Modern Pharmaceutical LLC
Modern Pharmaceutical Company is seeking a Sales Force Effectiveness and Business Intelligence Lead to join them in Dubai. This job opportunity was announced by the company on January 16, 2024 and is open for applications now. The incumbent will work with the Sales Executives, KAM, Demand creation team to ensure proper implementation of target sales calls as per the targeting and segmentation.
Responsibilities of Sales Force Effectiveness and Business Intelligence Lead
- Ensure full coverage and frequency of visits to accounts (For KAMs and Sales executives) and to HCPs (for sales reps) as well as power retail outlets (for power retail team).
- Create manual templates for the monthly plan and daily report for all the customer facing team members until the implementation of reporting system of SAP 4 Hana.
- Maintain data in reporting system, update customer list as well as HCP list.
- Collect the reports and analyze data to create comprehensive reports about frequency and coverage.
- In addition, S/he will be responsible for the implementation of the new reporting system, maintain data, implement new Sales incentive plan.
- Analyze market share and create monthly review reports for the leadership team.
- Ensure the proper utilization of Sales Force Effectiveness tools, including Sales Force Automation (SFA), Call Reporting, Customer Profiling, Targeting & Classification, Sales Planning, and In-Field Coaching.
- Standardize and simplify sales and marketing processes.
- Initiate the Digital Enablement team to drive multichannel engagement with customers with the implementation of SAP 4 Hana.
- Manage Sales Incentive plan and review achievement against targets.
- Implement and leverage Sales Force Effectiveness (SFE) tools to enhance the effectiveness of sales calls.
- Provide SFE insights, observations, and recommendations to support the commercial team.
What you’ll do as Business Intelligence Lead
- Oversee the implementation of project initiatives aimed at enhancing the efficiency of the Sales organization and ensuring seamless integration and collaboration between the functions.
- Support the execution of the sales force structure, management of sales performance metrics, sales force allocation, and customer segmentation and targeting.
- Reporting system management: Supporting the reporting system program management/deployment, provision of “hands-on” support to the team.
- Maintain customer data in the reporting system, update contacts.
- Building new data capabilities covering Customer profiling, segmentation & profitability; demand forecasting.
- Act as central point of contact for the team and create great working relationships.
- Show the “art of the possible” and be integral in the change management process.
- Help the team to extract information and provide insightful reports (using different techniques).
- Create meaningful dashboards to help inform/set strategy and predict trends (for clients).
- Work with the team to determine the best data infrastructure to maximize analysis.
- Design a blue-print architecture of the tools and techniques to use for value creation and client facing projects.
- Lead the charge in building new data capabilities within the team.
- Accelerate delivery of key data projects through new ‘ways of thinking’.
- Maintain commercial agreements of key principals, report achievement, analysis GAPs, report achievement to principal to ensure timely payment to Key account & avoid deductions.
- Analysis of IQVIA Data and report to Leadership team.
- Update sales review and presentation reports to management.
- Responsible for maintaining SKU data base with PAMs (promotional plans, KA plan preparation).
- Close tracking of sales effectiveness key performance indicators (productive utilization of FF, performance tracking & improvement with outcomes-based approach (Market Share, sales, etc), Call Plan Adherence, Incentive.
Eligiblity Criteria
Following is the selection criteria for the role of Sales Force Effectiveness and Business Intelligence Lead at MPC:
- Bachelor’s degree in business administration, marketing, statistics, or a related field.
- Minimum 5 years of experience in sales force effectiveness, business intelligence, or a similar role.
Job Skills & Knowledge
- Strong analytical and problem-solving skills.
- Proficiency in statistical analysis and data visualization tools.
- Excellent communication, presentation, and interpersonal skills.
- Ability to work independently and as part of a team in a fast-paced environment.
- Knowledge of CRM systems and other sales technology is a plus.
- Knowledge of forecasting/tracking tools, databases and PC access tools.
