Nobel Hygiene Pvt. Ltd.
Website:
nobelhygiene.com
Job details:
Position: Assistant Manager – Sales Force Automation (SFA)
Department: Sales Excellence / Sales Operations
Location: Corporate Office
Experience: 10+ Years
Industry Preference: FMCG (Mandatory)
Qualification: Bachelor's Degree in Engineering, Computer Science, Business Administration, or equivalent. MBA preferred.
Job Summary
The Assistant Manager – Sales Force Automation (SFA) will be responsible for managing and optimizing the organization's Sales Force Automation platform to improve sales productivity, enhance field force effectiveness, and provide actionable business insights. The role requires close coordination with Sales, IT, Marketing, Supply Chain, Finance, and external technology partners to ensure seamless execution of SFA initiatives and continuous system enhancements.
Key Responsibilities
1. Sales Force Automation Management
- Manage the end-to-end administration and optimization of the Sales Force Automation (SFA) platform.
- Ensure smooth functioning of all SFA modules including:
- Beat Planning
- Route Management
- Order Management
- Retailer Management
- Attendance & GPS Tracking
- Target Management
- Productivity Tracking
- Scheme Management
- Drive adoption and effective utilization of SFA across the sales organization.
2. Business Process Improvement
- Identify opportunities to automate manual sales processes.
- Recommend process improvements to enhance field sales productivity.
- Standardize sales workflows and ensure alignment with business requirements.
- Support digital transformation initiatives within the sales function.
3. Sales Analytics & Reporting
- Develop dashboards and MIS reports for Sales Leadership.
- Track KPIs including:
- Sales Productivity
- Call Productivity
- Strike Rate
- Outlet Coverage
- Order Value
- Beat Adherence
- Retail Universe Coverage
- Primary vs Secondary Sales
- Analyze sales data and provide actionable recommendations and improvement areas through data analysis.
4. Analytical Skills & Business Insights
- Analyze large sets of sales, distributor, retailer, and field productivity data.
- Identify trends, patterns, gaps, and opportunities in sales performance.
- Support decision-making through data interpretation and clear business recommendations.
- Prepare comparative analysis such as Target vs Actual, Region-wise Performance, Productivity Analysis, Beat Compliance, and Sales Trend Analysis.
- Work on forecasting support, incentive analysis, scheme effectiveness analysis, and outlet performance tracking.
- Convert raw data into meaningful insights for Sales Leadership and cross-functional teams.
5. Master Data Management
- Maintain customer, distributor, product, pricing, and sales hierarchy master data.
- Ensure data accuracy and governance.
- Coordinate with Sales, Finance, and IT for master data updates.
6. System Implementation & Enhancements
- Lead new feature implementation and system upgrades.
- Gather business requirements and prepare functional specifications.
- Conduct User Acceptance Testing (UAT).
- Coordinate with software vendors and internal IT teams.
- Manage rollout of new SFA functionalities across regions.
7. Integration Management
- Coordinate SFA integration with:
- ERP (SAP preferred)
- Distributor Management System (DMS)
- BI Tools
- CRM Platforms
- Ensure seamless data synchronization and minimal downtime.
8. User Support & Training
- Provide Level-2 support for field sales users.
- Resolve SFA-related issues within defined SLAs.
- Conduct user training programs for:
- Sales Officers
- Area Sales Managers
- Regional Managers
- Distributors
- Develop user manuals, SOPs, and training materials.
9. Vendor Management
- Coordinate with SFA technology partners for issue resolution.
- Monitor vendor performance against SLAs.
- Ensure timely delivery of enhancement projects.
- Participate in contract reviews and project discussions.
10. Sales Excellence Initiatives
- Support sales capability enhancement initiatives.
- Drive digital adoption across sales teams.
- Identify opportunities to leverage technology for improved market execution.
- Benchmark best practices within the FMCG industry.
11. Compliance & Governance
- Ensure adherence to company IT and data security policies.
- Maintain audit trails and system documentation.
- Support internal and external audits related to sales systems.
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