Head Commercial Excellence

Fresenius Kabi; Pune District; On-site; INR 3,500,000 - 5,200,000; Full time

Job summary

Fresenius Kabi in India seeks a Senior Commercial Excellence Manager to optimize sales performance across South Asia. You will analyze data, map potentials, deploy resources, segment customers and train the sales force to raise effectiveness.

The role partners with multiple departments to shape strategy, monitor incentives, and ensure timely, accurate CRM usage; travel may be required.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Pharmacy or related field; MBA preferred.
• 15–20 years' experience in sales, sales operations or sales force effectiveness, pharma preferred.
• Strong analytical and CRM/sales analytics skills.
• Ability to lead cross-functional teams and train sales personnel.
• Proficient with MS Office; SAP reporting experience a plus.

Responsibilities

• Drive sales analysis and reporting to identify trends and opportunities.
• Oversee CRM implementation, data integrity and user training.
• Design and administer incentive plans and payments.
• Collaborate with sales, marketing, finance and medical teams.
• Conduct market benchmarking and competitor analysis; occasional travel.

Skills

Analytical skills

CRM software

Communication

Cross-functional leadership

Sales training

Project management

MS Office

SAP reports

Education

Bachelor's degree

MBA

Tools

CRM software

SAP

Sales analytics tools

Job description

Job Purpose:

The Commercial Excellence Manager will be responsible for driving the effectiveness and efficiency of the sales force in Fresenius Kabi South Asia Business Units. This role involves analyzing sales data, potential mapping, resource deployment, customer segmentation, Commercial training, trend analysis customer/hospital-wise, designing and calculating incentives and working closely with various departments to enhance sales performance and achieve business objectives.

Main Accountabilities:

• Sales Analysis and Reporting
• Analyze sales data (primary, secondary, channel inventory, near expiry etc.) to identify trends, gaps, and opportunities
• Generate regular reports on sales performance metrics
• Provide insights and recommendations to improve sales strategies - potential mapping, target setting, Resource Deployment etc.)
• CRM and Technology Management
• Oversee the implementation and utilization of CRM tools
• Ensure accurate and timely data entry into the CRM system
• Train sales personnel on CRM best practices and usage
• Effort analysis (Call Average, Coverage, Customer Segmentation, Activities etc.)
• Tender Management
• Commercial Training
• Incentive plan and payments
• Collaboration and Communication:
• Work closely with sales, marketing, finance, medical, training and other departments to align sales strategies with business goals.
• Communicate effectively with the sales team to ensure clarity and alignment.
• Facilitate regular meetings and discussions with the sales force
• Market Research and Competitor Analysis:
• Prepare competitor analysis and market benchmark close collaboration with marketing teams to stay informed about industry trends and competitor activities.
• Use market insights to propose/refine sales strategies and approaches.
• The role requires occasional travel

Key Competencies:

Strategic Thinking, Analytical Ability, Leadership, Communication, Customer Focus, Innovation, Adaptability. Training

Experience and Qualifications:

• Education: Bachelor's degree in Business Administration, Marketing, Pharmacy, or a related field. MBA or advanced degree preferred.
• Experience: Minimum 15-20 years of experience in sales, sales operations, or sales force effectiveness, preferably in the pharmaceutical industry.

Skills:

• Strong analytical and problem-solving skills.
• Proficiency in CRM software and sales analytics tools.
• Excellent communication and interpersonal skills.
• Ability to drive commercial trainings
• Ability to work collaboratively and lead cross-functional teams.
• Strong project management skills.
• Proficient in MS Office Suite (Excel, PowerPoint, Word).
• Experience in SAP reports will be preferred