Lead - Retail Strategy & Commercial Excellence-EM

Biocon; Bengaluru; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Biocon Limited, a global biopharmaceutical leader headquartered in Bengaluru, seeks a Lead - Retail Strategy & Commercial Excellence-EM to drive retail productivity across Emerging Markets. You will shape go-to-market strategies, partner with regional commercial teams, and lead strategic projects to enhance sales force effectiveness and customer engagement.

The role requires a Post Graduate degree in Business Administration and at least 10 years in the pharmaceutical industry, with 5 years in

Qualifications

• Post graduate degree in business administration or related field.
• Minimum 10 years of experience in the pharmaceutical industry with at least 5 years in managing a team.

Responsibilities

• Own retail commercial strategy initiatives across Emerging Markets.
• Drive Sales Force Effectiveness (SFE) including incentive governance, CRM adoption, field productivity, and sales analytics.
• Lead commercial capability-building initiatives, including product training, selling excellence, and launch readiness.
• Develop retail commercial dashboards and identify actionable business insights from secondary sales and market data.
• Design and implement commercial excellence programs such as territory optimization, customer segmentation, call planning, and promotional effectiveness.
• Lead strategic projects related to retail go-to-market models, AI-enabled sales analytics, omnichannel engagement, and digital transformation.
• Capture and scale best practices across countries and support commercialization of new products.
• Partner with Marketing, Medical, Supply Chain, Finance, and Regional Commercial teams to drive cross-functional execution.

Skills

Decision making

Leadership

Collaboration

Data-driven

Communication

Education

Post Graduate degree in Business Administration or related field

Job description

Job Title: Lead - Retail Strategy & Commercial Excellence-EM

Department: Commercial

About Us:

Biocon Limited is a global biopharmaceutical company driven by its purpose to provide affordable, life-changing medicines to patients worldwide. Headquartered in Bengaluru, India, Biocon addresses some of the world’s most pressing healthcare challenges across chronic and non-communicable diseases by offering both biosimilars and generics at scale across geographies. Through this diversified portfolio, Biocon focuses on areas of high unmet need, spanning key therapy areas including diabetes, oncology, obesity, cardiovascular diseases, immunology, ophthalmology, and bone health. The Company has pioneered several industry firsts that have helped shape the global biosimilars landscape. To date, the company has commercialized 12 biosimilar products and 30+ generic formulations globally. It has robust research and development pipeline of 20+ biosimilar assets, as well as GLP-1 peptides and other complex generics. With an integrated lab-to-patient model, Biocon brings together research and development, manufacturing, and commercial capabilities to ensure reliable and scalable supply of medicines. The company operates in more than 120 countries, supported by seven manufacturing sites, three R&D sites, 18 offices worldwide, and a workforce of over 9,500 employees. Biocon has been included in the S&P Global Sustainability Yearbook 2026 for the fourth consecutive year, underscoring its commitment to sustainable and responsible growth.

Job Description

About the role

Drive retail commercial productivity across Emerging Markets by developing and implementing initiatives that enhance sales force effectiveness, customer engagement, commercial capabilities, and go-to-market excellence. The role will partner with regional commercial teams to identify growth opportunities, standardize best practices, and lead strategic projects that improve retail business performance.

Key Responsibilities

• Own retail commercial strategy initiatives to improve growth and execution across Emerging Markets.
• Drive Sales Force Effectiveness (SFE) including incentive governance, CRM adoption, field productivity, and sales analytics.
• Lead commercial capability-building initiatives, including product training, selling excellence, and launch readiness.
• Develop retail commercial dashboards and identify actionable business insights from secondary sales and market data.
• Design and implement commercial excellence programs such as territory optimization, customer segmentation, call planning, and promotional effectiveness.
• Lead strategic projects related to retail go-to-market models, AI-enabled sales analytics, omnichannel engagement, and digital transformation.
• Capture and scale best practices across countries and support commercialization of new products.
• Partner with Marketing, Medical, Supply Chain, Finance, and Regional Commercial teams to drive cross-functional execution.

Behavioural / Management / Other Skills

• Demonstrates strong decision-making ability and leadership skills, with the capability to secure buy-in from multiple stakeholders.
• A collaborative leader who thrives in fast-paced and evolving environments.
• Data-driven decision-maker with strong business acumen.
• Excellent communication skills, with the ability to effectively engage Senior Management and key stakeholders.

Qualification

• Post Graduate degree in Business Administration or related field.
• Minimum 10 years of experience in the relevant fields in Pharmaceutical industry with at least 5 years in managing a team.

Biocon is an Equal Opportunity, EEO / Aff…Employer committed to excellence through diversity. All qualified applicants will receive consideration for employment without regard to, and no employee shall be discriminated against because of their race, colour, religion, age, sex (including pregnancy), national origin, disability, genetic information, status as a protected veteran or any other characteristic protected by applicable federal, state or local law.