Job
Description
Position Summary: We are looking for a strategic and detail-oriented professional to lead our Sales Force Automation (SFA) and Management Information Systems (MIS) functions. This role will be pivotal in driving sales performance, operational efficiency, and data-driven decision-making. The ideal candidate will bring deep expertise in pharma sales analytics, field force operations, expense governance, and cross-functional coordination. Key Responsibilities: Sales Force Automation (SFA): Lead the implementation, maintenance, and continuous improvement of the SFA platform for the field force. Define and monitor KPIs to evaluate sales performance at various levels (MR, ABM, RBM, ZBM, NSM). Ensure seamless data capture and integration of daily call reports, doctor coverage, and chemist visits. Support incentive planning, calculation, and tracking in coordination with Sales and HR. Oversee training and onboarding of field staff on the SFA platform. MIS and Business Analytics: Design, manage, and deliver actionable dashboards and performance reports to sales leadership and management. Conduct deep-dive analytics on product-wise, region-wise, and team-wise performance. Collaborate with product management, marketing, and finance for aligned reporting structures. Track KPIs such as secondary sales, primary sales, RX trends, and market share using internal and external data sources. Expense Management: Implement and monitor Field Force Expense Management systems (TA/DA, incentives, sample management, etc.). Ensure policy compliance, timely submissions, and approvals of field expenses. Work with Finance for monthly accruals, budgeting, and cost optimization insights. Process & Data Governance: Ensure high data integrity and process standardization across the SFA and MIS functions. Define SOPs for data management, escalation matrices, and issue resolution. Coordinate with IT vendors and internal teams for platform enhancement and issue resolution. Stakeholder Collaboration: Work closely with Sales, Marketing, HR, IT, and Finance to align operational goals and strategies. Serve as the SPOC for any escalations or improvement needs related to sales data and field operations. Qualifications: Graduate in Science/Pharmacy; MBA in Sales, Operations, or Analytics preferred. 10+ years of experience in pharmaceutical sales operations, SFA/MIS management, or related functions. Strong understanding of field force structure, pharma product lifecycle, and market dynamics. Proficiency in CRM/SFA tools (e.g., Veeva, Salesforce, Juno, or custom platforms). Advanced Excel, PowerPoint, and data visualization tools (e.g., Power BI, Tableau). Strong analytical mindset, attention to detail, and cross-functional leadership.
