Sr Manager - Sales Excellence

Dr Lal PathLabs; Gurugram District; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Dr Lal PathLabs is seeking a Sales Excellence Lead who will drive analytics-based planning and strategic target setting across the sales organization. You will collaborate with regional sales teams, marketing, and product to implement data-driven processes and AI-enabled tools that boost field performance.

The role emphasizes cross-functional leadership, program delivery, and CXO-backed initiatives to accelerate growth and improve sales enablement and efficiency across multiple regions.

Qualifications

• MBA from a Tier 1 institute or equivalent.
• Experience in sales excellence and channel marketing.
• 3–5 years of relevant experience in analytics-led sales enablement.

Responsibilities

• Sales Planning, Strategy & Target Setting: provide analytics for annual, monthly, quarterly plans and budgets.
• Sales Productivity: drive KPI-based performance, disseminate dashboards, adopt automation.
• Sales Force Automation: design, roll-out, and train on SFA tools; drive adoption and data utilization.
• Sales Force Enablement: build high-performance culture, develop capabilities and training.
• Special Projects & CXO Initiatives: lead cross-functional projects, prepare exec dashboards for reviews.

Skills

Analytics

Sales excellence

Channel marketing

Data analytics

AI adoption

Education

Tier 1 MBA

Tools

Sales Force Automation (SFA)

AI tools

Job description

SCOPE OF WORK

The Sales Excellence Lead is a change leader, who will be involved in developing a long‑term roadmap for enhancing sales productivity at all levels of Sales Hierarchy using Analytics. The selected candidate will drive various sales related programs with cross functional stakeholders - Sales, Supply Chain, Marketing, product, HR, finance and IT.

ROLE & RESPONSIBILITIES

Sales Planning, Strategy & Target Setting

• Provide data analytics, competition analysis, industry mapping etc. for decision making w.r.t annual, monthly and quarterly sales plan & budget
• Active coordination with Regional Sales teams and marketing dept to seek inputs for Sales Forecast
• Drive goal setting for sales teams in collaboration with sales heads - region/zone/product wise
• Work on sales org structure and deployment across all regions to ensure both appropriate coverage to attain AOP

Sales Productivity enhancement

• Use Sales Data Analytics to drive Sales Effectiveness on ground at the Regional / State / Town Level. Develop effective methods and processes to enhance performance of Sales Organization
• Disseminate business performance related (KPI) reports for stakeholders leadership team, sales teams etc to take pre‑emptive action.
• Take active role in adoption of technology to automate periodic reports related to sales KPI and achievement
• Personally interact with stakeholders like sales team, channel partners etc to gather information on industry developments and identify opportunities and measure the field's pulse
• Identify best practices across Industry and identify gaps so as to develop the 'LPL WAY' of sales & marketing across different levels of sales organization
• Leverage and implement AI tools across Sales Force Automation to enhance sales team productivity

Sales Force Automation

• Understand the current sales process and verticals and conceptualize the design of an efficient sales performance management tool
• Drive adoption/usage of the tool among sales team and effective utilization of the data
• Develop , roll‑out and train team on the manual/ SOP for the usage of the tool and create value for the tool
• Implement AI tools in SFA app

Sales Force Enablement

• Developing a high-performance culture, capability building and learning mindset for the field force.
• Increase sales capability and drive behavioural change with the focus and lens around sales process & methodology based on sales competencies - Product, Team performance management and Sales selling skills Trainings

Special Projects & CXO Initiatives

• Lead special projects assigned by CXOs, ensuring timely and effective execution
• Liaise with cross-functional teams to drive strategic leadership priorities
• Prepare executive dashboards, reports, and presentations for CXO reviews
• Handle sensitive, high‑priority assignments with discretion

PREFERRED CANDIDATE PROFILE

• Experience: 3 to 5 years
• Education: Tier 1 MBA
• Experience in sales excellence and channel marketing required