Sales Force Excellence Manager

7 days ago

Gurgaon, Haryana, India Haleon Full time
Job Description

Key Responsibilities

The role has the following key deliverables:

- Sales Force Effectiveness (SFE) Strategy:
- Develop and implement a comprehensive SFE strategy to improve sales team performance and optimize resource allocation.
- Identify areas for process improvement, including territory management, sales target setting, and incentive structures.
- Align SFE initiatives with overall business objectives and growth strategies.
- Data Analysis Insights Generation:
- Analyze sales data to identify trends, gaps, and opportunities for growth across various product categories and regions.
- Utilize advanced analytics techniques (e.g., predictive modeling, segmentation) to enhance sales planning and decision-making.
- Provide actionable insights to sales leadership for improving go-to-market strategies and field force productivity.
- Sales Reporting Performance Management:
- Design and manage sales dashboards and performance reports to track key performance indicators (KPIs) such as sales productivity, coverage, and call quality.
- Monitor and report on sales performance, identifying areas that require attention or improvement.
- Develop standard operating procedures for reporting, ensuring consistency and accuracy in data management.
- Sales Operations Optimization:
- Drive initiatives to improve sales operations processes, including CRM adoption, territory alignment, and route planning.
- Implement tools and systems that enable efficient sales force management, including automation of manual processes.
- Work closely with IT and other teams to optimize CRM and sales force automation platforms for better data capture and usage.
- Training Capability Development:
- Collaborate with the Sales Capability Manager to ensure that sales teams have the skills needed to effectively utilize data and analytics in their roles.
- Develop and deliver training programs focused on data-driven sales techniques, CRM usage, and performance management.
- Incentive Plan Design Management:
- Support the design and implementation of incentive schemes to motivate the sales force while aligning with business objectives.
- Analyze the effectiveness of incentive plans and recommend changes to drive higher sales productivity.
- Cross-Functional Collaboration:
- Partner with marketing, finance, and supply chain teams to integrate sales strategies with overall business plans.
- Work closely with the sales leadership team to ensure alignment on priorities and execution strategies.

Minimum Level of Job-Related Experience Required

- Master's degree in Business, Statistics, Economics, or a related field (MBA preferred) 5+ years of experience in sales operations, sales analytics, or sales

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