Head of Commercial Excellence

JOB PURPOSE:
• Provide Strategic Support to Sales and Marketing teams by-
o Leading a robust process of Segmentation and Targeting of customers.
o Providing inputs for Sales Force Structure/Sizing and Deployment.
o Allocating Sales Efforts to brands in terms of coverage and Frequency of visits.
o Monitoring of brand health in the perspective of Sales Force Efforts.
o Analysing allocation of resources for brands/geography/channels & give recommendations.
o Giving inputs for the development of brand strategies.
o Helping Marketing Team in tactical translation of their strategies.
• Ensure Operational Excellence by the sales team by-
o Providing an efficient SFE framework of performance analysis across different facets.
o Building up a robust and evidence based target setting process on a quarterly basis.
o Managing an effective incentive & reward scheme in alignment with organisational strategy
o Ensuring the adoption of new tools/systems by Sales Force for CRM and, Sales reporting.
o Ensuring smooth functioning and upgrading of ETMs/CRM and Sales reporting system.
o Work closely with BU Management to ensure right levels of execution of strategic initiatives.
o Develop and evolve KPIs across the different areas of performance, put in the mechanism of monitoring it and provide regular update to the management.
• Collaborate transversally with different functions for overall implementation of CE activities
o Sales, marketing, Market research, Finance, HR, IS, Sales Force Training
o Providing continuous training on the usages of tools and SFE practices to S&M Teams.
o Helping Business Units to identify/analyse performance issues & communicate to the teams.
• Leading the commercial excellence team for the execution of following deliverables-
o Maintainance and updating of SMS/BAS/ETM/CRM system.
o Incentive & GP bonus calclulation/Targer setting.
o Adhoc & Regular analysis on Sales/Targets/incentive/SF activities
o Communicating findings of Dashboards/Scorecards and other reports to S&M team.
• Ensure continuously robust interfaces with Global SFE GBU Team
o Implementation and respect/cascade of global Sanofi SFE guidelines.
KEY ACCOUNTABILITIES:
Strategic Deliverables-
• To lead the process of Segmentation and Targeting, for the customers of different business streams, by employing key parameters, based on Marketing/Medical and SF inputs.
• To carry out the process of S&T, as a transversal project, employing different functions and using the data, resourced through internal or external sources, verified by key stakeholders.
• To use the Segmentation data along with other external market metrics to arrive at the most efficient Sales force structure/sizing and deployment decisions.
• To analyse and provide inputs/suggestions on Sales Force Structure/Sizing and Deployment, by focussing on the potential of the markets and ensuring best ROI by optimising the process of resource allocation.
• To structure & develop Key Performance Indicators/reports with special focus on Sales force on multiple aspects of performance and brand health, in alignment with the strategic imperatives of the organisation.
• To propose optimized resource allocation by portfolio through ensuring that the right amount of investment is put behind the right product.
• To provide cross analysis across different factors and help organisation take strategic decisions for key Projects, expansion plans, deployment strategies and overall resource allocation etc.
• Work closely with Marketing Team in helping them in the evolution of Brand strategy, implementation at ground level and monitoring of execution thereafter.
Operational Deliverables-
• To create and constantly upgrade different tools/Dashboards and scorecards for Performance Analysis, encompassing Sales Force Efforts, Internal Sales Parameters & External Market Indicators.
• To ensure the implementation of attractive and efficient Sales incentive and reward programs, which should reflect complete alignment with the organisational vision and strategy and help in improved business performance.
• To ensure accurate and precise calculation of incentives and other rewards, ensuring the timely payments or communiation to the sales force.
• To provide robustness to the process of target setting for the sales force, by employing the hard evidences, trends and realistic projections.
• To ensure timely delivery of Target setting process at different levels in collaboration with Business and finance departments.
• To ensure maintenance and building up of the integrity of customer database by timely implementation of S&T strategies, data base updating, cleansing and correcting of ETM data in by the Team.
• To work closely with BUs, provide analysis, evaluation, corrective measures to ensure excellence in execution
Collaboration-
• To analyse sales force effectiveness parameters and propose to Business Unit Director and Top management the corrective actions.
• To help Business Units for improving targeting, sales force allocation, promotional investments vs sales performance.
• To implement corporate SFE programs/influence organisation to adopt SFE practices.
• To lead the process of adoption of newer tools/systems for customer relationship management and other sales and activity reporting by providing training, communication and guidelines.
• To work in collaboration with different functions on different projects for ensuring the fulfilment of overall organisational strategic vision and priorities
People Management-
• Recruit, develop and coach direct reports for performance.
• Conduct and document regular performance reviews and an annual review as well as regular personal / career development discussions with direct reports, in line with agreed sanofi-aventis Performance
• Develop People in the team on skill, knowledge and spirit
• Be responsible to build up a professional, effective and efficient Commercial Excellence team: identify and analyse the headcount needs vs. current situation; propose training and supports to team for development.
• Set goals and objectives for Commercial Excellence team's members to ensure the delivery of all departments' priorities with accuracy and agreed timelines, in line with organizational strategy.