Sales Effectiveness Lead

Reporting To: Sales Effectiveness Manager

To partner with the Business Unit (BU) to improve sales force effectiveness through data-driven insights, performance analysis, process optimization, and field force support. The role directly impacts the productivity of the commercial team and field operations.

Key Responsibilities:

• Sales Analytics & Insights:
  • Analyze sales data to identify trends, gaps, and opportunities.
  • Develop dashboards, reports, KPIs, and performance tracking tools.
• Sales Operations Support:
  • Design and support tools like templates, trackers, and formats.
  • Field force sizing, segmentation & targeting, and incentive model calculations.
  • Map primary/secondary sales and customer accounts to field outcomes.
• Performance Enablement:
  • Work directly with low-performing field staff to boost performance.
  • Conduct field performance reporting and support frontline teams.
• Process Excellence:
  • Continuously optimize sales processes for better efficiency and outcomes.
  • Identify and implement best practices to drive operational excellence.
• Strategic Initiatives:
  • Support salesforce productivity efforts.
  • Conduct account potential mapping and optimize resource allocation.
  • Collaborate with internal stakeholders to align data with business goals.

Required Qualifications:

Education: MBA in Marketing Business Analytics (Premier B-school preferred); Science/Pharmacy background is a plus.

Experience: 68 years in Sales Force Effectiveness (SFE).

Skills:

• Proficient in Excel, Power BI, and PowerPoint.
• Strong analytical, communication, and stakeholder management skills.
• High performer with strong business acumen and industry understanding.