Job Profile
Key Accountabilities, Responsibilities and Deliverables:
Commercial Excellence
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Targeting and incentives
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Drive development and deployment of field targets
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Lead the development of incentive plans to drive business outcomes and motivate the field force
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Identify levers to improve current process of target setting and enhance the effectiveness of incentive structure
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Deployment & Doctor List
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Conduct regular assessment of field force deployed and identified levers to improve productivity
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Ability to synthesize IQVIA and SMSRC data to propose/ correct the doctor visit list basis splty in focus
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Data Driven Decision Making
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Conduct and drive business analytics with clear ability to translate data into insights and actionable items to create business impact
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Engage with external partners and agencies such as SMSRC, IMS to get market insights and intelligence
Business Performance & projects
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Ability to design and implement projects independently with complete responsibility and accountability of the project
Sales Force Effectiveness
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Field performance reporting and execution analytics
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Map Efforts with Outcomes (Primary Sales/Secondary Sales/Claims/returns), to identify opportunity areas and drive efficiency
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Coordinates with the Zonal Business Managers, NSMs, Divisional heads and commercial directors and hold team accountable to the Strategy and key priorities.
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Develops and Deploys Plan Of Action incl Talking points and Reviews the same to ensure consistent and effective messaging
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Works on the bottom performers incl field work with them to drive performance
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Building field force capabilities
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Drive need identification - short and long term; development and improvement of methodologies of training need identification in line with latest trends
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Drive field force capability building at all levels
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Work with the training team to design programs as per training needs assessment, business requirements
Qualification & Skill Set
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2-3 years of experience in FMCG/Pharma with analytical blend of mind
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Ability to translate analytics into recommendations for business decision making
