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Senior Commercial Excellence Manager

4 weeks ago

Mumbai, Maharashtra, India Abbott Full time

Job Summary

We are seeking a highly skilled Senior Commercial Excellence Manager to lead our business support function at Abbott India. The successful candidate will provide insights, diagnostics, and education to achieve brand health, enable sales team performance excellence, and provide decision-enabling information through analysis of internal and external performance parameters.

Key Responsibilities

  • Lead and develop Sales Force Effectiveness (SFE) measurement and process initiatives to ensure result delivery and improve sales productivity.
  • Provide value-added support in sales information reporting and call analysis.
  • Develop and implement a solid system to measure and track performance effectively.
  • Coordinate and initiate Sales Force Optimization projects, collaborating with IMS and SP sales & marketing teams to identify business development opportunities and key initiatives.
  • Develop metrics for measuring competency and skills improvement, as well as managerial coaching impact.
  • Drive the team to effectively and timely communicate sales objectives to the respective sales force.
  • Accountable for tracking actual sales budget achieved and the balance required for achieving targets.
  • Design and propose sales incentives to drive performance and motivation.
  • Collaborate with the BU Director to motivate the sales force to achieve sales targets.
  • Lead sales force automation initiatives, coordinating with service providers to enhance productivity and establish metrics to measure sales force effectiveness.
  • Responsible for overseeing the commercial roll-out of new projects/initiatives, meeting divisional objectives, and ensuring systems and procedures are in place for ethical and legally compliant operations.
  • Strategic Planning Support:
    • Create business analytics (market/brand insight & performance matrix) to provide required analytics for strategic planning and decision-making.
    • Enable right selection & targeting of customers, actionable territory sales force alignment, etc.
  • FF Support:
    • Provide support to FF operations in terms of timely incentive and expense payment.
    • Necessary support in procurement of essential kits for FF functioning.
  • Finance Support & Provisioning:
    • Should understand the finance process & overall CFS process of payments.
  • Should be able to demonstrate that he/she has personally conceptualized & executed projects across different industries or businesses in Commercial Excellence & Training.
  • Minimum of 8-10 years' experience in Commercial Excellence & Training with at least 5 years in Sales.
  • Direct Reportees: 3-4