Sr Executive/Asst Manager for Emerrging Market SFE

Sales Force Effectiveness & Commercial Excellence – Emerging Markets

Location

Head Office, Hyderabad.

Function

Emerging Markets- Commercial Excellence

Role Purpose

The Sales Force Effectiveness and Commercial Excellence role will establish a standardized, data-driven performance-management system across Emerging Markets.

The role will work with regional VPs, country managers, sales managers, key-account teams and central commercial leadership to improve sales-force productivity, target setting, performance measurement, customer segmentation, CRM discipline, incentive effectiveness and management visibility.

The position will provide management with an independent and consistent view of commercial performance across countries and regions.

Key Responsibilities

Sales Performance Management

- Develop standardized dashboards for performance monitoring across Emerging Markets.

- Track:

- Sales versus target

- Growth

- Product performance

- Country/region performance

- Key-account productivity

- Sales-force productivity

- Customer coverage

- Conversion indicators

- Identify performance gaps and highlight corrective actions.

Target Setting

- Support annual and periodic sales-target setting.

- Develop objective methodologies considering:

- Historical performance

- Market potential

- Product launches

- Competitive environment

- Territory potential

- Tender opportunities

- Coordinate with country and regional leadership to ensure realistic but appropriately challenging targets.

Sales Force Productivity

- Define productivity KPIs for field teams.

- Monitor doctor/customer coverage, call frequency, account penetration and sales conversion.

- Identify low-productivity territories/accounts.

- Recommend territory or resource optimization where required.

Customer Segmentation & Targeting

- Develop methodologies for segmentation of:

- Hospitals

- Specialists

- Key accounts

- Procurement centers

- Institutional customers

- Help markets prioritize customers based on potential and strategic importance.

- Ensure periodic updating of customer master databases.

CRM & Data Governance

- Support development and disciplined use of CRM systems.

- Establish minimum data standards across Emerging Markets.

- Monitor completeness and accuracy of field data.

- Develop automated dashboards wherever possible.

- Reduce dependency on manually filtered or inconsistent commercial information.

Incentive Management

- Support development of transparent and performance-oriented incentive schemes.

- Evaluate incentive effectiveness.

- Recommend modifications based on business priorities and desired sales behaviors.

Business Review Process

- Prepare structured monthly/quarterly business-review dashboards.

- Develop common formats for country and regional reviews.

- Highlight:

- Performance versus target

- Forecast accuracy

- Sales trends

- Productivity

- Inventory

- Key-account progress

- Launch performance

- Commercial risks

- Track management action points and closure.

Forecasting & Analytics

- Support sales forecasting and demand-planning processes.

- Analyze forecast versus actual performance.

- Develop trend and scenario analyses.

- Identify unusual demand or inventory patterns.

Commercial Excellence Projects

- Lead projects designed to improve commercial productivity.

- Benchmark performance between markets.

- Share best practices across countries and regions.

- Support development of SOPs and standardized commercial processes.

Eligibility Criteria

Education

- Bachelor's degree in Pharmacy, Life Sciences, Engineering, Statistics, Economics, Business or related discipline.

- MBA/PGDM preferred.

Experience

- Approximately 4–7 years of experience in pharmaceutical SFE, Commercial Excellence, Business Analytics or Sales Operations.

- Experience working with multi-country or geographically dispersed sales organizations preferred.

- Specialty-care/pharmaceutical experience strongly preferred.

- Exposure to biosimilars or biologics would be an advantage.

Technical Skills

- Advanced Microsoft Excel/Power BI/Salesforce.

- Strong PowerPoint capability.

- Experience with Power BI/Tableau or similar visualization tools preferred.

- Understanding of CRM/SFE platforms.

- Strong numerical and analytical ability.

- Data interpretation and dashboard development.

- Experience designing KPIs and performance-management systems.

Key Behavioral Competencies

- Strong analytical mindset.

- High level of accuracy.

- Independent thinking.

- Ability to challenge data constructively.

- Strong business understanding.

- Structured problem-solving ability.

- Ability to influence senior country and regional stakeholders.

- Strong follow-up discipline.

- High confidentiality and integrity.