Senior Manager

3 weeks ago

Bareilly, India Hetero Full time

Job Title: Senior Manager – Sales Force Excellence (Pharma)

Department: International Marketing (Emerging Markets)

Key Responsibilities:

  • Design Sales Force Effectiveness (SFE) programs, including performance analysis, training, and development of the sales teams, to drive excellence in the commercial execution across the defined geography.
  • In collaboration with the Region/Country business and marketing heads, design selling strategy and targeting approach (resource allocation, sales force size, geographic deployment, promotional grid, reach & frequency, etc.) for new product introductions and existing products ensuring alignment with region and country marketing strategy and portfolio positioning.
  • Lead SFA tool implementation, designing and implementing a solution that advances Hetero business strategy and uplevels our sales force.
  • Monitor industry trends and best practices in Sales Force Excellence to bring innovative initiatives, tools, and ways of working to Hetero.
  • Liaise with cross functional and cross-region teams to identify opportunities for increasing efficiency or increasing product sales and productivity or value to customers; partner with Region/Country marketing team on sales force related marketing material or projects.
  • Monitor effectiveness and return on investment of strategic sales initiatives. Proactively analyzes and evaluates data, input, and proposals from a variety of sources to confirm alignment and/or determine adjustments to plans and/or tactics.
  • In collaboration with the sales heads, define the competency framework for the sales force and regional sales force managers to be able to assess their performance and set the criteria for recruitment.
  • Assess sales force preparedness. Alongside with the Region/Country managers and country sales heads identify sales force training and development needs and drive design and implementation of modules, programs, and platforms to cover the identified gaps (skills, competency, etc.)
  • In conjunction with IT, develop and roll out CRM, Sales Force Automation and Business Intelligence (KPIs) Processes and Tools to drive continued sales force effectiveness and market share gains across emerging markets.
  • Definition and standardization of Hetero SFE KPIs measurements, application, and monitoring across emerging markets
  • Assessment of sales force strategy implementation progress and sales force preparedness (incl. regular Field travel in priority countries to gain deep understanding of SFE status and requirements)


YOUR QUALIFICATION:

  • Relevant business or life-sciences university degree; MBA preferred.
  • Deep sales force excellence experience (5+ years) and functional skills (sales experience is an advantage) in consulting or pharmaceutical company with diverse geographies.
  • Knowledge/experience from working with CRM-systems, databases, data analysis in Pharmaceutical Market
  • Innovative thinking: ability to identify improvement opportunities, challenge status quo and drive changes as required. Ability to drive strategic process and innovation excellence.
  • Strong analytical and business intelligence skills: ability to analyse data to translate market insight from internal and external sources into powerful insights.
  • Strong project or program management skills and successful experience in matrix organizations
  • Business acumen and knowledge of commercial aspects
  • Excellent interpersonal and communication skills
  • Fluent in English

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