Role Objective: Design, deploy and continuously optimise a world-class Sales Force Effectiveness ecosystem that drives superior field force productivity, prescription growth, ROI on marketing spend and market-share gains for USVs branded generics portfolio across all international markets.

KEY RESPONSIBILITIES

Sales Force Sizing, Structure & Territory Alignment

- Lead scientific territory design, headcount planning and realignment exercises using Rx data, workload models and GIS tools
- Optimise field force structure (ABMRBMNSM layers) for every country/region.

Incentive Compensation & Performance Management

- Design transparent, motivating and growth-linked incentive plans for the entire international field force
- Set fair yet stretching Rx and activity targets; drive monthly payout accuracy and timeliness
- Monitor incentive program performance and recommend improvements to align with business objectives.

Targeting, Segmentation & Call Planning

- Institutionalise doctor-level segmentation and targeting using IQVIA/CMS/local Rx data
- Drive daily/weekly call planning compliance through Veeva CRM / Salesforce
- Implement Next Best Action (NBA) engines and intelligent call planners

Training & Coaching Excellence

- Own the global induction and continuous medical & selling-skills training calendar for all markets
- Roll out certification programmes, e-learning modules and field coaching frameworks
- Partner with marketing for flawless new-product detailing story training

CRM, Digital Tools & Analytics

- Lead Veeva CRM / Salesforce implementation, adoption and upgrades across all countries
- Build real-time dashboards for field force KPIs coverage, frequency, reach, Rx lift, ROI
- Drive digital detailing, CLM (Closed-Loop Marketing), WhatsApp broadcast and remote engagement tools





Campaign ROI & Resource Allocation

- Measure and improve ROI of all marketing inputs (visual aids, samples, CMEs, patient programmes)
- Recommend optimal A&P; allocation by brand, country and doctor segment
- Identify under-performing territories and trigger corrective actions

- STAKEHOLDER INTERACTION

- Type of Interaction: Internal
- Interaction with: Head International Business, Country Heads, Regional Heads, Marketing (B2C & B2B), Medical Affairs, Regulatory, IT, Finance, HR
- Nature of Interaction: Target setting & reviews, incentive plan approvals, training calendar sign-off, CRM governance,dashboard reviews, budget allocation, field visit feedback

- Type of Interaction: External
- Interaction with: IQVIA, Veeva/Salesforce partners, SFE consultants, training agencies, data providers
- Nature of Interaction: Data purchase & insights, system implementation, best-practice workshops, contract negotiations

- JOB REQUIREMENTS

- Professional Experience
- 815 years in pharmaceutical sales/SFE with at least 810 years in International / Export markets
- Hands-on experience in running SFE for branded generics in SEA , LATAM, Middle East, Africa & CIS
- Proven expertise in incentive design, territory alignment, Veeva CRM rollout and Rx data analytics (IQVIA/CMS)
- Track record of delivering 1525% productivity improvement in previous roles
- Academic Qualifications & Certifications
- Educational Qualification: B.Pharm / B.Sc + MBA (preferred)
- Certification in Sales Force Effectiveness / Advanced Analytics is a solid plus

- Must Have Skills
- Mastery over IQVIA, Veeva CRM, Power BI/Tableau
- Strong analytical & financial modelling skills
- Excellent stakeholder management across cultures
- Training & coaching capabilities

- Project management rigour

📌 Sales Force Effectiveness Manager (Mumbai)
🏢 USV
📍 Mumbai