Purpose
The Manager – Sales Excellence is responsible for leading analytics, field force effectiveness, territory design, incentive compensation administration, and CRM-driven performance insights to support Validus Pharmaceuticals - a US market branded pharmaceutical sales organization.
This role will transform CRM, Symphony Health, data from other external sources and internal commercial data into actionable insights that drive sales performance, optimize field deployment, and enable leadership decision-making.
The position will serve as a strategic partner to US Sales Leadership, with the objective of delivering revenue growth by providing territory alignment, prescriber targeting, performance analytics, and incentive plan execution suppor
Position / Job Title
Manager
Department
Corporate Development and Strategy
Reporting To
Commercial Operations Head (US)
Location
Thane
Dosage Form
NA
Job Responsibilities / Deliverables
- Sales Performance Analytics & Insights
Analyze CRM data (Veeva CRM) to evaluate field force activity, reach, frequency, and effectiveness
Develop prescriber-level and territory level performance analytics using Symphony Health data, data from other external sources, and internal sales data
Identify opportunities for sales growth, targeting optimization, and call plan refinement
Produce daily, weekly, monthly, and quarterly performance dashboards for sales leadership
Monitor and analyze brand performance vs targets, goals, and market benchmarks
- Territory Design and Field Force Effectiveness
Design and optimize sales territories using prescriber, geographic, and sales potential data
Support field force sizing, alignment, and deployment modeling
Perform territory balancing analyses based on workload, potential, and geography
Support launch planning, territory expansion, and restructuring initiatives
Develop prescriber targeting and segmentation models
- Incentive Compensation Administration
Support design, calculation, and administration of incentive compensation plans
Calculate monthly and quarterly incentive payouts based on defined rules
Validate incentive data accuracy and resolve field inquiries
Partner with Finance and HR to ensure accurate payout execution
Perform incentive effectiveness and payout distribution analysis
- CRM and Commercial Systems Support
Ensure high CRM data quality, adoption, and compliance
Develop CRM dashboards and reports for sales leadership and field teams
Support CRM enhancements, reporting automation, and system optimization
Maintain high-quality HCP master data, including DEA/state license validation and affiliation mapping.
Oversee integration of external vendor data (Symphony Metys, IQVIA, MMIT, MedPro, etc.) into CRM systems.
Partner with IT and CRM administrators on system improvements
- Market Data Analysis (Symphony / other)
Analyze prescription and sales data at prescriber, territory, and national levels
Track market share, growth trends, and competitive dynamics
Provide actionable recommendations to improve brand performance
Support forecasting and demand planning processes
- Strategic and Operational Support
Support launch readiness, targeting, and field deployment planning
Assist leadership with strategic planning and business reviews
Develop executive-level dashboards and presentations
Lead Sales Excellence projects and process improvements
Maintain data integrity, proper access control, and compliance with privacy and promotional governance standards (HIPAA, 21 CFR Part 11).
Qualifications
Bachelor's degree in commerce / business, Statistics, Engineering, Economics, or related field
MBA preferred
6–10 years experience in pharmaceutical Sales Operations, Commercial Excellence, or Analytics
Experience Supporting US Pharmaceutical Commercial Teams Preferred
Experience with branded pharmaceuticals strongly preferred
Required Technical Skills
(Must Have)
Strong Excel skills (advanced formulas, pivot tables, Power Query)
Experience Analyzing CRM Data (Veeva CRM Preferred)
Experience with Symphony Health or IQVIA data
Territory design and targeting experience
(Preferred)
Incentive compensation calculation experience
SQL, python
Power BI, Tableau, or similar visualization tools
Experience With Veeva / Other CRM Reporting Tools
Core Competencies
Strong analytical and quantitative skills
Ability to translate data into actionable business insights
Strong communication skills with US stakeholders
Attention to detail and high data accuracy
Ability to work independently across time zones
Strong project management skills
Key Stakeholders
US Commercial Operations
US Sales Leadership
Field Sales Teams
Marketing
Finance
Success Metrics
Sales performance
Improved territory effectiveness
Sales performance improvement insights adoption
Accuracy of incentive calculations
Timeliness and quality of reporting
