Sales Force Effectiveness Manager

USV; Mumbai, Navi Mumbai; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

USV is seeking a senior leader to design, deploy and optimise a world-class Sales Force Effectiveness ecosystem across international markets. You will drive territory sizing, incentive plans, call planning, and CRM implementation using IQVIA and Veeva CRM, with a focus on Rx data analytics and ROI optimization.

The role requires leadership in training and coaching, stakeholder management across regions, and collaboration with Marketing, Medical, and IT to deliver a high-performing field force.

Qualifications

• Extensive experience in pharmaceutical sales and SFE in international markets.
• Proven ability to design incentives and optimize territory alignment.
• Track record of improving field force productivity and ROI.

Responsibilities

• Design territory sizing and headcount planning using Rx data and GIS.
• Lead incentive design and payout accuracy.
• Implement NBA engines and call planners.
• Oversee CRM rollout and analytics dashboards.

Skills

SFE expertise

Stakeholder management

Training & coaching

Project management

Rx data analytics

Education

B.Pharm

MBA

BSc

Tools

IQVIA

Veeva CRM

Power BI

Tableau

Job description

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 strong plus

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