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Manager - Analytics, 3P Field Force and Capability

Posted Date:  Sep 13, 2022
Requisition Number:  113032

Location: Mumbai, Maharashtra, India


Major duties & Responsibilities:


  1. GTM Analytics:


  • Complete ownership and responsibility of Sales Analyst report including reporting for Leadership Team review, monthly Branch reviews and daily/weekly scorecards
  • Call out early warnings on performances in Geographies & Brands in relevant forums
  • Identify throughput issues, develop hypothesis for root cause using analytics, confirm with on ground working on the hypothesis, liase with right stakeholders (Marketing, RGMs) in right forums to co create solutions. The thought process and data supporting it should influence stakeholders to work towards the right solution
  • Drive coverage quality through the EDGE dashboard - Effective coverage, productivity, MSS/ LPC. Identify issues and opportunities & coordinate with Trade marketing teams on planned inputs,
  • Combine internal data, RMS(Nielsen) trends, and competition benchmark to provide category insights


  1. Training and Development


  • Identify areas of training needed along with HR for different levels of field force. Work with HR to develop right content & Governance process.
  • Execute the Sales Capability calendar as per timeline post developing the content with HR. Deliver a 4+ score for every program and share efficacy reports on a quarterly basis
  • Custodian of all review processes and data
  • Monitor performance of New TSIs, SOs. Work with AMs/SOs to ensure enough time is spent in PJP to get them to follow Hershey ways of working on ground
  • PSR Management: PSR HHT Usage | PJP adherence |Attrition | Earning analysis


  1. Incentive Management:


  • Manage Field Force Incentive to deliver organization goals while ensuring we stay within budgets
  • Track incentive performance & callout low achievements. Do a Monthly (TSI, SO) & Quarterly (ASM) incentive analysis and ranking.  Deep dive into root causes of low achievement, understand on ground realities and come up with solutions
  • Ensure all incentives are given to the field by designated dates. Ownership on calculations & reccos
  • Work with the IT Team to automate the incentive process


  1. Employee Engagement & 3P Management


  • Custodian for HSY Heroes of the month at all levels, MDs Club programmes & all Quarterly programmes.
  • Custodian for DB engagement and Quarterly felicitation of top DBs
  • Co-create 3P Management expectations & Template of engagement with HR & ensure wiring matrix adherence



  • Strong power point presentation and analytical skills.
  • Sales and head office background is preferred.


Education:  MBA preferred 






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