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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

1. 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

Incentive compensation calculation experience

(Preferred)

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

Solid 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

📌 Manager (India)
🏢 Rubicon Research
📍 India