Delivery of sales force effectiveness and field force operations analytical support to Marketing and Sales. To provide analytics
support to BD&L initiatives, portfolio evaluations and reporting requirements using IMS, AC Nielsen and other
Secondary/market research data points
Main Duties and Functions
The incumbent will manage multiple projects to improve sales force effectiveness as well as ad hoc project which supports organization to grow sustainable business.
The incumbent supports the field force analytics for Mass Market/ Specialty field force as well as supports BD&L analytics and reporting requirements.
He/ She would also support evaluation of new business opportunities to augment portfolio and expand customer base. Supports the development of competitive selling metrics to meet country sales force operational & strategic plans. This would
involve regional sales analysis, prescription analysis etc. using IMS ,AC Nielsen as well as other secondary databases to track
impact of operational and strategic plans.
Provides guidance in methodologies, processes and SOPs to enable creation and enhancement of deliverables in following areas
in SFE and Market Analytics;
Segmentation & Targeting
Design of the FF structures and territories
Incentive Calculation Management and Reporting
Incentive design and payout calculation
Target setting validation
Target vs. achievement calculation
Call Planning and Targeting
Market & Sales Analytics
Periodic sales reports based on KPIs e.g. MS, growth, units, value, YTD, SOV, contribution etc.
Ad-hoc sales & market analysis report
Support to design & Validate Activity Reports
Call coverage, call average, call trend, coaching days, vacancy rate and productive frequency
Customer satisfaction surveys
Data Reconciliation Reports
Successful delivery of services requires this position to effectively interface with Marketing managers leadership team
and global/regional functional leads
Coaching team member/s on business analytics, targets and incentives domain
This individual must ensure timely & accurate delivery of SFE reports