Assistant Manager - Sales Force Effectiveness

India, Maharashtra, Mumbai

This position will collate data required to analyze field force effectiveness; conduct analysis of the field force and their performance, work with relevant teams to assign the targets and incentives for field force, monitor the performance of the field force

with the objective of maximizing the performance of the field force

  • You will collate information regarding the field force size, structure, performance and other data required for analysis, conduct analysis of the data and cascade the overall sales target to the sales associate level (broken down by customer, therapeutic area, hospitals, etc.)
  • You will work with the Human Resource and Sales teams to set annual targets for the field force and provide inputs to optimize the field force effectiveness
  • You will create models such as the customer behaviour profile to support the Sales team to enhance performance and track performance of the field force against plans and also provide inputs to make changes to plan/ initiatives
  • You will also analyse data on effectiveness of field force incentives such as past sales data, industry practices, etc. and create the incentive plan for field force
  • You will seek approval on the plan, calculate the incentive amount for all sales associates based on the plan and coordinate with the respective teams for pay-out of the incentive amounts
  • You will use data and reports to develop, optimise and implement strategies to improve sales team performance

  • You will develop approaches to territory design and alignment, eg. Structure, size and deployment