SFE Executive - Expert

Key Responsibilities

The role has the following key deliverables:

• Sales Force Effectiveness (SFE) Strategy:

Develop and implement a comprehensive SFE strategy to improve sales team performance and optimize resource allocation.

Identify areas for process improvement, including territory management, sales target setting, and incentive structures.

Align SFE initiatives with overall business objectives and growth strategies.

• Data Analysis & Insights Generation:

Analyze sales data to identify trends, gaps, and opportunities for growth across various product categories and regions.

Utilize advanced analytics techniques (e.g., predictive modeling, segmentation) to enhance sales planning and decision-making.

Provide actionable insights to sales leadership for improving go-to-market strategies and field force productivity.

Knowledge of tools: Advance excel and BI tools - Power Bi/Tableau

• Sales Reporting & Performance Management:

Design and manage sales dashboards and performance reports to track key performance indicators (KPIs) such as sales productivity, coverage, and call quality.

Monitor and report on sales performance, identifying areas that require attention or improvement.

Develop standard operating procedures for reporting, ensuring consistency and accuracy in data management.

• Sales Operations Optimization:

Drive initiatives to improve sales operations processes, including CRM adoption, territory alignment, and route planning.

Implement tools and systems that enable efficient sales force management, including automation of manual processes.

Work closely with IT and other teams to optimize CRM and sales force automation platforms for better data capture and usage.

• Training & Capability Development:

Collaborate with the Sales Capability Manager to ensure that sales teams have the skills needed to effectively utilize data and analytics in their roles.

Develop and deliver training programs focused on data-driven sales techniques, CRM usage, and performance management.

• Incentive Plan Design & Management:

Support the design and implementation of incentive schemes to motivate the sales force while aligning with business objectives.

Analyze the effectiveness of incentive plans and recommend changes to drive higher sales productivity.

• Cross-Functional Collaboration:

Partner with marketing, finance, and supply chain teams to integrate sales strategies with overall business plans.

Work closely with the sales leadership team to ensure alignment on priorities and execution strategies.

Minimum Level of Job-Related Experience Required

Masters degree in Business, Statistics, Economics, or a related field (MBA preferred) 5+ years of experience in sales operations, sales analytics, or sales