Manager - SFE

Abbott Laboratories · Mumbai

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