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Job Title : Sales Force Effectiveness-Head Department : Sales & Marketing Location : New Delhi Role Summary: The Head of Sales Force Effectiveness is responsible for designing and implementing strategies that improve sales team productivity, optimize field force operations, and drive alignment between sales and marketing. The role entails leading SFA initiatives, CRM automation, analytics, incentive planning, and territory management to achieve business excellence. Key Responsibilities: 1. Sales Force & Marketing Effectiveness Define KPIs aligned with marketing strategies and measure brand promotion, reach, and campaign success. Align field activities with segmentation and targeting strategies. Train field force on sales performance improvements and monitor new joiner productivity. 2. CRM & Automation (SFA) Lead implementation and optimization of CLM-CRM tools across platforms (mobile, tablet, web). Manage data integrity, workflow design, and user adoption strategies. Collaborate with IT/vendors for customization, BRD preparation, and UAT. 3. Sales Incentive Design Develop territory-specific incentive plans based on growth and PCPM. Coordinate with HR on talent management, confirmations, and promotions. 4. Territory Planning & Sales Structure Evaluate market potential and suggest optimal field force size and deployment. Identify opportunities for territory realignment and structural optimization. 5. Analytics & Reporting Deliver performance dashboards, ROI tracking, and market trend analysis. Leverage tools like IMS SSA, Rx data, and BI platforms (Cognos, Siebel) for actionable insights. 6. Sales Administration Lead sales target setting, SOP compliance, and expense module implementation. Monitor marketing campaign budgets and ensure timely execution. 7. Project Management Manage SFE and sales-related IT projects from initiation to delivery. Ensure seamless integration of marketing strategies with CRM and business processes. Required Skills & Tools: CRM tools: Siebel, CLM, Salesforce (if used) BI tools: Cognos, Tableau, or similar Field Force Automation: Android/iOS apps, PDA tools Strong data analytics, KPI management, and territory modeling Qualifications: MBA/PGDM in Marketing or Business Analytics (Pharma industry preferred) 8–12 years of experience in SFE/CRM/Sales Analytics roles Strong cross-functional leadership and communication skills Show more Show less
