Manager SFE
Manager SFE
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Job Description
JOB DESCRIPTION:
TheManager SFE & Trade Planning (Abbott Nutrition)is responsible for leading and monitoring Sales Force Effectiveness (SFE) and Trade Planning processes across Abbott Nutritions India business. This role emphasizesperformance diagnostics KPI setting root cause analysis andethical trade collaboration withfrequent field interactionandtravel (up to 20%)
The incumbent will ensure that trade and customer planning strategies are aligned with nutrition business goals executed responsibly and monitored rigorously. The role involves close collaboration with Commercial Finance SFA and HR teams to drive data-driven decision-making and uphold compliance and ethical standards in trade practices.
Core Job Responsibilities:
Sales Force Effectiveness Monitoring:
Lead monthly SFE diagnostics and performance reviews for Abbott Nutrition categories. Define track and refine KPIs across sales planning coverage and execution. Develop dashboards and scorecards to monitor performance against targets. Conduct root cause analysis for performance gaps and recommend corrective actions. Support strategic initiatives such as sizing deployment incentive design and attrition analysis. Provide performance insights and recommendations to senior leadership. Monitor and analyze rep productivity metrics such as calls per day coverage efficiency and conversion rates. Track and evaluate bills cut performance to assess sales execution quality and identify opportunities for improving conversion and customer engagement. Monitor Total Lines Sold (TLS) to assess product mix effectiveness identify upselling opportunities and support strategic portfolio planning. Oversee Targeted List Segmentation (TLS) effectiveness ensuring alignment with strategic priorities optimizing prescriber targeting and supporting coverage planning through data-driven segmentation. Promote collaboration between Trade and Ethical teams to ensure trade strategies are aligned across both teams fostering collaboration transparency and proactive risk mitigation
Trade & Customer Planning Oversight:
Set and monitor distribution KPIs including reach frequency and channel coverage. Analyze trade investment ROI and recommend optimization strategies. Oversee customer segmentation and targeting frameworks specific to nutrition channels. Align trade planning with commercial goals and ensure execution feasibility. Track channel performance and identify gaps in distribution or customer engagement. Support development of planning tools and analytics for trade teams.
Supervisory/Management Responsibilities:
Direct Reports: Individual contributor
Education & experience:
Consulting:
Engineer/MBA from premier institutes
Minimum 5 years in SFE/Consulting preferably in FMCG (or) Nutraceutical/ Pharma industry:
Graduate MBA
Overall 4 years of experience with current profile in SFE/Commercial Excellence/Strategic Planning
Competencies / Skills
Behavioral: Assertiveness High energy Integrity relationship building ability
Functional/ Technical: Strong in analytics problem solving skills and field connect
Communication Excellent Written Spoken and presentation skills
Strong Customer connect
Good Coach
MS office (Good in Power Point/ Excel and Word)
The base pay for this position is
N/AIn specific locations the pay range may vary from the range posted.
JOB FAMILY:
Sales Support & Administration
DIVISION:
ANI International Nutrition
LOCATION:
India > Mumbai : BKC Building
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes 50 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Required Experience:
Manager
Employment Type
Full-Time
