SFE (Sales Force Effectiveness) Manager

Job Purpose:

• An SFE Manager is responsible for optimizing the performance and productivity of a sales team through strategic planning, analytics, and process improvements. 
• This role involves developing and implementing sales strategies, monitoring key performance indicators (KPIs), and ensuring the alignment of sales efforts with business objectives.

Responsibilities: 

• Develop and execute sales force effectiveness strategies.
• Align sales team efforts with overall business goals.
• Design territory and sales team structures for optimal coverage.
• Define and track KPIs (e.g., sales growth, conversion rates, call productivity).
• Conduct sales data analysis to identify trends, gaps, and improvement areas.
• Provide insights and recommendations to senior management.
• Optimize sales workflows and reduce inefficiencies.
• Implement CRM tools and other sales automation solutions.
• Ensure data-driven decision-making within the sales team.
• Identify gaps and provide sales training programs.
• Develop coaching initiatives to enhance sales team capabilities.
• Ensure adherence to best practices in sales execution.
• Monitor industry trends and competitor performance.
• Provide insights to adjust sales strategies accordingly.
• Work closely with marketing and product teams for aligned messaging
• Liaise with marketing, operations, and finance teams for seamless execution.
• Support business planning and forecasting.
• Facilitate communication between sales teams and senior leadership.

Job Dimensions (Indicate key factors and figures):

• KPIs within identified units
• Measures overall revenue growth in the identified units.
• Tracks the company’s share in specific therapeutic areas or regions.
• Compares actual sales versus assigned targets.
• Measures revenue contribution per sales rep.
• Number of visits made to HCPs (doctors, pharmacists) per rep.
• Percentage of target customers (HCPs, institutions) engaged.
• Measures quality of engagement with HCPs.
• Tracks usage of CRM, e-detailing, or remote engagement tools.
• Evaluates the accuracy of segmenting HCPs based on potential.
• Measures HCPs' satisfaction with salesforce interactions.
• Number of medical education sessions, roundtables, or speaker programs conducted.
• Evaluates cost-effectiveness of sales visits.
• Compares performance across different territories.
• Ensures optimized stock levels and reduced wastage.

Requirements:

Education:

• Minimum bachelor’s in business, Sales, Marketing, analyst or related fields.

Experience:

• 5-8 years in sales, business analysis, or commercial excellence roles, preferably in pharmaceutical, FMCG, or technology industries.