Tactical Approaches for Sales Operations Leaders, Session 1: The Importance of an Efficient, Effective and Integrated Roster Management Process

Description

In this session, speakers will discuss the following topics:

  • A brief introduction to Roster Management for Pharma and its unique value proposition to improve Sales Ops efficiency
  • Why pharma operations needs to embrace roster management transformation:
    • Incentive compensation eligibility relies on updated roster information.
    • Territory alignments take rep location as a key input for balanced, well designed territories.
    • Personnel changes, to plan for backfills, or take any other decisions for the territory
    • Fleet, sampling, legal, and training systems all rely on latest rosters to plan for their respective processes.
  • Key challenges faced by Sales Operations leaders in absence of a roster management system:
    • Manual, Excel-based maintenance of roster data is time consuming, complex and error prone.
    • Employee assignment changes all the time and often sales operations is in reactive mode to such changes.
    • Reliance on HR system to maintain employee assignment data.
  • A discussion of the ultimate goals of undertaking a roster management transformation and what successful implementations look like

Presenters:

  • Nandana Kondur, Associate Director, Axtria
  • Anuj Mahajan, Associate Director, Axtria
  • Dhiren Patel, Principal, Axtria
  • Gaurav Sharma, Senior Director, Axtria

Sponsored by:

Axtria

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