Manager - Sales Force Effectiveness
Novartis Healthcare Pvt. Ltd.
Total years of experience :6 years, 1 Months
Responsible for handling call plan and Incentive Compensation related projects for USA and Region Europe. My role involves project management, call plan design, administration, reporting and quality assurance. It involves co-ordination with higher management and provide innovations to enhance the productivity in the project.
- Lead a team of 5 members to support USA and 3 members for European countries to provide analytical support during the course of the project, mostly into Call planning, targeting & Incentive operations
- Facilitates meetings with different country business units within the organization to understand their existing call plan process and also the pain points in the current system. Discussions with their team to identify right set of KPIs aligned with its strategic objectives
- Implement web-based platform that allows field personnel to tailor call plans based on local business conditions, with the software support of ZS-Associates for increasing field ownership
- Excel based solution to support Call planning administration at very low cost for smaller countries
- Requirement gathering, designing, implementation and operation of sales crediting process based on IMS sales (prescription and DDD) data
- Generate goaling reports based on fair shared method & product weights for Incentive operations
- Mentor & train colleagues and new joiners on best practices of documentation, Excel, Access, Visual Basic for Applications (VBA)
- Active in recruitment and designing training modules for new associates to build and grow the SFE function
- Member of Reward & Recognition committee
Responsible for handling call plan and Incentive Compensation related projects for USA and various SFE related projects for Region Europe and LACAN - FF Size and Structure, SFE reporting, Portfolio optimization, Segmentation & Targeting, Customer strategy projects, FF reporting, KPI setting and tracking, Territory alignment
- Designing and developing Incentive Compensation Administration solution for different field forces using software support from ZS-Associates
- Developing flexible and clean data flow routine to handle the complex and dynamic IC business rules
- Develop a parallel tool using my advanced Microsoft Excel, VBA and Microsoft Access skills to validate the system generated numbers for IC payouts
- Sales force sizing and budget analysis for different lines in 5 LACAN countries. Analysis was done for portfolio of five inline products and one launch brand
- Use of Regression model to estimate the impact of promotion and position of branding for new launch in Switzerland
- Evaluation of Targeting by segmentation of physicians based on their market prescribing nature, brand writing and promotions for Norway
- Many tools and techniques to manage Business rules and delegation related issues for Call Planing and Incentive operations
Responsible for handling various SFE and Business Analytics (BA) related projects for Novartis & Sandoz
- Support Sandoz India team in sales force sizing and territory alignment for their new launches
- Support Sandoz management by creating a model based on market and channel attractiveness (Portfolio analysis) to identify the potential markets for the organic and inorganic growth
- Excel based automated Therapeutic area reports controlled by VBA and database by MS Access created for LACAN Business Analytics team
- Designed account planning tool in optimizing A&P spend and other marketing spend with a tactical approach on each account for Australia
- Provided analytical support for several brands from Launch to growth/mature stage across different therapy areas
Sales force sizing and budget analysis for a major pharmaceutical company in UK, using data at geography level. Analysis was for a portfolio of three inline products and one launch brand
- Building promotion response model using brick level sales data and physician level call data using statistical regression approach
- Providing an estimate on optimal call frequency for each specialty / segment of physicians using models
- Computing and analyzing Return on Investment (ROI) for a new promotional channel using test - control methodology
Develop offline marketing dashboards for dynamic monitoring of macro / micro effects of marketing strategies, sales metrics and prescriber - patient behavior
- Developing front end deliverables in MS Excel using VBA programming
- Back end data processing with SQL database for automated periodic updates
- Business Performance Trackers
Develop reports to track monthly / quarterly KPIs
- Developing monthly market share report, strength split report and competitor performance reports using IMS data
- Building Launch tracker for newly launch variant of existing product to track market share, penetration etc