dashboards and MIS reports
• Strong Excel and data analytics skills
• Understanding of sales processes and field-force productivity
• CRM implementation, system enhancements and user adoption

Responsibilities

• Drive SFA strategy and implement tools for emerging markets
• Oversee data integrity and generate sales performance dashboards
• Train sales teams on SFA tools and drive change management
• Identify bottlenecks and coordinate with IT/Marketing/Finance for automation
• Customize reports and dashboards to reflect regional trends
• Manage vendor relationships and align with sales leadership
• Monitor adoption, KPI improvements and ROI of automation tools

Skills

SFA

CRM

Sales Analytics

KPI Tracking

Excel

Power BI

Tools

Power BI

Job description

Role & responsibilities

The SFA (Sales Force Automation) Manager for Emerging Markets plays a crucial role in driving sales efficiency, process automation, and technology adoption. Their responsibilities typically include:

1. Sales Force Automation (SFA) Strategy & Implementation

• Develop and implement SFA tools tailored to the needs of emerging markets.
• Ensure alignment of SFA tools with the overall sales and business strategy.
• Optimize sales workflows and processes to enhance efficiency and effectiveness.
• Lead the integration of CRM and other digital tools to improve sales tracking.

2. Data Management & Reporting

• Oversee data collection, accuracy, and integrity within SFA systems.
• Generate and analyze sales performance reports and dashboards.
• Provide insights based on data analytics to drive business decisions.
• Ensure compliance with data security and regulatory requirements.

3. Training & Change Management

• Train sales teams on the proper use of SFA tools and best practices.
• Drive adoption of automation tools and address resistance to change.
• Develop training materials and conduct workshops/webinars for sales teams.
• Provide ongoing support and enhancements based on feedback.

4. Process Improvement & Optimization

• Identify bottlenecks in sales operations and recommend process improvements.
• Work with cross-functional teams (IT, marketing, finance) to optimize automation tools.
• Implement AI and analytics-driven enhancements to improve forecasting and sales productivity.

5. Market-Specific Customization

• Adapt SFA solutions to the unique needs of emerging markets.
• Address challenges related to connectivity, infrastructure, and local regulations.
• Customize reporting and dashboards to reflect regional market trends and sales dynamics.

6. Vendor & Stakeholder Management

• Collaborate with technology providers to enhance SFA capabilities.
• Work with sales leadership to understand evolving business requirements.
• Liaise with IT teams to ensure system integrations and security compliance.

7. Performance Monitoring & Continuous Improvement

• Track KPIs such as adoption rates, sales conversion improvements, and ROI.
• Drive continuous enhancements to ensure that automation solutions remain relevant.

Preferred candidate profile

• Experience in Sales Force Automation (SFA), CRM, Sales Force Effectiveness (SFE), or Commercial Excellence
• Experience: 815 years
• Strong hands-on experience with CRM/SFA platforms and sales automation
• Experience in dashboard creation, MIS, sales analytics and performance reporting
• Good knowledge of sales processes, field-force productivity and KPI tracking
• Experience in CRM implementation, system enhancement and user adoption
• Should have handled training and change management for sales teams
• Strong Excel / Power BI / data analytics skills