AGM- Sales Force Effectiveness

Role Overview: As AGM Sales Force Effectiveness in the Sales & Marketing/Commercial Excellence department of Indian Pharmaceuticals Domestic Market, you will be responsible for driving Sales Force Productivity, Execution Excellence, Territory Optimization, Incentive Design, and Data-Driven Decision Making for the domestic pharma business. Your role will involve guiding large sales teams and collaborating with various departments to build a high-performance commercial organization. Key Responsibilities: - Monitor productivity KPIs such as Call Average, Coverage, Frequency, POB, Secondary, Rx trends. - Identify performance gaps and develop corrective action strategies. - Drive adherence to SOPs, KPIs, CLM, RCPA, and reporting cadence. - Lead SFE dashboards, business reviews, and monthly performance governance with sales leadership. - Ensure accurate RCPA capture, BL/RP calculation, and competitor insights. - Analyze Rx trends to identify high-potential doctors, chemist universe, and market gaps. - Forecast monthly/quarterly performance using IMS/Prx data, primary and secondary sales. - Design MR/Manager incentive schemes aligned with business goals and compliance. - Optimize territory workload, doctor potential, and portfolio alignment. - Improve adoption of SFE tools, CRM, CLM, e-detailing, and digital call reporting. - Work closely with Marketing, L&D/Training, and HR for cross-functional collaboration. - Lead productivity transformation, field force right-sizing, segmentation, and new SFE initiatives. - Enable a culture of data-driven decision-making across the sales hierarchy. Qualification Required: - AGM: 10-14 years in Pharma SFE/Sales Analytics/Sales Leadership. - Strong experience in domestic Indian pharma, preferably chronic + acute mix. - Expertise in SFE metrics, analytics, dashboards, forecasting, HQ allocation, and RCPA analysis. - Strong exposure to CRM systems such as VEEVA/CNEXT/Argus/in-house CRMs. - Excellent communication skills with senior stakeholders. - Problem-solving, statistical thinking, and project management abilities. - B.Pharm/B.Sc + MBA (Marketing/Analytics/Operations). - Certifications in analytics/data tools are preferred but not mandatory. Additional Details: The company encourages a culture of business acumen, analytical thinking, stakeholder management, change management, execution excellence, leadership & people development, and high integrity & compliance orientation. (Note: The contact email for sharing profiles is derek.gomes@cadilapharma.com),