About the Role
We are looking for a highly analytical and process-driven Sales Coordinator – Sales Force Analytics to manage and optimize the organization’s Sales Force Automation (SFA) platform across India.
The role requires strong coordination capabilities, understanding of FMCG field operations, data analytics orientation, and hands-on expertise in sales automation tools like Bizom and Field Assist.
The candidate will play a critical role in driving field-force productivity, data accuracy, secondary sales tracking, SOP compliance, reporting automation, and user training across the sales hierarchy.
Key Responsibilities
Sales Force Automation (SFA) Management
- Manage and monitor the SFA platform for India sales operations.
- Coordinate with HO SFA teams for troubleshooting, issue resolution, and process improvements.
- Ensure correct user mapping, beat mapping, outlet mapping, and territory alignment.
- Maintain accurate hierarchy structures across users, ASMs, RSMs, states, and regions.
- Support onboarding and induction of new joiners on SFA systems and SOPs.
Sales Analytics & Reporting
- Track and analyse:
- Secondary sales by user, SO, ASM, RSM, state, and region
- SKU-wise secondary sales trends
- Category-wise performance trends
- City-wise, beat-wise, and outlet-wise sales productivity
- Target vs Achievement trends across hierarchy levels
- Productive calls, total calls, and new outlet activations
- Outlet visit frequency and productivity metrics
- User login time, first call time, and field discipline parameters
- Generate deviation reports to identify gaps in SOP compliance and productivity.
- Analyse active vs inactive outlets and recommend optimization opportunities.
- Identify repetitive vs unique outlet coverage trends.
Territory & Outlet Management
- Ensure proper allocation of beats and outlets as per organizational norms.
- Monitor frontline productivity through optimized beat planning.
- Analyse territory coverage efficiency and outlet penetration.
MIS & Automation
- Develop, maintain, and improve MIS reporting systems.
- Create dashboards, templates, and reporting formats using advanced Excel.
- Generate and distribute management reports accurately and within timelines.
- Improve reporting efficiency, automation, and consistency.
- Support DMS integration and order fulfilment analytics initiatives.
Training & Process Excellence
- Conduct regular training sessions on:
- SFA usage
- SOP adherence
- Reporting processes
- Data extraction and analytics
- Guide field teams in understanding processes, tools, and in-market execution
- Continuously identify opportunities to optimize platform usage and field productivity.
Desired Candidate Profile
Experience
- 5- 10 years of experience in:
- FMCG Sales Operations
- Sales Analytics / Sales Automation Platforms
- SFA Coordination /MIS Reporting
Preferred Skills & Competencies
- Strong understanding of FMCG trade operations and field sales processes
- Hands-on experience with SFA platforms like Bizom or Field Assist
- Strong analytical and problem-solving skills / proficiency in Microsoft Excel
- Experience in DMS and order fulfilment systems
- Strong communication, coordination, and organizational abilities
- Passion for automation tools and process optimization
- Ability to work with cross-functional sales teams across regions
Educational Qualification
- Graduate in any discipline
- Preferred: MBA / PGDM in Sales, Marketing, Analytics, or Operations
Industry Preference
Candidates from FMCG, OTC, Consumer Healthcare, Pharma Distribution, or General Trade-focused organizations will be preferred.