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Manager SFE

Manager SFE

Abbott

5 years

0 Lacs

mumbai maharashtra india

Posted:6 days ago| Platform:

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Skills Required

planning monitoring effectiveness nutrition diagnostics strategies collaboration finance drive data compliance analysis support sizing deployment design leadership analyze metrics efficiency engagement upselling portfolio segmentation targeting transparency risk frequency optimization development analytics management reports consulting integrity communication presentation power excel

Work Mode

On-site

Job Type

Full Time

Job Description

The

Manager – SFE & Trade Planning (Abbott Nutrition)

is responsible for leading and monitoring Sales Force Effectiveness (SFE) and Trade Planning processes across Abbott Nutrition’s India business. This role emphasizes

performance diagnostics, KPI setting, root cause analysis

, and

ethical trade collaboration

, with

frequent field interaction

and

travel (up to 20%)

The incumbent will ensure that trade and customer planning strategies are aligned with nutrition business goals, executed responsibly, and monitored rigorously. The role involves close collaboration with Commercial, Finance, SFA, and HR teams to drive data-driven decision-making and uphold compliance and ethical standards in trade practices.

Core Job Responsibilities

Sales Force Effectiveness Monitoring:

Lead monthly SFE diagnostics and performance reviews for Abbott Nutrition categories. Define, track, and refine KPIs across sales planning, coverage, and execution. Develop dashboards and scorecards to monitor performance against targets. Conduct root cause analysis for performance gaps and recommend corrective actions. Support strategic initiatives such as sizing, deployment, incentive design, and attrition analysis. Provide performance insights and recommendations to senior leadership. Monitor and analyze rep productivity metrics such as calls per day, coverage efficiency, and conversion rates. Track and evaluate bills cut performance to assess sales execution quality and identify opportunities for improving conversion and customer engagement. Monitor Total Lines Sold (TLS) to assess product mix effectiveness, identify upselling opportunities, and support strategic portfolio planning. Oversee Targeted List Segmentation (TLS) effectiveness, ensuring alignment with strategic priorities, optimizing prescriber targeting, and supporting coverage planning through data-driven segmentation. Promote collaboration between Trade and Ethical teams to ensure trade strategies are aligned across both teams, fostering collaboration, transparency and proactive risk mitigation

Trade & Customer Planning Oversight

Set and monitor distribution KPIs including reach, frequency, and channel coverage. Analyze trade investment ROI and recommend optimization strategies. Oversee customer segmentation and targeting frameworks specific to nutrition channels. Align trade planning with commercial goals and ensure execution feasibility. Track channel performance and identify gaps in distribution or customer engagement. Support development of planning tools and analytics for trade teams.

Supervisory/Management Responsibilities

Direct Reports: Individual contributor

Consulting

Education & experience:

Engineer/MBA from premier institutes
Minimum 5+ years in SFE/Consulting, preferably in FMCG (or) Nutraceutical/ Pharma industry:
Graduate + MBA
Overall 4+ years of experience, with current profile in SFE/Commercial Excellence/Strategic Planning

Competencies / Skills

Behavioral: Assertiveness, High energy, Integrity, relationship building ability
Functional/ Technical: Strong in analytics, problem solving skills and field connect
Communication – Excellent Written, Spoken and presentation skills
Strong Customer connect
Good Coach
MS office (Good in Power Point/ Excel and Word)

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Manager SFE