Commercial Excellence Manager

Criteria:

• Bachelor's degree in Pharmacy, Medicine, Business Administration, Marketing, Statistics, Industrial Engineering, or a related field. Master's degree (MBA) is an advantage.

• Minimum 7–10 years of experience in the pharmaceutical industry, with at least 3 years in Commercial Excellence, Sales Force Effectiveness (SFE), Sales Operations, Business Analytics, or Commercial Strategy.

• Strong understanding of pharmaceutical business operations, including Ethical, OTC, Hospital, Modern Trade, and Distribution channels.

• Proven experience in sales performance management, sales analytics, target setting, territory alignment, incentive design, and sales force optimization.

• Proficient in Microsoft Excel (Advanced) and Business Intelligence tools such as Power BI or Tableau.

• Hands-on experience with CRM and Sales Force Automation (SFA) platforms (e.g., Salesforce, Veeva CRM, IQVIA, or similar).

• Strong analytical, strategic thinking, and problem-solving skills.

• Excellent project management and stakeholder management capabilities.

• Strong communication and presentation skills with the ability to influence cross-functional stakeholders.

• Fluent in English, both written and spoken.

Job Description:

Commercial Performance Management

• Monitor and analyze commercial performance across business units, regions, and sales teams.

• Develop performance dashboards and management reports to support strategic decision-making.

• Identify performance gaps and recommend actionable improvement initiatives.

Sales Force Effectiveness (SFE)

• Design and implement initiatives to improve sales force productivity and efficiency.

• Evaluate call planning, customer coverage, call frequency, and sales force deployment.

• Conduct territory alignment and workload analysis to optimize resource allocation.

Sales Planning & Target Setting

• Develop sales target allocation methodologies based on market potential, historical performance, and business objectives.

• Collaborate with Sales and Finance teams during annual planning and forecasting processes.

• Ensure fair and data-driven target distribution across the sales organization

Incentive & Compensation Management

• Design, implement, and evaluate sales incentive programs aligned with business objectives.

• Conduct incentive simulations and assess the effectiveness of compensation schemes.

• Recommend improvements to enhance sales motivation and performance.

Business Analytics & Insights

• Analyze sales trends, market performance, customer behavior, and product performance.

• Translate complex data into actionable business insights for senior management.

• Support commercial strategy development through data-driven recommendations.

CRM & Commercial Systems Management

• Manage and optimize CRM and Sales Force Automation (SFA) platforms.

• Ensure data integrity, system utilization, and reporting accuracy.

• Partner with IT and external vendors to implement system enhancements and digital initiatives.

Territory & Customer Management

• Review territory structures and customer segmentation to maximize market coverage.

• Recommend territory realignment based on market potential and sales productivity.

• Support customer targeting strategies for both existing and new business opportunities.

Cross-Functional Collaboration

• Collaborate closely with Sales, Marketing, Finance, Supply Chain, Medical, and IT teams to align commercial initiatives.

• Support product launches and strategic business projects through commercial analytics and operational planning.

• Provide commercial insights to senior leadership for strategic decision-making.

Continuous Improvement

• Lead Commercial Excellence initiatives to enhance business processes and operational efficiency.

• Identify opportunities for digital transformation and process optimization.

• Drive best practices in commercial operations across the organization.