Manager /Sr. Manager - SFE & Commercial Excellence ( Emerging Markets )

SFE:

• Launch and standardize the in-house SFE platform across key markets in collaboration with India SFE & IT teams
• Understand CRM & FFR structures across key markets and streamline FF operations across EM
• Standardize & implement SFE metrics tracking across key EM countries (Customer coverage/ Class coverage/ Call Average/ Call frequency match/ PCPM/ Brand matrix/ Brand exposure/ Samples & input utilization/ etc)
• Lead the Digital transformation, automation and process improvement initiatives across key markets
• Develop a centralized SFE and Customer master database
• Lead planning, controlling and monitoring of projects with CRM vendors across key markets
• Build MIS and dashboards on FF operations and SFE metrics for management reviews in collaboration with Country teams.

Commercial Excellence:

• Design structured field Incentive plans with a tailored market specific approach and monitor implementation for maximum sales impact
• Compile and track the Secondary Sales progress across key markets and channels
• Design standard Business review formats and follow-up on action points closure post reviews
• Build centralized Dashboards on Pri & Sec sales trends/ GC/ EBITDA/ etc for management review
• Track the progress and drive KPIs for key Go-to-Market initiatives and projects across EM

Core Competencies

• Minimum of 7-10 years experience in SFE &/or Commercial excellence roles in Pharma industry
• Experience rolling out SFE platforms, digital transformation and strong understanding of CRM systems
• Advanced proficiency in market data analysis models and analytical tools like Power BI, MS Excel, Tableau, etc.
• Business orientation, critical thinking, data visualization ability, working with multiple datasets
• Ability to collaborate with cross-functional stakeholders & drive execution of agreed deliverables
• Strong interpersonal communication and presentation skills