AGM : - Sales Force Effectiveness

Position : - AGM – Sales Force Effectiveness

Department : Sales & Marketing / Commercial Excellence

Industry : Indian Pharmaceuticals – Domestic Market

Location : India

Reporting to : Head – SFE / BU Head / Sales & Marketing Head

Position Summary

The role is responsible for driving Sales Force Productivity, Execution Excellence, Territory Optimization, Incentive Design, and Data-Driven Decision Making for the domestic pharma business.

The position will guide large sales teams (MRs, ABMs, RBMs, ZBMs, NSM) and work closely with Marketing, Training, HR, and Digital teams to build a high-performance commercial organization.

Key Responsibilities

1. Sales Force Productivity & Execution Excellence

• Monitor productivity KPIs : Call Average, Coverage, Frequency, POB, Secondary, Rx trends.
• Identify performance gaps and build corrective action strategies.
• Drive adherence to SOPs, KPIs, CLM, RCPA, reporting cadence, etc.
• Lead SFE dashboards, business reviews, and monthly performance governance with sales leadership.

2. RCPA, Forecasting & Data Analytics

3. Incentive Plan Design & Governance

4. Territory & Doctor Mapping

5. Digital & Reporting Excellence

6. Cross-Functional Collaboration

7. Business Projects & Transformation

Required Experience & Qualification

Experience

Skills

Qualification

Key Competencies

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