1. SFE Training/ Field Coaching (critical)
a. Deploy trainings related to SFE to sales team (Sales Supervisor/Sales Rep)
b. Go on field with Sales Supervisor/Sales Rep to deliver coaching to improve their competency – at least 8-10 days per month
c. Join weekly/monthly meeting of sales team (sales manager team + sales supervisor team)
d. Identify training needs and propose to SFE Manager about training plan to close the gap with Sales Force Competency models
e. Participate to build competency assessment (onboarding training, coaching, product knowledge tests)
f. Work with sales team to identify opportunities/gaps/misalignment in territory management, sales deployment, segmentation and targeting so as to continuously improve sales productivity
g. Spot check to validate compliance of sales team follow with SFE/Framework
2. Sales Force Dashboard/Report
a. Work with sales team and system team to ensure precise FF structure and sales tracking in systems for correct incentive calculation
b. Identify and build automation reports for sales team to improve sales productivity or any reports required to support sales
c. To create daily and weekly sales performance analyses to sales teams in relation with the month end sales targets
Support to prepare and provide data analysis for executive levels , monthly sales meeting, and other analysis as requested
a. Target Allocation: develop and provide target allocation tool to sales team at all levels under guidance of Commercial Managers and SFE Manager
b. Sales Force KPIs: Track, analyze and benchmark FF achievement of sales KPIs to identify productivity gaps and propose actions/initiatives stakeholders to close gaps
5. Commercial projects: segmentation targeting, commercial incentives, calls plan,….
1. Experience: 1-2 years working experience in field sales/senior sales rep/sale supervisor/sales management with 1-2 years experienced in field sales in Pharma/FMCG Industry
2. Prefer Experience: Prior to OTC/ETC channel
- Ability to go on fields usually and travel(if required)
- Training/Coaching for field sales
- Understanding sales force activities, way of working of sales, target, incentives, selling skills, training, coaching
- Good in data analysis (excel, BI,..)
- Capable of working across boundaries and functional areas
- Strong interpersonal & communication skills
- Strong People Management/ Leadership skills (comfortable working with more senior direct reports)
- High level of self-motivation, energy, and accountability
- Proactive ang creative problem solver
- Ability to work both independently and as a team in a fast-paced working environment
- Comfortable with complex/ambiguous situations