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Trade Marketing & Sales Operations
PfizerMumbai30+ days ago
Job type
- Full-time
Job descriptionDegree in Sciences or Graduation with relevant experience. Diploma / Degree in sales / marketing is advantageous. Experience of 5-8 years in sales operations / support / Trade marketing Understanding of sales number with above good excel skills Ability to slice and dice data by stockist by territory by SKU etc Create business friendly, trackable and easy to understand templates for sales team Ability to put Performance and Program Metrics Good interpersonal skills Exceptional collaboration / negotiation skills Job requires travelling ~ 4 - 5 days in a month to analyze smooth execution of programs External : BTL agencies Internal : Marketing team, Sales team, Legal / Compliance, Regulatory, Biopharma Ops, Digital, Business Analytics and Insights, Corporate Affairs, Distribution
Job Description
The incumbent in this position will work on :
1. The trade promotional initiatives to drive Availability, Visibility, and Recommendation
2. Sales data analysis Sales Force Execution Analysis
ROLE RESPONSIBILITIES
Trade Promotion :
- Work closely with Sales / Business leads in managing trade component of IM portfolio Build Annual Trade / Retail promotogram encompassing Stockists / Distributors, Semi-stockists, and retailers / pharmacies based on saliency, historical activities, growth, retail penetration objectives in coordination with Sales Directors Analyse territory / brand budgets to plan activities proactively on trade dependent brands, having high OTX dependency for core and external partners
- Design visibility programs like Window Display and other BTL initiatives Trade engagement program conceptualization and designing, cross functional coordination to secure required approvals (Sales, Marketing, Legal, Compliance, Finance as relevant) and maintaining the records as per company policy
- Liaison with purchase to procure trade inputs, align with RBMs and allocation to field force, liaison with Biopharma Ops / Distribution to dispatch inputs
- Follow up on execution, monitor the progress with weekly updates, document and close the various engagement program and other trade activities at stockist, semi stockists level Complete end to end documentation with all the stake holders as per audit requirement Create reporting, dashboard pre, during and post activity to track performance ROI of executed programs
- Maintain granularity at individual customer and territory level, and to communicate to RBMs, Sales heads observed gaps, opportunities for required interventions Field visits to analyse execution Provide inputs to business planning, aligned to proposed trade activities Contact point for Trade related audits as relevant from time to time
Sales Data Analysis :
Analysis of internal sales data (by stockists, region, state, territory, SKU etc) with insights Integrating internal sales data with external benchmarks at state level capturing growth opportunities Sales force execution analysis, integrating effort / HCP engagement data with sales outcome
QUALIFICATIONS
Expect candidates to demonstrate these commercial / management competencies :
ORGANIZATIONAL RELATIONSHIPS