Head SFE

Job Summary : Responsible for Planning and Strategy Development, Coaching Team & Customer Focus and Service

Core Job Responsibility:

Planning and Strategy Development

Design sales force deployment that complies with SFE guidelines, and optimizes investment of resources according to business potential and ROI

Establish SFE monitoring systems correlating potential for business while tracking investment of activities & results achieved

Review SFE KPI metrics, Segmentation & Targeting, budgeting & conduct external benchmarking exercises to drive productivity markers

In consultation with the BU Heads, design the salesforce incentive scheme, ensuring compliance with SFE guidelines on ‘Pay for Performance’

Establish an SFE Project Team to develop SFE strategy and ensure execution adhering to timelines

Coaching Team & Cross-functional Alignment

Oversee coordination of sales force foundation to ensure key behaviours/ competencies are developed in sales teams working closely with Training, Marketing & Compliance teams

Conduct performance reviews, create a structured feedback process for direct reports & build a performing & motivated team with focus on the key priorities in driving business effectiveness

Customer Focus and Service

Ensure a customer database is in place profiling customers against potential for business with periodic hygiene checks

Strong understanding of HCP & Trade sales environment, Channel dynamics (TT/MT, ecom) & digital literacy (Omni & multi-Channel connect)

Demonstrate solution mindset with systems-thinking approach to integrating digital as a core component of strategy

Ensure an execution of optimal level of effort level KPIs with key target customers

Ensure availability of meaningful and accurate salesforce metrics (e.g, SFE “dashboards”) for management information

Measure-Monitor-Solve: Communicate monthly SFE KPI metrics data & insights with key actionables

Qualification: Graduate / Postgraduate in Marketing Management with graduation in science, pharmaceuticals /nutrition

Experience:

Minimum 10+ years of relevant experience in ethical & Trade SFE & SFA, market research background would be preferred

Experience Details:

10 + years’ experience in Sales ( with managerial experience) and SFE/SFA, market insights

Planning & Prioritizing

Stakeholder Management

Analytical Skills

Decision-making & problem solving

Communication skills – written & verbal, Presentation skills

Drive for Results & Customer Focus

Developing People, Networking Ability

Executive Presence , Teamwork & Co-operation