General Manager

Position Title:

AGM / DGM /
GM – Sales Force Effectiveness

Position: - AGM – Sales Force Effectiveness

Department: Sales & Marketing / Commercial
Excellence

Industry: Indian Pharmaceuticals – Domestic Market

Location: India

Reporting to: Head – SFE / BU Head / Sales &
Marketing Head

Position Summary

The role is responsible for driving Sales Force
Productivity, Execution Excellence, Territory Optimization, Incentive Design,and Data-Driven Decision Making for the domestic pharma business.

The position will guide large sales teams (MRs,
ABMs, RBMs, ZBMs, NSM) and work closely with Marketing, Training, HR, andDigital teams to build a high-performance commercial organization.

Key Responsibilities

1. Sales Force
Productivity & Execution Excellence

Monitor
productivity KPIs: Call Average, Coverage, Frequency, POB, Secondary, Rxtrends.

Identify
performance gaps and build corrective action strategies.

Drive adherence to
SOPs, KPIs, CLM, RCPA, reporting cadence, etc.

Lead SFE
dashboards, business reviews, and monthly performance governance with salesleadership.

2. RCPA,
Forecasting & Data Analytics

Ensure accurate and
consistent RCPA capture, BL/RP calculation, and competitor insights.

Analyse Rx trends
to identify high-potential doctors, chemist universe, and market gaps.

Forecast
monthly/quarterly performance using IMS/Prx data, primary and secondary sales.

3. Incentive Plan
Design & Governance

Design MR/Manager
incentive schemes aligned with business goals, brand priorities, andcompliance.

Ensure transparent
and error-free monthly calculation.

Conduct impact
analysis and scenario modelling before deployment.

4. Territory &
Doctor Mapping

Optimize territory
workload, doctor potential, and portfolio alignment.

Lead doctor
segmentation & targeting (ABC, potential tiers).

Ensure 100%
alignment of HQ–Doctor–Chemist mapping.

5. Digital &
Reporting Excellence

Improve adoption of
SFE tools, CRM, CLM, e-detailing, digital call reporting.

Work with IT for
enhancements and automation.

Drive data hygiene
and real-time data visibility for leadership.

6. Cross-Functional
Collaboration

Work closely with
Marketing on brand priorities and execution KPIs.

Partner with
L&D/Training to develop capability-building programs.

Support HR in
manpower planning and performance evaluation.

7. Business
Projects & Transformation

Lead productivity
transformation, field force right-sizing, segmentation, and new SFEinitiatives.

Deploy best
practices seen in leading Indian and global pharma companies.

Enable culture of
data-driven decision making across the sales hierarchy.

Required Experience & Qualification

Experience

AGM: 10–14 years in
Pharma SFE / Sales Analytics / Sales Leadership

Strong experience
in domestic Indian pharma (Preferred: chronic + acute mix)

Skills

Expert in SFE
metrics, analytics, dashboards, forecasting, HQ allocation, RCPA analysis.

Strong exposure to
CRM systems (VEEVA / CNEXT / Argus / in-house CRMs).

Excellent
communication with senior stakeholders (NSM / BU Heads).

Problem-solving,
statistical thinking, and project management abilities.

Qualification

B.Pharm / B.Sc +
MBA (Marketing / Analytics / Operations).

Certifications in
analytics / data tools (preferred but not mandatory).

Key Competencies

Business Acumen

Analytical Thinking

Stakeholder
Management

Change Management

Execution
Excellence

Leadership &
People Development

High Integrity
& Compliance Orientation

Share profile on derek.gomes@cadilapharma.com "TBD"