Position Summary:

The role is responsible for driving Sales Force Productivity, Execution Excellence, Territory Optimization, Incentive Design, and Data-Driven Decision Making for the domestic pharma business.

The position will guide large sales teams (MRs, ABMs, RBMs, ZBMs, NSM) and work closely with Marketing, Training, HR, and Digital teams to build a high-performance commercial organization.

Key Responsibilities:

1. Sales Force Productivity & Execution Excellence

- Monitor productivity KPIs: Call Average, Coverage, Frequency, POB, Secondary, Rx trends.

- Identify performance gaps and build corrective action strategies.

- Drive adherence to SOPs, KPIs, CLM, RCPA, reporting cadence, etc.

- Lead SFE dashboards, business reviews, and monthly performance governance with sales leadership.

2. RCPA, Forecasting & Data Analytics

- Ensure accurate and consistent RCPA capture, BL/RP calculation, and competitor insights.

- Analyse Rx trends to identify high-potential doctors, chemist universe, and market gaps.

- Forecast monthly/quarterly performance using IMS/Prx data, primary and secondary sales.

3. Incentive Plan Design & Governance

- Design MR/Manager incentive schemes aligned with business goals, brand priorities, and compliance.

- Ensure transparent and error-free monthly calculation.

- Conduct impact analysis and scenario modelling before deployment.

4. Territory & Doctor Mapping

- Optimize territory workload, doctor potential, and portfolio alignment.

- Lead doctor segmentation & targeting (ABC, potential tiers).

- Ensure 100% alignment of HQDoctorChemist mapping.

5. Digital & Reporting Excellence

- Improve adoption of SFE tools, CRM, CLM, e-detailing, digital call reporting.

- Work with IT for enhancements and automation.

- Drive data hygiene and real-time data visibility for leadership.

6. Cross-Functional Collaboration

- Work closely with Marketing on brand priorities and execution KPIs.

- Partner with L&D/Training to develop capability-building programs.

- Support HR in manpower planning and performance evaluation.

7. Business Projects & Transformation

- Lead productivity transformation, field force right-sizing, segmentation, and new SFE initiatives.

- Deploy best practices seen in leading Indian and global pharma companies.

- Enable culture of data-driven decision making across the sales hierarchy.

Required Experience & Qualification:

Experience:

- AGM: 1014 years in Pharma SFE / Sales Analytics / Sales Leadership

- Strong experience in domestic Indian pharma (Preferred: chronic + acute mix)

Skills:

- Expert in SFE metrics, analytics, dashboards, forecasting, HQ allocation, RCPA analysis.

- Strong exposure to CRM systems (VEEVA / CNEXT / Argus / in-house CRMs).

- Excellent communication with senior stakeholders (NSM / BU Heads).

- Problem-solving, statistical thinking, and project management abilities.

Qualification:

- B.Pharm / B.Sc + MBA (Marketing / Analytics / Operations).

- Certifications in analytics / data tools (preferred but not mandatory).

Key Competencies:

- Business Acumen

- Analytical Thinking

- Stakeholder Management

- Change Management

- Execution Excellence

- Leadership & People Development

- High Integrity & Compliance Orientation

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Posted By

Derek Gomes