Assistant Manager – Sales Force Effectiveness (Pharma)

• Key Responsibilities

Sales Performance & AnalyticsMonitor and analyze Daily Call Reports (DCR) to ensure field discipline and coverage compliance

• Develop and maintain Sales MIS dashboards tracking primary/secondary sales, productivity metrics, and doctor coverage.
• Conduct territory-wise and region-wise performance analysis for management review.
• Identify productivity gaps and recommend corrective actions to improve field effectiveness.

Sales Force Effectiveness InitiativesSupport implementation of SFE frameworks including call average tracking, coverage analysis, and ROI measurement.

• Assist in target allocation analysis and performance benchmarking.
• Monitor field KPIs such as:
• Call Average
• Coverage Frequency
• Conversion Ratio
• Expense-to-Sales Ratio

Incentive & Expense GovernanceValidate expense claims and ensure policy compliance.

• Support incentive calculations and payout validation.
• Analyze cost efficiency and budget adherence.

Operations & ComplianceOversee sample dispatch tracking and promotional material utilization.

• Ensure accurate master data management in CRM systems.
• Maintain compliance documentation and audit support records.

👥 Cross-Functional SupportCoordinate with HR for attendance, onboarding data, and field staff records.

• Support commercial leadership during review meetings and cycle meetings.
• Facilitate sales review presentations with data-backed insights.
• Key Achievements (Example Add-ons)Improved DCR compliance from 78% to 96% within 6 months.
• Reduced expense processing time by 30% through structured validation tracker.
• Built automated Excel dashboard reducing manual reporting effort by 40%.
• Strengthened sample tracking system improving accountability and audit readiness.

Educational Background Bachelor’s Degree in Business Administration / Pharmacy / Life Sciences / Management

Experience Level Fit Ideal for professionals with:

• 3–6 years pharma sales coordination / operations experience
• Strong analytical & Excel skills
• Background in field coordination or commercial operations