Manager Commercial Effectiveness; Pharma Industry

About The Role

The Commercial Excellence / Sales Force Excellence Manager is responsible for driving sales effectiveness, productivity, and execution excellence across the Ethical Pharma business. The role focuses on optimizing sales force performance through data‑driven insights, CRM effectiveness, sales targeting, territory alignment, incentive schemes, field force capability development, and commercial analytics.

• Develop and implement Sales Force Excellence (SFE) strategies to improve field force productivity and commercial performance.
• Monitor sales force KPIs, productivity metrics, call effectiveness, coverage, and execution quality.
• Analyze sales performance data and identify opportunities to improve efficiency and business outcomes.
• Establish performance dashboards and regular reporting for management review.
• Drive a culture of accountability through performance monitoring and action‑oriented insights.
• Lead territory design, alignment, and optimization initiatives to maximize customer reach and sales potential.
• Develop customer segmentation and targeting strategies based on market potential and business priorities.
• Ensure efficient allocation of resources and sales coverage across territories.
• Partner with HR and Finance to design and administer sales incentive programs aligned with business objectives.
• Conduct business reviews and identify trends, risks, and growth opportunities.

• Bachelor's Degree in Mathematic, Business Administration, Science, or related field.
• Minimum 7–10 years of experience in Pharmaceutical/Ethical business. Minimum 3–5 years in Commercial Excellence, Sales Force Effectiveness, Business Analytics, Sales Operations, or related functions.
• Experience managing CRM systems and commercial analytics tools.
• Strong understanding of pharmaceutical sales processes and field force management.