Panacea Biotec - Manager - Sales Force Effectiveness

Sales Force Excellence & Marketing Effectiveness.

Job Description:

- Identify daily and monthly SFE & Marketing Effectiveness KPIs based on company nature, focus and strategy.

- Define & measure Marketing Effectiveness KPI & align with marketing strategies.

- Develop KPI and sales performance matrixes to measure the area of improvement and implement action plans to improve the correlation between them.

- Measure strategy implementations through various parameters like number of call details, share of voice, brand promotion, marketing initiatives and BRI (Using CLM-CRM data).

- Aligning marketing strategies with Segmentation & Targeting exercise of customers and adherence of marketing activities.

- Improve effectiveness of brand launch & campaigns.

- Analyze key customer accounts and track their progress.

- Taxi tour/Daily route Plan, Beat Plans, Geo Mapping.

- Identify the potential opportunities in one's territory using KPI matrix.

- Induction Training and Train field force in various sales force effectiveness activities to help them improve sales performance.

- New joiner productivity measurement.

- Implement Field Coaching and e-learning Module.

Salesforce Automation And CRM:

- Implement PDA, mobile, tab and web-based sales force automation (CRM CLM) systems, Sales and BI projects successfully.

- Implement Key Account Management.

- Integration of sales & marketing business strategy with business process.

- Optimize business process and define the optimal workflows and key analytics parameters.

- Prioritize the business requirements, handle change requests and suggest work around.

- Deep understanding of data management and relation.

- Prepare Business Requirement Document (BRD)/ User Requirements.

- Specification (URS), Gap analysis and user acceptance testing (UAT).

- Manage and liaise with business as well as technical consultants to explore business process improvement opportunities.

- Train and guide the field force to use the SFA/CLM tool and ensure timely reporting for real-time analysis.

- Streamline helpdesk team for a robust issue and query handling.

- Improve/update system for best user experience & up to date in market.

Sales Incentive/Reward Planning:

- Design and analyze effective incentive/reward program which is not only aligned to target achievement but also Growth and PCPM as well.

- (Stratified incentive design as all territories are not same).

- Coordinate with HR for field force confirmation, promotion and talent development program.

- Performance management, Yearly increment tool.

Segmentation And Targeting:

- Analyze the customer data and segment them based on various parameter.

- Target customers each based on their potential, propensity to prescribe the product and focus of the company.

- Develop product promotion and frequency matrix for each customer segment and lined it to CLM-CRM tool.

- Manage business research and analysis and provide insights for strategic planning, marketing, and communications.