Manager Sales Force Automation (Consumer Health)

Job Title:

Manager Sales Force Automation

Business Unit:

Consumer Healthcare

Location:

Mumbai

“Create your own sunshine”

As you enter the Sun Pharma world, you’ll find yourself becoming ‘Better every day’ through continuous progress. Exhibit self-drive as you ‘Take charge’ and lead with confidence. Additionally, demonstrate a collaborative spirit, knowing that we ‘Thrive together’ and support each other’s journeys.”

POSITION PURPOSE:

To drive automation excellence across the SUN CHC field organization by managing, optimizing, and evolving the Sales Force Automation (SFA) ecosystem.

The role is responsible for evaluating and implementing next-generation SFA solutions that enhance field productivity, data accuracy, and go-to-market agility aligned with CHC business requirements.

YOUR TASKS AND RESPONSIBILITIES:

1. System Ownership & Process Digitization:

   • Lead end-to-end ownership of the existing SFA platform for the CHC business.
   • Map field sales processes (Retail calls, coverage planning, brand visibility tracking, order booking) into automated workflows.
   • Ensure seamless integration between SFA, Distributor Management System (DMS), HRMS and BI dashboards.
   • Standardize territory, beat, and outlet master data across systems to ensure accurate reporting.

1. New Automation Vendor Evaluation & Rollout:

   • Lead the evaluation, selection, and onboarding of new SFA / automation vendors aligned with CHC business strategy.
   • Develop business requirement documents (BRDs) capturing sales process nuances (Retail detailing, OTC channel execution, GT/MT coverage, etc.).
   • Conduct vendor benchmarking on capability, scalability, UI/UX, analytics, data integrity, and cost efficiency.
   • Oversee pilot implementation, UAT (User Acceptance Testing), and phased rollout across zones.
   • Build a governance framework for post-launch performance review, adoption, and enhancement.

1. User Enablement & Adoption:

   • Design and deliver structured SFA capability-building programs for field and line managers.
   • Ensure consistent usage through monitoring dashboards, user feedback, and refresher training.
   • Champion change management initiatives to improve digital adoption and compliance.

1. Data Analytics & Decision Support:

   • Drive actionable insights through SFA analytics — coverage, call average, brand focus, productivity trends.
   • Collaborate with IT teams to automate dashboards for business and zonal leadership.
   • Support incentive design, field productivity tracking, and performance benchmarking using SFA data.

1. Vendor & Project Management:

   • Manage vendor SLAs, AMC renewals, and ensure system uptime and service reliability.
   • Lead cross-functional project teams for upgrades, new feature deployments, and analytics enhancement.
   • Evaluate and implement emerging automation tools (AI-based call insights, geo-fencing, digital detailing, gamification).

1. Governance & Compliance:

   • Ensure data security, audit trails, and adherence to compliance norms.
   • Drive system hygiene through periodic audits and master data governance.
   • Establish SOPs for issue resolution, escalation, and change requests.

Job Requirements

Educational Qualification

Graduate in Engineering / IT / Computer Science / Commerce

MBA / PGDM in Sales, Marketing, or Systems Management

Experience

6–10 years of total experience.

Minimum 4–5 years in managing SFA / automation projects in CHC / FMCG / OTC sectors.

Additional Skills:

• Strong understanding of Sales Force Automation platforms (Salesforce, BeatRoute, mSELL, SalesDiary, VEEVA, or equivalent).
• In-depth knowledge of Consumer Healthcare / OTC / Pharma field processes — Retail coverage, visibility, and secondary data management.
• Familiarity with Distributor Management Systems (DMS) and Route-to-Market (RTM) models.
• Data interpretation & dashboarding (Excel Advanced, Power BI, Tableau).
• Project management, change management, and vendor governance skills.
• Awareness of AI-based automation trends, mobile-first UX, and integration APIs.
• Proven experience in vendor selection, project rollout, and digital adoption management.
• Exposure to large-scale field force environments (300+ users).

Your Success Matters to Us

At Sun Pharma, your success and well-being are our top priorities! We provide robust benefits and opportunities to foster personal and professional growth. Join us at Sun Pharma, where every day is an opportunity to grow, collaborate, and make a lasting impact. Let’s create a brighter future together!

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