SFE Manager

Dr. Reddy’s Laboratories, or Dr. Reddy’s in short, is a global integrated pharmaceutical company.

Each of our 20,000 plus employees comes to work every day for one collective purpose: to accelerate access to affordable and innovative medicines because Good Health Can’t Wait. We believe that the game-changing power of technology is what will help us deliver on this purpose. Our digital transformation journey is continuous, pervasive and driven at the highest level.

We are looking for people who share our passion to catalyze this journey.

A brief about us (you’ll find more on our website www.drreddys.com): We have three core businesses: Global Generics, Pharmaceutical Services and Active Ingredients and Proprietary Products. We have a strong and growing Biologics portfolio and a rich, transnational R&D network. Our manufacturing, marketing and sales operations span 56 countries.

AREAS OF RESPONSIBILITY (AOR)

LEVEL

MEASUREMENT CRITERIA

Header
Definition
IN ORDER TO, what results

Full / Partial/ Supporting

Quantitative
Qualitative

STRATEGIC CAPABILITY DEVELOPMENT

Full

Support SFE Head and in-country SFE BPs in capability development of Field Force in emerging markets for sales excellence. This involves working with External agencies like Mckinsey/BCG/ZS and creating framework for sales excellence capability building and deploying that framework through academy approach so that it can be rolled out effectively, IN ORDER TO enhance sales capability of Field Force for better outcome

1. % of Increase in Sales
2. % of increase in Rep Productivity

STRATEGIC PERSPECTIVE

Full

1. # initiatives identified
2. # initiatives implemented

Map SFE journey for sales process in individual emerging markets and identify initiatives IN ORDER TO drive rep productivity in those markets

SALES PLAN IMPLEMENTATION

Full

1. % of Increase in Sales
2. Feedback from business

Work with SFE Head to execute key programs and projects to include Territory Design, Territory Alignment and Segmentation & Targeting.
Work with the local SFE Leads in the cluster to deliver Segmentation and Targeting of all stakeholders across the channels being deployed to include face to face, remote access, and digital activities IN ORDER TO support the optimisation of stakeholder interaction and the evolution of the business

DATA INSIGHT

Full

1. # recommendations and insights presented
2. Feedback from CommEx and other CoE leads

Present insights from data generated by SFA systems and spread awareness among product marketing teams in countries; Explain how data and trends highlighted by system can help business make decisions w.r.t. sales plans, promotional strategies, launch plans, identification of new products, identification of target customers, measurement of sales performance etc; conduct periodic reviews and follow-ups to review utilization of SFA systems and their different features; seek guidance and support from Sales Leaders in ensuring buy-in from business when required IN ORDER TO convince business about usefulness of SFA systems as business enabler

TRAINING AND DEVELOPMENT

Full

% of Field force using the rolled out systems snd processes in the first month of roll-out

Training field (target audience : MRs/RMs/Channel Heads on any new sales force system or process which gets implemented.
Reviewing training material created on new systems and processes rolled out, Ensuring training plan is created, Identifying trainers to conduct training, and Trainings are scheduled on time  IN ORDER TO facilitate quick adoption of the new systems and processes by the field force

COLLABORATION

Collaborate with cross-functional teams, Marketing CoE and local SFE leads in emrging markets to develop drive and implement the SFE plan across Emerging Markets ensuring all markets are engaged in the SFE process and it is customized to the individual needs of the market

Joint

1. Feedback from Marketing CoE leads and Country business heads

PEOPLE MANAGEMENT

Support SFE and Commex Heds in recruitment of team members along with HR. Conduct goal setting, performance appraisals, coach employees, participate in recruitment and induction, identify training needs, based on future plans and business requirements, provide training on specific capabilities and products to team, identify and recommend retention plans IN ORDER TO maximize retention and performance of team members

Full

1. % of Attrition
2. Productivity of team members
3. Feedback from team

BUSINESS EXPANSION

Support the Emerging Market set up associated with product launches and geographic expansion, ensuring correct salesforce sizes for country portfolio IN ORDER TO to maximise profitability of busienss in Emerging Markets

Full

1. % increase in Sales

MBA