- 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 robust 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