Senthil Kumar G
Sales Force Effectiveness Manager
Mumbai
Summary
Healthcare Professional with 18+ years of experience.
Experienced in Business strategy, Commercial excellence, Business Intelligence & Analytics, with a demonstrated history of working in the pharmaceuticals industry. Skilled in Analytical Skills, Business Intelligence, Qlik view, Qlik sense, Databases, MIS Pharma, Market Research, CRM Tools, Customer Segmentation and Sales.
Core Interest: Strategy, Analytics, Commercial Excellence, Segmentation and targeting, Incentive Design.
Certified Scrum Master & Executive Certification Program in Data Analytics focused in Data Science from Indian Institute of Management Rohtak.
Overview
20
20
years of professional experience
6
6
Certifications
3
3
Languages
Work History
Manager SFE
Sanofi
04.2022 - Current
- Currently leading as SFE for Diabetes & Institution team in Sanofi
- Optimized resource allocation by conducting regular performance evaluations and providing personalized coaching for staff development.
- Drove operational efficiency through data-driven decision-making processes, leveraging analytics tools for informed strategy development.
- Implemented innovative marketing campaigns that boosted brand awareness and generated significant sales leads.
- Customer Segmentation & targeting analysis to reach the customer with wright message & frequency.
- New innovative IC designs to engage sales force with maximum attainment
- Working on strategic projects around Integrated care, transformation Initiatives, Incentive Compensations, Segmentation & Targeting, Omnichannel call Plans & GTM transformation, New Brand launch Strategy.
Manager Data Management & Analysis
Sanofi
06.2019 - 04.2022
- Achieved departmental goals by developing and executing strategic plans and performance metrics.
- Developed AI based dashboards for sales force for their sales & efforts review meeting - I smart report
- Automated systems were developed for sales force to view his performance with daily & hourly sales updates .
- App based modules were launched to for sales to have live visibility of his incentive earning
Assistant Manager - Sales Force Automation
Sanofi
01.2015 - 06.2019
- Support ETMS Tools like - Mobile Intelligence, Omnipresence, Optima for 600+ field users
- Analyze and develop reports based on CRM - CLM activities
- Develop analysis of territory wise performance of each individual
- Maintain Network Hierarchy & Brand Hierarchy in Database
- Check all the reports generated from various Dash Boards of DWBI
- Program and maintain Incentives for field and send reports to HR to pay individual incentives
- Data mining and Data Cleanup of the customer base and upload in ETMS tool
- Alignment of the customers to the respective territory and field force and monitoring
- Targeting and Phasing of territories brand wise.
ASST. MANAGER - MIS
Sanofi
10.2012 - 12.2014
- Managing Daily sales report for South Asia (India, Nepal & Srilanka)
- Developing and Maintaining Target files for Sales Executives, ABM's & RBM's
- Developing and Maintaining Incentive files for Sales Executives, ABM's & RBM's
- Analysis on the Incentives disbursed and span of performance territory wise Territory wise data analysis of each SSE's, ABM's and RBM's
- Create KPI's for individual and send it to respective Area Managers on monthly basis
- Presenting Analysis of Product performance individual territory wise
- Develop graphical representation of Product & territory performance data
- Present comparative analysis of Last year performance V/s current year (Value and Unit Growth)
- Develop Risk Analysis tool to understand each territories associated risk
- Forecast Sales on the basis of previous data territory, area, region, all India and product wise
- All the work is done in MS
- Excel.
Assistant Manager - Optima Coordination
Sanofi
10.2011 - 10.2012
- Optima (ETMS) - CHC team (All India Coordination)
- Managed 800 + users, Customer Segmentation & Targeting
- Training on ETMS tools to all users.
Senior Scientific Sales Executive
04.2009 - 10.2011
- Diabetes Oral + Insulin Portfolio Team Excellence award
- Super Achiever Award Winner Sales Coordinator
- Scientific Sales Executive.
Scientific Sales Executive
02.2006 - 03.2009
- Diabetes Oral Portfolio
- Key KOL's, KBL's Targeted customers were stakeholders
- Star performer.
Medical Representative
Ranbaxy
05.2004 - 02.2006
- Ranbaxy Pharma Team as Medical Representative Based at Tumkur
- Star Performer for Brand Keflor, Consecutive performer & Achiever.
Education
Executive Certification Programme in Data Analytics, Data Science -
Indian Institute of Management Rohtak
01.2019 - 05.2019
Bachelor's degree, Biochemistry - undefined
University of Madras
06.1999 - 05.2002
Master's degree, Biochemistry - undefined
University of Madras
06.2002 - 05.2004
10 + 2, pcmb - undefined
Kendriya Vidyalaya
01.1997 - 04.1999
Skills
Segmentation & Targeting
Target setting
Business strategy
Commercial excellence
Business Intelligence & Analytics
IC design & Planning
Financial Management
Customer Relationship Management (CRM)
Key Performance Indicators
Salesforce Management
Team Collaboration
Certification
Certified Scrum Master
Current Job
Manager SFE, Sanofi, Mumbai, Maharashtra, India
Timeline
Manager SFE
Sanofi
04.2022 - Current
Manager Data Management & Analysis
Sanofi
06.2019 - 04.2022
Executive Certification Programme in Data Analytics, Data Science -
Indian Institute of Management Rohtak
01.2019 - 05.2019
Assistant Manager - Sales Force Automation
Sanofi
01.2015 - 06.2019
ASST. MANAGER - MIS
Sanofi
10.2012 - 12.2014
Assistant Manager - Optima Coordination
Sanofi
10.2011 - 10.2012
Senior Scientific Sales Executive
04.2009 - 10.2011
Scientific Sales Executive
02.2006 - 03.2009
Medical Representative
Ranbaxy
05.2004 - 02.2006
Master's degree, Biochemistry - undefined
University of Madras
06.2002 - 05.2004
Bachelor's degree, Biochemistry - undefined
University of Madras
06.1999 - 05.2002
10 + 2, pcmb - undefined
Kendriya Vidyalaya
01.1997 - 04.1999