Company
EPD Established Pharma
ManagerSFE
Neural analysis suggests this role is
optimal for Mid candidates.
“Manager SFE. Skills: Sales Force Effectiveness, Sales Analytics, Target Setting, Incentive Program. Design sales execution system. Govern sales execution system”
What You'll Achieve.
Deliver predictable business results; Deliver sustainable business results; Close sales gaps; Close execution gaps; Achieve margin optimization; Achieve sales acceleration; Achieve GTM projects; Ensure balanced workload; Ensure balanced opportunity; Monitor adherence to frequency strategy; Monitor route efficiency; Monitor time spent in outstation markets; Ensure targets are fair; Ensure targets are achievable; Align targets to business priorities; Align incentive program with business objectives; Monitor payout vs allocated budget; Accommodate mid-year changes; Accommodate exception requests; Manage field roll-out; Manage query management; Manage goals in line with strategy; Track YTD performance; Track MoM performance; Track trend performance; Monitor market share growth; Monitor market size growth; Monitor specialty wise prescription trend; Monitor market share; Support annual sales planning; Support annual sales forecasting; Partner on expected growth vs base business planning; Track execution vs plan
Industry & Context.
Identify gaps; Implement plans to close gaps; Provide actionable insights; Identify early warning signals; Highlight corrective actions
Travel for field work for at least 2 days a month, 20 % of the Time travel, Continuous sitting for prolonged periods
What They're Looking For.
Must Have
5–8 years for Executive / Manager level
Nice to Have
Prior exposure to SFE, Sales Ops, Sales Analytics, Commercial Excellence, or PMO roles
What You'll Do.
Design sales execution system
Govern sales execution system
Improve sales execution system
Structure sales force
Incentivize sales force
Drive transformation projects
Support SFE execution
Design territory alignment
Define coverage strategy
Establish frequency norms
Lead target setting process
Own incentive program
Govern payout calculations
Design SFE dashboards
Support sales planning
Support sales forecasting
How You'll Work.
Team & Collaboration
Partner with commercial functions; Drive cross-functional alignment; Partner with sales leadership
Communication Scope
Prepare leadership-ready updates; Prepare decision materials
Process & Methodology
Drive transformation projects
Full Job Description
## **JOB DESCRIPTION:** **Role Purpose** The Sales Force Effectiveness (SFE) Manager is responsible for designing, governing, and continuously improving the sales execution system. The role ensures that the sales force is appropriately structured, fairly targeted, correctly incentivized, and consistently monitored to deliver predictable and sustainable business results. It is expected that the SFE manager travels for field work for at least 2 days a month. **Key Responsibilities** **SFE Strategy** **Business Partnership:** * Act as a thought partner to sales leadership * Partner with commercial functions to identify gaps and implement plans to close sales (primary, secondary, IQVIA & SMSRC KPIs) and execution gaps (coverage, conversion, call quality, manager working) * Drive and run monthly sales review meetings and support with data points across all lead and lag indicators and corresponding insights * Prepare leadership-ready updates and decision materials for governance forums and senior stakeholders * Drive cross-functional alignment on projects and recommendations across Commercial, Finance, HR, Compliance, and other support functions **Business Projects:** * Drive transformation projects across business, technology, analytics such as sales and CRM system enhancements, process automation * Support with SFE execution in sales growth projects such as margin optimization, sales acceleration programs, GTM projects **SFE Analytics** Work areas within SFE analytics: * Territory & Resource Management: Design and maintain sales territory alignment to ensure balanced workload and opportunity * Coverage & Frequency Strategy: Define and govern customer segmentation (A/B/C or priority tiers), establish coverage and frequency norms, monitor adherence to frequency strategy * Execution Governance: Define minimum calls per day hygiene norms, geographic spread of customer within territory (HQ/Ex-HQ/OS), Monitor route efficiency, time spent in outstation markets, monitor call qu
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