Job Description : Senior Manager, Sales Force Effectiveness
Experience Required : 18-20 years in Sales Force Effectiveness, Commercial Excellence, and related roles in the pharmaceutical industry
Key Responsibilities :
1. Sales Force Effectiveness Strategy :
- Design and implement data-driven strategies for sales force structure, sizing, and alignment to achieve business objectives.
- Develop and execute segmentation and targeting strategies to maximize HCP (healthcare professional) engagement.
- Oversee call planning, territory alignment, and field force productivity optimization across multiple therapeutic areas.
2. Incentive and Performance Management :
Develop incentive plans and performance metrics aligned with sales objectives.Drive continuous improvement in sales force performance through actionable insights derived from data analytics.3. Go-to-Market (GTM) Initiatives :
Lead GTM planning and execution for new product launches, brand acquisitions, and hybrid commercial models.Spearhead rural and whitespace market penetration strategies to ensure sustained growth.4. Digital Transformation :
Drive the adoption of digital tools for territory planning, route optimization, and HCP engagement.Manage digital projects such as chatbots, virtual engagement platforms, and AI-driven call scheduling.5. Business Strategy and Growth :
Identify and evaluate business expansion opportunities through M&A, product portfolio optimization, and market diversification.Develop long-range strategic plans for core therapeutic areas such as cardiovascular, diabetes, and other chronic portfolios.6. Leadership and Team Management :
Lead and mentor cross-functional teams, fostering a culture of excellence and accountability.Partner with internal and external stakeholders, including senior management, to deliver impactful solutions.7. Analytics and Reporting :
Oversee the automation of sales analytics and reporting tools to enhance decision-making and efficiency.Lead ROI measurement initiatives for campaigns and sales activities.Your areas of knowledge and expertise that matter most :
Education :
MBA (Preferably) - Sales, Marketing, Business Analytics, StrategyBachelor's (Preferably) - Engineering or related fieldsAdditional Certifications (Preferred but not mandatory) - SFE Certification, CRM & Sales AnalyticsExperience (Preferably Pharma domain) :
Proven track record of driving sales force effectiveness and commercial excellence in the pharmaceutical industryHands-on experience in segmentation, targeting, incentive planning, territory alignment, and field force sizingDemonstrated success in handling rural and whitespace market strategiesExposure to M&A integrations and cross-functional business transformations is highly desirableTechnical Proficiency :
Expertise in using tools such as SQL, Excel, VBA, AlignStar, and other analytical platformsFamiliarity with digital marketing strategies and omnichannel engagementWhat we offer :
None of us should ever feel like we are standing still. Instead, we want Haleon to be a place where we feel like we are always progressing. Improving everyday health takes dedication, energy and effort. So, we look to reward your contribution with a benefits package that includes but not limited to :
Annual bonuses that reflect Haleon's performanceHybrid@Haleon - our philosophy to hybrid work and supporting individuals work / life balanceChildcare support - we offer enhanced maternity and paternity paid leave options for those important times as well as child care optionsLife Insurance and Private Medical Package - with additional preventive healthcare services for employees to provide protection and piece of mindHealth and Wellbeing - programmes that take care of you physically and mentallyDevelopment Opportunities - future-ready training, so your skills are always up to dateDiversity, Equity and Inclusion :
At Haleon we embrace our diverse workforce by creating an inclusive environment that celebrates our unique perspectives, generates curiosity to create unmatched understanding of each other, and promotes fair and equitable outcomes for everyone.We're striving to create a climate where we celebrate our diversity in all forms by treating each other with respect, listening to different viewpoints, supporting our communities, and creating a workplace where your authentic self belongs and thrives.We believe in an agile working culture for all our roles. If flexibility is important to you, we encourage you to explore with our hiring team what the opportunities are.(ref : iimjobs.com)
