Senior Manager - Sales Development

Piramal Pharma Limited; Mumbai; On-site; INR 2,500,000 - 3,800,000; Full time

Job summary

Piramal Pharma Limited in Mumbai is seeking a Senior Manager - Sales Development to drive sales-force effectiveness and field productivity across the PCH business. The role emphasizes route-to-market optimization, digital adoption, and governance through analytics and structured reviews.

You will collaborate with Sales, Finance, HR, IT, and Supply Chain to improve coverage, conversion, and overall sales efficiency, requiring deep business insight, analytics, program management, and a strong

Qualifications

• Masters degree in Business Administration, Marketing, or related field
• 10-12 years of relevant experience in FMCG & OTC in Sales Development, Sales Force Effectiveness (SFE), Commercial Excellence, or Sales Operations & Sales IT roles (Management Trainee – 3-5 Years ASM & 3-4 Years Regional Sales Development/Customer Marketing)
• Prior sales experience is mandatory, Experience in national or multi-region roles preferred
• Hands‑on exposure to sales analytics, business dashboards, field productivity improvement, and performance governance
• Experience in digital enablement initiatives such as DMS / SFA adoption, reporting automation, and process simplification
• Preferred experience in roles such as ZCMM / RSDM or similar sales development positions

Responsibilities

• Drive improvements in territory alignment, beat planning, outlet coverage, and call productivity
• Strengthen route-to-market effectiveness across distributors, super stockists, and key channels
• Drive sales-force productivity and efficiency improvement initiatives
• Lead implementation and adoption of DMS / SFA platforms, expense automation, and reporting tools
• Ensure data accuracy, process simplification, and scalability across sales operations
• Drive automation‑led efficiency and visibility improvements
• Support design and governance of incentive schemes and payout processes
• Ensure alignment of incentives with business priorities and field productivity
• Partner with HR and Finance for accuracy, governance, and closure of payouts
• Lead cross-functional projects end-to-end from design to execution
• Conduct feasibility assessments and manage pilot-to-national rollouts
• Ensure timely delivery and measurable business impact of projects
• Identify and resolve on‑ground execution challenges related to coverage, claims, reporting, and field processes
• Improve process adherence and reduce operational inefficiencies across the field organization

Skills

Sales analytics

Dashboards

Field productivity

Project management

Cross-functional collaboration

Education

MBA / MBA (Marketing or related field)

Tools

DMS

SFA

Job description

Job Summary

The Senior Manager - Sales Development will be responsible for driving sales-force effectiveness, field productivity, and execution excellence across the PCH business. The role will focus on strengthening sales development initiatives, improving route-to-market effectiveness, enabling digital adoption, and driving performance governance through analytics and structured reviews. The incumbent will work closely with Sales, Finance, HR, IT, Supply Chain and other cross-functional stakeholders to improve coverage, productivity, conversion, and overall sales efficiency. The role requires a strong mix of business understanding, analytical capability, project management, and field orientation to translate business challenges into scalable and impactful solutions.

Job Qualifications

• Masters degree in Business Administration, Marketing, or related field


• 10-12 years of relevant experience in FMCG & OTC in Sales Development, Sales Force Effectiveness (SFE), Commercial Excellence, or Sales Operations & Sales IT roles (Management Trainee – 3-5 Years ASM & 3-4 Years Regional Sales Development/Customer Marketing)


• Prior sales experience is mandatory, Experience in national or multi-region roles preferred


• Hands‑on exposure to sales analytics, business dashboards, field productivity improvement, and performance governance


• Experience in digital enablement initiatives such as DMS / SFA adoption, reporting automation, and process simplification


• Preferred experience in roles such as ZCMM / RSDM or similar sales development positions

Job Responsibilities

1. Sales Force Effectiveness & Coverage Optimization

• Drive improvements in territory alignment, beat planning, outlet coverage, and call productivity


• Strengthen route-to-market effectiveness across distributors, super stockists, and key channels


• Drive sales-force productivity and efficiency improvement initiatives

2. Digital Enablement & Process Automation

• Lead implementation and adoption of DMS / SFA platforms, expense automation, and reporting tools


• Ensure data accuracy, process simplification, and scalability across sales operations


• Drive automation‑led efficiency and visibility improvements

3. Incentive & Performance Management Support

• Support design and governance of incentive schemes and payout processes


• Ensure alignment of incentives with business priorities and field productivity


• Partner with HR and Finance for accuracy, governance, and closure of payouts

4. Strategic Project Management

• Lead cross-functional projects end-to-end from design to execution


• Conduct feasibility assessments and manage pilot-to-national rollouts


• Ensure timely delivery and measurable business impact of projects

5. Field Execution Excellence & Problem Solving

• Identify and resolve on‑ground execution challenges related to coverage, claims, reporting, and field processes


• Improve process adherence and reduce operational inefficiencies across the field organization

Piramal Pharma Limited, offers a portfolio of differentiated products and services through its 17 global development and manufacturing facilities and a global distribution network in over 100 countries. PPL includes Piramal Pharma Solutions (PPS), an integrated Contract Development and Manufacturing Organization; Piramal Critical Care (PCC), a Complex Hospital Generics business; and the India Consumer Healthcare business, selling over-the- counter products. In addition, one of PPL’s associate companies, AbbVie Therapeutics India Private Limited is a JV with AbbVie Inc. and has emerged as one of the market leaders in the ophthalmology therapy area. Further, PPL has a minority investment in Yapan Bio Private Limited. In October 2020, PPL received a 20% strategic growth investment from the Carlyle Group.

PPL provides equal employment opportunities to all employees and applicants for employment.

It prohibits discrimination and harassment based on race, color, age, sex, religion, national origin or ethnicity, disability status, genetics, protected veteran status, sexual orientation, gender identity, or expression, or any other characteristic protected by applicable law.

Our employment decisions are based on merit considering qualifications, skills, performance, and achievements.

Equal employment opportunity applies to all terms and conditions of employment, including recruitment, selection, training, social programs, placement, promotion, demotion, compensation and benefits, transfers, terminations, and working conditions.