Sales Force Automation and Digitization Manager

Manager- SFA & Digitization

     

JOB DESCRIPTION:

Key Responsibilities
1. Sales Force Automation (SFA) Ownership & Governance
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Lead end-to-end management of Abbott’s SFA platform including requirement gathering, system enhancements, troubleshooting, and lifecycle updates.
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Drive digitization and automation initiatives across sales workflows, in alignment with expertise areas such as Sales Force Automation & Digitization from Abbott’s commercial team profiles.
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Work closely with cross-functional teams (Sales, Marketing, IT, Training) to ensure SFA tools support business objectives.
2. CRM Management & Optimization
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Oversee CRM system configuration, user management, data integrity, and analytics dashboards.
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Enable closed-loop engagement by ensuring field force inputs seamlessly translate into actionable insights for marketing and leadership teams, echoing experience with Closed Loop systems.
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Drive adoption and continuous improvement of CRM capabilities across business units.
3. Commercial Insights & Data Analytics
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Translate multi-source commercial data (SFA, CRM, secondary sales, incentives, segmentation) into meaningful insights to enhance performance.
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Conduct structured analytics that support resource allocation, targeting, and customer strategy.
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Provide leadership with regular KPI dashboards and performance reports.
4. Cross-functional Collaboration & Stakeholder Engagement
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Work with commercial leadership, driving consistent communication and alignment across field operations.
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Serve as the strategic partner to Sales Excellence teams, engage with external vendors and internal IT teams to ensure platform robustness and future readiness.
5. Capability Building & Training
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Conduct regular SFA/CRM training sessions for sales teams.
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Build digital capability competency within the field force and commercial teams, aligned with continuous improvement practices.
6. Data Quality, Compliance & Governance
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Ensure adherence to compliance norms around data usage, promotional practices, and system access.
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Establish and enforce master data management standards.
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Support internal , corporate and statutory audit – data requirements and documentation
Qualifications & Experience preferred
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Bachelor’s degree; MBA or post-graduate qualification in Management, Marketing, Technology, or Business Analytics preferred.
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5–10+ years of experience in Commercial Excellence, SFA/CRM management, or Sales Operations within the pharmaceutical or healthcare industry.
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Proven experience in sales force automation, digitization, and CRM processes, reflecting competencies such as those described in Abbott’s commercial professional profiles.
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Strong analytical thinking, structured problem solving, and stakeholder management.
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Exposure to cloud-based CRM platforms, mobile SFA tools, Power BI/Tableau dashboards, or similar technologies.
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Ability to translate business needs into technical specifications.
Key Competencies
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Commercial Acumen & Healthcare Industry Understanding
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Digital & Technology Orientation (SFA/CRM/SFE)
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Data Analytics & Interpretation
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Project Management & Vendor Management
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Change Management & Capability Building
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Effective Communication & Cross-functional Collaboration
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The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Support & Administration

     

DIVISION:

EPD Established Pharma

        

LOCATION:

India > Mumbai : BKC Building

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Not specified

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

     

     

     

Experience Level

Mid Level