Head Commercial Excellence- MEA

Position Details:
Designation:
General Manager
Business Unit: MEA
Function:
Sales and Marketing

Location:

Mumbai Head Office
Reporting to:
Senior Vice President and Business Head – MEA | Sales Leader

Role Overview :

• The General Manager – Commercial Excellence (MEA) is a senior leadership role responsible for driving the commercial performance and capability agenda across Glenmark's most dynamic international regions. This role integrates three critical pillars — Sales Force Effectiveness (SFE), Marketing Excellence, and Training & Capability Building — into a unified, high-impact commercial engine.

• The role holder is accountable for designing and deploying best-in-class go-to-market models, commercial frameworks, and digital tools that optimize resource allocation, elevate field force productivity, and strengthen brand execution at country and regional level. As a General Manager equivalent, this individual operates as a key member of the regional leadership team, working in close partnership with Country Heads, BU Heads and global Com-Ex to shape and execute the commercial strategy for MEA.

Strategic Scope:

• Own the integrated Commercial Excellence agenda (SFE + Marketing + Training) for MEA region
• Drive commercial efficiency through structured performance management and upgrade of multi-channel engagement models

• Lead a cross-functional team of commercial specialists and enable countries to achieve sustainable, above-market growth

• Represent regional commercial interests within the global Com-Ex community and contribute to global capability initiatives

Overall

Job Responsibilities:

Strategic Leadership & Commercial Vision:

• Define and lead the Commercial Excellence strategy for MEA, aligned to global business priorities
• Own the go-to-market model design and continuous upgrade across SFE, Marketing and Training pillars

• Act as primary thought partner to Country Heads and BU Heads on commercial effectiveness and growth strategies

• Drive integrated commercial planning across functions to ensure cohesive execution at country and regional level

• Lead change management initiatives to embed a culture of commercial discipline and continuous improvement

Sales Force Effectiveness (SFE):

• Lead SF deployment design to optimise ROI through territory design, segmentation, targeting and capacity planning

• Develop, upgrade and monitor SF incentive systems, target setting processes, and SF performance management

• Implement standardized SFE systems, analytics dashboards and KPIs for field reps and KAMs

• Conduct regular Com-Ex health checks; follow up on mitigation actions with country and regional teams

• Drive adoption of CRM/SFA systems and multi-channel customer engagement tools across regions

• Generate internal dashboards to track execution discipline in the field; review SFE KPIs with BU Heads

Marketing Excellence:

• Oversee marketing effectiveness frameworks to ensure optimal brand strategy execution at regional and country level

• Lead market research capability — country/product specific analytics to generate commercial insights

• Drive standardization of marketing processes, campaign measurement, and promotional effectiveness tracking

• Partner with Brand Teams and Country Marketing Heads to develop and deploy differentiated go-to-market campaigns

• Govern marketing investment allocation and monitor ROI across promotional channels

• Enable superior custom segmentation and persona-based engagement strategies in collaboration with SFE and digital teams

Training & Capability Building:

• Design and govern the regional capability development framework for sales, marketing and commercial leadership teams

• Coordinate SFE training programs to embed key behaviours and competencies in the field force

• Partner with HR, L&D and Marketing/Finance to develop and deploy high-quality learning material for SFE, KAMs and managers

• Oversee onboarding design for new sales reps; ensure structured ramp-up programmes across markets

• Measure effectiveness of training interventions through defined KPIs; continuously refine programmes

• Build a pipeline of commercial talent through structured coaching, mentoring and development…