Lead Sales Force Effectiveness (SFE) & Speaker Event Management (SEM) teams at Center of Excellence (CoE) providing support to Country Organizations; including management of deliverables, quality control process, customer satisfaction, issue resolution, work flow process, people management and partnership with local support functions.
Major Accountabilities:
• Lead SFE & SEM teams to manage deliverables for Country Organizations/Business Franchises; ensuring adherence to timelines and quality objectives.
• Provide guidance for an efficient and high-quality functioning of the SFE & SEM teams; promote synergy and best practice sharing among resources, drive collaboration with Country Organizations in managing high standards of communication and delivering best in class services
• Provide guidance in methodologies, processes and SOPs to enable creation and enhancement of deliverables in following areas:
o Market & Sales Reports
Periodic sales reports based on KPIs e.g. MS, growth, units, value, YTD, SOV, contribution etc.
Ad-hoc sales & market analysis report
o Activity Reports:
Call coverage, call average, call trend, coaching days, vacancy rate, productive frequency
Customer satisfaction surveys
o Incentive Reporting:
Target setting validation
Target vs. achievement calculation
Incentive and payout calculation
o Data Reconciliation Reports
• Partner with Regional Engagement Manager to pilot additional projects and actively support in on-boarding of new countries to CoE SFE team.
• Establish, vigorously monitor and report KPIs & take proactive action to continuously strive for improvements.
• Work towards build-up of functional capabilities to expedite transition of value added projects from Country Organizations/Business Franchises to CoE
• Drive standardization of reports across markets within SFE team
• Identify and resolve operational issues, clearly articulate potential recommenda-tions/solutions to local or global managers/partners; manage number of escalations to global office.
• Be proactive in planning; anticipate change and act in accordance; drive meticulous implementation of team goals and metrics.
• Work with other teams at CoE to leverage the cross-functional synergies
• Ensure exemplary communication with all stakeholders including internal GM&S as-sociates, and global customers through regular local and global updates with focus on accomplishments, KPIs, best practices, staffing changes, key events, etc.
• Groom talent and mentor associates for higher responsibilities.
• Provide input into performance appraisal of team members and manage the training needs of the group.
• Provide input into the budget process (for local India viewpoint) and ensure ongoing detailed cost reporting in line with the global and local policies / requirements.
Minimum requirements:
Educational:
MBA with Graduate / Post Graduate in Pharmacy/Science
Experience:
• Overall 10+ years of experience with 6+ years in Sales Force Effectiveness/Analytics with a leading pharma company/service provider and 4+ years of experience in leading a team
• Field force experience (desirable)
• Past work reflects a track record of operational excellence in SFE field
• Understanding complexity of working in an off-shored environment with 2+ years of international exposure
• Familiarity with process set-up, quality KPIs and operational issues / management
Related Competencies:
Ability to work independently and under pressure, demonstrating initiative and flexibility through effective and innovative leadership, attention to detail and quality focused, excellent interpersonal and communication skills, strong influence, negotiation and diplomacy skills, excellent people management skills with positive leadership, innovative, and collaborative behaviors & strong "can-do" orientation.
Contact: Pavan Kumar.V, Email :pavan_kumar.vadlamani@novartis.com
