Sr Executive/Asst Manager for Emerrging Market SFE

Darwinbox Digital Solutions Pvt. Ltd.; Hyderabad; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Darwinbox Digital Solutions Pvt. Ltd. in Hyderabad is seeking a Sales Force Effectiveness and Commercial Excellence professional for Emerging Markets to establish a standardized, data-driven performance-management system across regions.

The role will collaborate with regional VPs, country managers, and central leadership to improve sales-force productivity, target setting, performance measurement, and CRM discipline, delivering dashboards and insights to guide strategic decisions.

Qualifications

• Bachelor's degree in Pharmacy, Life Sciences, Engineering, Statistics, Economics, Business or related discipline.
• MBA/PGDM preferred.
• Approximately 4–7 years of experience in pharmaceutical SFE, Commercial Excellence, Business Analytics or Sales Operations.
• Experience with multi-country or geographically dispersed sales organizations preferred.
• Specialty-care/pharmaceutical experience strongly preferred.
• Exposure to biosimilars or biologics would be an advantage.
• Advanced Microsoft Excel/Power BI/Salesforce and data visualization skills.

Responsibilities

• Develop standardized dashboards for performance monitoring across Emerging Markets.
• Track Sales vs target, Growth, Product performance, Country/region performance, Key-account productivity, sales-force productivity, Customer coverage, Conversion indicators.
• Identify performance gaps and highlight corrective actions.
• Support annual and periodic sales-target setting.
• Develop objective methodologies considering historical performance, market potential, product launches, competitive environment, territory potential, tender opportunities.
• Coordinate with country and regional leadership to ensure realistic but challenging targets.
• Define productivity KPIs for field teams.
• Monitor doctor/customer coverage, call frequency, account penetration and sales conversion.
• Recommend territory or resource optimization where required.
• Develop methodologies for segmentation of Hospitals, Specialists, Key accounts, Procurement centers, Institutional customers.
• Help markets prioritize customers based on potential and strategic importance.
• Ensure periodic updating of customer master databases.
• Support development and disciplined use of CRM systems.
• Monitor completeness and accuracy of field data.
• Develop automated dashboards wherever possible.

Skills

Excel

Power BI

Salesforce

Tableau

PowerPoint

CRM platforms

Analytical thinking

Data interpretation

Education

Bachelor's degree in Pharmacy or related field

MBA/PGDM preferred

Tools

Power BI

Tableau

Excel

CRM systems

Job description

2 - 5 Years

PERMANENT

Job Description

Sales Force Effectiveness & Commercial Excellence – EmergingMarkets

Role Purpose

The SalesForce Effectiveness and Commercial Excellence role will establish astandardized, data-driven performance-management system across EmergingMarkets.

The rolewill work with regional VPs, country managers, sales managers, key-accountteams and central commercial leadership to improve sales-force productivity,target setting, performance measurement, customer segmentation, CRM discipline,incentive effectiveness and management visibility.

Theposition will provide management with an independent and consistent view ofcommercial performance across countries and regions.

Key Responsibilities

• Develop standardizeddashboards for performance monitoring across Emerging Markets.
• Track:
  • Sales versus target
  • Growth
  • Product performance
  • Country/region performance
  • Key-account productivity
  • Sales-force productivity
  • Customer coverage
  • Conversion indicators
• Identify performance gapsand highlight corrective actions.

Target Setting

• Support annual and periodicsales-target setting.
• Develop objectivemethodologies considering:
  • Historical performance
  • Market potential
  • Product launches
  • Competitive environment
  • Territory potential
  • Tender opportunities
• Coordinate with country andregional leadership to ensure realistic but appropriately challengingtargets.
• Define productivity KPIs forfield teams.
• Monitor doctor/customercoverage, call frequency, account penetration and sales conversion.
• Recommend territory orresource optimization where required.

Customer Segmentation & Targeting

• Develop methodologies forsegmentation of:
  • Hospitals
  • Specialists
  • Key accounts
  • Procurement centers
  • Institutional customers
• Help markets prioritizecustomers based on potential and strategic importance.
• Ensure periodic updating ofcustomer master databases.

CRM & Data Governance

• Support development anddisciplined use of CRM systems.
• Monitor completeness andaccuracy of field data.
• Develop automated dashboardswherever possible.
• Reduce dependency onmanually filtered or inconsistent commercial information.

Incentive Management

• Support development oftransparent and performance-oriented incentive schemes.
• Recommend modifications basedon business priorities and desired sales behaviors.

Business Review Process

• Prepare structuredmonthly/quarterly business-review dashboards.
• Develop common formats forcountry and regional reviews.
• Highlight:
  • Performance versus target
  • Forecast accuracy
  • Sales trends
  • Productivity
  • Inventory
  • Key-account progress
  • Launch performance
  • Commercial risks
• Track management actionpoints and closure.

Forecasting & Analytics

• Support sales forecastingand demand-planning processes.
• Analyze forecast versusactual performance.
• Develop trend and scenarioanalyses.
• Identify unusual demand orinventory patterns.

Commercial Excellence Projects

• Lead projects designed to improve commercial productivity.
• Share best practices acrosscountries and regions.
• Support development of SOPsand standardized commercial processes.

Eligibility Criteria

Education

• Bachelor's degree inPharmacy, Life Sciences, Engineering, Statistics, Economics, Business orrelated discipline.
• MBA/PGDM preferred.

Experience

• Approximately 4–7 years ofexperience in pharmaceutical SFE, Commercial Excellence, BusinessAnalytics or Sales Operations.
• Experience working withmulti-country or geographically dispersed sales organizations preferred.
• Specialty-care/pharmaceuticalexperience strongly preferred.
• Exposure to biosimilars orbiologics would be an advantage.

Technical Skills

• Advanced MicrosoftExcel/Power BI/Salesforce.
• Strong PowerPointcapability.
• Experience with PowerBI/Tableau or similar visualization tools preferred.
• Understanding of CRM/SFEplatforms.
• Strong numerical andanalytical ability.
• Data interpretation anddashboard development.
• Strong analytical mindset.
• High level of accuracy.
• Independent thinking.
• Ability to challenge dataconstructively.
• Structured problem-solvingability.
• Ability to influence seniorcountry and regional stakeholders.